Regional Sales Manager

Job Summary

The Regional Sales Manager, Pharma delivers the 1–3 year regional sales plan, optimizing revenue, operating margins, and value-based pricing strategies. Core daily responsibilities include converting enterprise strategies into explicit sales objectives and KPIs; line managing a Sales Development Coordinator while guiding a matrixed network of Country Sales Managers and Account Managers; steering S&OP supply chain collaboration across a multi-site network; mapping competitor intelligence to discover growth opportunities; overseeing key account execution across EMEA; leading product launch campaigns; and representing Croda at major global industry forums such as CPHI.

Foundational Capabilities & Prerequisites

Minimum Requirements

• Professional Background: Proven, successful tenure in a senior sales leadership role specifically within the Pharmaceutical, specialty chemicals, or closely related science-driven sectors.
• Innovation Literacy: A clear, practical understanding of modern R&D processes, product innovation workflows, and sustainable product development initiatives.
• Commercial Execution Mastery: Demonstrated success in designing pricing strategies, executing market development initiatives, and leading high-value key account relationships.
• Leadership Capabilities: An inspiring leader with verified experience engaging, motivating, and aligning cross-functional and culturally diverse teams.
• Strategic Vision: Strong strategic planning, forecasting, and commercial execution capabilities, balanced with an understanding of supply chain risk governance.
• Academic Baseline: Degree-level education in a relevant scientific, business, or engineering discipline.
• Regulatory & Contract Competency: Sound working knowledge of industry regulatory standards, technical compliance frameworks, and commercial contract structures.
• Communication Profiles: Complete fluency in both written and spoken English is essential.
• Regional Mobility: Full willingness and flexibility to travel frequently across the EMEA region to engage directly with customers and teams.

Behavioral Attributes

• Creative and innovative thinker capable of identifying niche market opportunities to establish a distinct competitive advantage.
• Excellent interpersonal, networking, and influencing skills to foster strong, collaborative corporate relationships.
• High emotional resilience, with the capacity to adapt fluidly to shifting market conditions and apply sound commercial judgment under pressure.

Key Responsibilities

1. Commercial & Strategic Leadership

• Deliver the comprehensive 1–3 year regional sales plan for the Pharma business, achieving specific revenue, volume margin, and regional pricing targets.
• Translate macro business strategies into actionable, clear sales objectives and measurable KPIs for teams across the territory.
• Direct local market intelligence activities, identifying high-potential white spaces, analyzing competitor actions, and shaping future commercial directions.
• Support the generation of the annual EMEA commercial plan, while orchestrating accurate rolling demand forecasts.

2. Sales Leadership & Performance Management

• Lead, mentor, and develop the regional sales network, providing clear strategic direction and performance oversight.
• Provide direct line management to the Sales Development Coordinator while offering commercial leadership to a wider matrixed network of Country Sales Managers and Account Managers.
• Drive high-performance behaviors through active target setting, structured professional appraisals, and targeted capability development.
• Lead formal pipeline reviews, sales funnel analytics, reporting loops, and comprehensive quarterly performance audits.

3. Operational & Cross-Functional Integration

• Collaborate closely with internal stakeholders across Sales and Operations Planning (S&OP), logistics, production, and site management groups in a multi-site manufacturing environment.
• Lead regional commercial coordination for new product launches, sustainable ingredient transitions, and ongoing commercial excellence initiatives.
• Provide clear market and commercial input into technical development projects and internal staff training programs.
• Champion organizational transformation initiatives and continuous improvement cycles across the sales organization.

4. Customer, Network & Market Engagement

• Formulate and execute personalized key account and customer strategies across the EMEA region to secure multi-year agreements.
• Maintain deep, collaborative relationships with purchasing executives, formulation scientists, and key industry stakeholders.
• Represent Croda at major life science events and trade exhibitions (e.g., CPHI), heading the regional sales presence and booth strategy.
• Conduct regular customer site visits and regional field tours to gather primary market insights and solidify commercial partnerships.

Skills Required:

• Chemistry / Chemical / Engineering