Commercial Manager

Overview The Commercial Director will be responsible for leading and managing all commercial activities within the In Vitro Diagnostics (IVD) business across all product lines of the organization. This role involves driving sales performance, developing and executing strategies for sustainable market growth, and building strong, long-term relationships with key customers and stakeholders. Responsibilities Commercial & Relationship Management Lead and strengthen relationships with KDMs, KOLs, and customer management structures. Establish and maintain strategic partnerships with key accounts and large customers. Negotiate public tenders and private lab agreements. Lead periodic client presentations (Scanner) on KPIs, trends, and opportunities. Develop and implement commercial strategies focused on Value Selling. Identify unmet needs and provide cost-effective solutions. Monitor competitor activities and define strategic responses. Drive expansion and execution of projects in key accounts (Big Projects). Financial & Profitability Management Ensure account and project profitability. Prepare and present monthly forecasts with in-depth account reviews. Exceed financial KPIs (budget, DSO, profitability per client). Guarantee installed base productivity and timely portfolio collection. Operational & Project Execution Ensure on-time implementation of projects with the Project Manager. Coordinate with Application Specialists to guarantee efficient system installations. Ensure compliance with agreements, service levels, and quality standards. Knowledge & Capability Development Maintain deep knowledge of products, IVD market, and health economics impact. Participate in Werfen Academy and continuous learning programs. Align internal resources (PMs, specialists, technical support) for projects and problem-solving. Leadership & Culture Lead the commercial team by fostering a high-performance, results-driven mindset. Promote and embody Werfen’s values and Code of Ethics. Inspire and develop the team while strengthening Werfen’s culture across markets. The Commercial Director will interact and collaborate closely with different areas across the organization, including: Project Managers and Marketing Leads – to align strategies, campaigns, and execution of projects. Commercial Technical Specialists & Technical Support Team – to ensure customer satisfaction and successful system implementation. IT Specialists – to support digital tools, reporting, and process optimization. HR Department – for talent development, training, and organizational alignment. Finance Manager – to track budget, profitability, forecasts, and ensure financial compliance. Tender Area – to lead and negotiate public and private bidding processes. General Manager – to ensure alignment with company strategy and business objectives. Qualifications Bachelor’s degree (BSc) or equivalent in Biomedical Science or related field. Minimum of 5 years of experience in laboratory settings, institutional markets, or the In Vitro Diagnostics (IVD) industry. Proven track record in commercial or sales leadership roles is highly desirable. Solid working knowledge of laboratory equipment and diagnostic technologies. Strong understanding of market dynamics, customer needs, and value-based selling. Proficiency in Microsoft Office tools (Word, Excel, PowerPoint). Languages: English and/or additional language(s), depending on country and role requirements. Strong leadership and people management skills. Excellent communication and negotiation abilities. Strategic thinking and problem-solving mindset. Customer-oriented, with ability to build and maintain long-term relationships. Analytical skills to interpret market data, financial KPIs, and forecasts. Availability to travel domestically and internationally as required by business needs (approx. 30–40%). #J-18808-Ljbffr