Groupe PARIMA is a Contract Development and Manufacturing Organization (CDMO), established in 1994. For over 30 years, we have developed an expertise in the development and manufacturing of non-sterile liquids, suspensions and semi-solid drug products. https://www.groupeparima.com/fr/
Head of Commercial
Responsibilities:
Groupe PARIMA is a Montreal-based pharmaceutical CDMO specializing in non-sterile dosage forms, including liquids, suspensions, sprays, creams, gels, ointments, lotions, and related development and laboratory services.
We are looking for a Head of Commercial to lead and further develop our commercial function as Groupe PARIMA enters its next phase of profitable growth.
This is a senior, hands-on role for a commercial leader who can combine strategy with execution. Building on an established base of business development and marketing activities, you will help sharpen our commercial strategy, strengthen our processes and capabilities, increase commercial discipline, and scale the function in line with the growth of the business.
You will work closely with the President & CEO and collaborate across Development, Quality, Operations, Finance and Project Management to identify and pursue the right opportunities, convert them into profitable business, and ensure that commercial commitments are aligned with our ability to execute.
What you will do
- Develop and execute the commercial strategy in partnership with the President & CEO.
- Build and manage a focused target-account and business development strategy.
- Identify, qualify and advance new CDMO opportunities with pharmaceutical and biotechnology companies.
- Personally lead strategic opportunities from first contact through proposal, negotiation and handoff.
- Lead commercial negotiations while coordinating with the appropriate technical, financial, operational and legal stakeholders.
- Qualify opportunities based on strategic and technical fit, client readiness, timing, margin, revenue potential and long-term value.
- Strengthen relationships with existing strategic clients and identify expansion opportunities.
- Maintain strong CRM, pipeline, forecasting and follow-up discipline.
- Work cross-functionally to ensure proposals and commitments are technically feasible, commercially sound and operationally executable.
- Support disciplined pricing and protect margins on new business.
- Lead and develop existing Marketing and Business Development resources, and to develop and scale the commercial team as business needs.
- Lead the marketing activities required to support commercial growth.
- Develop and manage the commercial budget and ensure investments are aligned with expected returns.
- Represent Groupe PARIMA at client meetings, conferences and industry events.
- Occasional travel for client meetings and industry events is expected.
Skills and experience required:
- Minimum 8 years of commercial, business development or sales experience in CDMO, pharmaceutical services, life sciences services or another technical B2B environment.
- Proven ability to generate, qualify, advance, negotiate and close new business.
- Strong understanding of the pharmaceutical development and manufacturing sales cycle.
- Demonstrated ability to operate both strategically and tactically.
- Strong commercial judgment and ability to assess profitability, strategic fit and risk.
- Strong cross-functional leadership skills and ability to influence across technical and operational teams.
- Comfortable working closely with senior leadership and directly with the President & CEO.
- Strong CRM, pipeline management, forecasting and follow-up discipline.
- Experience helping build, professionalize or scale a commercial function is strongly preferred.
- Experience in a small or mid-sized entrepreneurial organization is strongly preferred.
- Bachelor’s degree in science, pharmacy, chemistry, biology, engineering, business or a related field.
- MBA or advanced degree is an asset.
- Full professional fluency in both English and French.
The profile we are looking for
This is a role for a commercial leader who is comfortable operating both strategically and hands-on.
We are looking for someone who can build on a solid existing foundation while raising the effectiveness of the commercial function: sharpening priorities, developing strategic accounts, advancing opportunities, negotiating with clients, strengthening commercial discipline, and working closely with internal teams.
You should be structured, accountable, commercially minded and motivated by the opportunity to play a significant role in Groupe PARIMA’s next stage of growth.
What we offer:
- Flexible work schedule and telework – Once (1) a week after the probation period has been completed
- Medical – dental & travel benefits
- Group retirement plan
- Recognition program & social activities
- Personal days
- Employee assistance program & online medical service
- Hot Beverages (Hot chocolate, Coffee, Mokaccino)
- Accessible by public transit or free parking
- Referral program
- Subsidized meal program