Head of Commercial

Help us build the health of tomorrow

Groupe PARIMA has been a contract development and manufacturing organization (CDMO) since 1994. Over the years, we have developed extensive expertise in the development and manufacturing of non-sterile pharmaceutical products in liquid, semi-solid, and suspension dosage forms.

Position Overview

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.

Responsibilities

• 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.
  
  

Required qualifications and experience

• 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

What we offer

• Group retirement savings plan

• Employee recognition program and social activities

• Personal days

• Employee Assistance Program and telemedicine services

• Complimentary hot  beverages (hot chocolate, coffee, and mocha)

• Easy access by public transit or free parking

• Employee referral program

• Subsidized meal program

• The use of the masculine gender is intended solely to simplify the text and facilitate readability.

*The use of the masculine gender is intended solely to simplify the text and facilitate readability.

*Our company operates in an international business environment, and proficiency in English is required to communicate with suppliers and clients.