Commercial Head

Role Overview

The Commercial Head – Iberia will initially build the Iberian strategy and organisation for Bimeda to enter Spain and Portugal, and then lead the regional commercial organisation, overseeing a team of Key Account Managers and/or Territory managers / Customer service representatives across the various animal health channels. This role is responsible for shaping the regional commercial strategy, accelerating customer and margin growth and strengthening partnerships across the veterinary industry.

The ideal candidate brings proven commercial leadership experience in the Spanish and  Portuguese animal health sector, is a proven team leader, and combines this with strong strategic capabilities and a deep understanding of local market dynamics, including regulation, customer behaviour, and channel evolution.

Reporting, Location & Scope

• Reports to: EU Commercial Director
•  Location: Based in Spain, with regular travel across Iberia and periodic travel to Bimeda’s European sites.
•  Portfolio scope: Bimeda’s livestock and equine range
  

Key Responsibilities

Team Leadership & Development

• Build, lead and inspire a team of Key Account and/or Territory Managers to cover the Spanish and Portuguese markets
• Build capability in key account management and value-based selling
• Set clear objectives, coach performance, and create a high-performance culture built on accountability and customer focus.
• Take accountability for ensuring compliance with all relevant veterinary medicines regulations across both markets, working closely with Regulatory Affairs and the Responsible Person.

Commercial Strategy

• Build and own the local commercial strategy, defining long-term direction for growth across our species portfolios.
• Identify and prioritise high-value opportunities, including new product launches, category expansion, shifts in customer behaviour, and customer group consolidation.
• Ensure strategic alignment with European and global business priorities.
• Define and continuously review the route to market.
• Move quickly to take advantage of fast-moving market opportunities – such as competitor out-of-stock situations, special import opportunities, and short-term supply gaps – to capture volume and grow market share.
• Monitor the competitive landscape, competitor pricing, and wider market trends, using this insight to anticipate threats and identify new sources of growth.

Customer & Market Leadership

• Oversee relationships with key veterinary corporate groups, buying groups, wholesalers/distributors, and integrators.
• Support Key Account Managers in developing robust joint business plans that deliver growth, category performance, and compliance.
• Guide the team through complex price, volume, and contract negotiations, ensuring sustainable long-term partnerships.
• Oversee all customer contracts and trading agreements being put in place, ensuring terms are clearly documented, commercially sound, and consistently applied across the customer base.
• Apply robust segmentation across customers to ensure focus remains on highest potential customers and products
  
  

Performance Management

• Drive delivery of revenue, margin, and market share targets across Iberia
• Lead accurate demand and sales forecasting, pipeline management, and performance analysis across product segments.
• Ensure pricing, promotional execution, and investment decisions maximise profitability and ROI
• Enable robust gross-to-net (GTN) % evolution and customer-focused rebate management programmes, evolving our go-to-market model where required
• Ensure all customer rebates, discounts, and promotional offers are monitored, accurately accrued, and fully accounted for, so that the true net cost of trade investment is understood and controlled.
• Work with Finance to manage customer credit, debtor days, and working capital, ensuring agreed trading terms are adhered to and overdue accounts are actively managed.
  
  

Cross-Functional Collaboration

• Work closely with Marketing, Technical teams, Regulatory, Supply Chain, and Finance to ensure seamless execution of commercial plans.
• Partner with technical and marketing teams to strengthen value propositions and enhance customer outcomes.
• Represent the Iberian markets in regional planning forums, providing market insight and commercial recommendations.

Experience & Skills Required

Industry Experience

• Strong understanding of veterinary and agricultural channels, including corporate groups, wholesalers, and integrators
• Direct experience of the Spanish and/or Portuguese animal health market, with an established network across veterinary corporate groups, buying groups, and distributors.
• Knowledge of the livestock and equine production-animal sectors, and a working understanding of the Spanish (AEMPS) and Portuguese (DGAV) veterinary medicines regulatory frameworks.

Commercial & Leadership Experience

• Proven track record in senior commercial or national sales roles, dealing with large veterinary and trade customers
• Experience managing and developing high-performing commercial teams.
• Demonstrated ability to shape and execute commercial strategy at country or regional level.
• Strong financial acumen with the ability to interpret sales data, margin performance, and investment impact.
• Strong contract negotiation skills, with experience structuring customer agreements, rebates, and trading terms, and a working understanding of the veterinary medicines regulatory environment.
• Third-level qualification in a science, veterinary, agricultural, business, or commercial discipline; a relevant postgraduate or commercial qualification is an advantage.
• Fluency in Spanish is essential; working proficiency in Portuguese is a strong advantage. Professional fluency in English is required for reporting and collaboration within Bimeda’s European and global organisation.

About Bimeda

Bimeda is a leading global innovator, manufacturer and marketer of veterinary pharmaceuticals and animal health products and has over half a century’s experience in providing science-driven solutions to optimize the health, wellbeing and productivity of the world’s animals.

Bimeda’s global innovation program sees six state-of-the art R&D centers across four continents collaborate on an enviable product development pipeline which anticipates the ever-evolving needs of the animal health industry.

Bimeda’s nine manufacturing facilities across seven countries allow the company to manufacture a broad range of preventative, curative and nutritional products including sterile injectables, vaccinations, nutritional boluses, feed additives, tablets, water-soluble powders, pastes and non-sterile liquids.

Globally, the company focuses on the development, manufacture and commercialization of quality Bimeda-branded products while also being the partner of choice for contract manufacturing and R&D services for prominent companies within the animal health industry.

Your application to us; assumes you have read and agree with our privacy policy

More Info at www.bimedacareers.com