Job Description

About SHL Medical

SHL Medical is a world-leading provider in the design, development, and manufacturing of advanced self-injection devices. With a global team of 6,000 employees, we partner with leading pharmaceutical and biotech companies to deliver innovative autoinjectors, pen injectors, and other drug delivery systems that ensure effective treatment for patients. Headquartered in Switzerland since 2018, with key operations in Sweden, Taiwan, and the US, we are united by a commitment to innovation, impact, and growth. Together, we empower our people to develop solutions that make a meaningful difference in the lives of millions of patients while fostering a supportive, inclusive, and dynamic workplace for our colleagues.

Job Overview

As Head of Business Development - Europe, you will be responsible for the Business Development team developing SHL business in Europe. This includes identifying growth opportunities and expanding business with existing customers as well as winning new customers for development projects for new combinations of drug and delivery devices. You will oversee the whole sales process for new business covering strategy design, lead identification, lead progression and opportunity management. In this role you will ensure the progression of opportunities through the development agreement stage and will ensure an effective handover to the Account Management team. Above all, you will provide guidance to the Head of Global Sales and the Chief Growth Officer deciding on development projects.

Main Responsibilities

• Business development strategy design: Identify growth opportunities for our development projects for SHL’s drug delivery devices in Europe. Design and implement the business development strategy accordingly. Collaborate with the Global Account Management team to develop respective account plans. Ensure seamless integration of Business Development with Account Management in existing SHL accounts.
• Lead identification and qualification: Co-ordinate with internal functions to identify high-potential leads with existing as well as prospective customers in Europe. Qualify leads by approving the fit of the potential engagement with SHL. Assign the qualified leads to the regional business developers and supervise the pursuit of these leads. Co-ordinate with marketing and communications teams to organize multichannel marketing campaigns towards target companies identified in the lead identification process.
• Sales process, sales tool utilization and KPI creation. Ensure the Business Development Team follows agreed sales processes and uses sales support tools (e.g. CRM). Ensure accurate and timely entry of information relating to leads, opportunities, and projects. Create dashboards and KPI’s to provide real time information on the status of the sales funnel to the head of Global Sales. Keep track of wins and losses and when possible understand and document reasons for eventual successes and failures.
• Pipeline management and Opportunity conversion: Provide guidance and supervision along the sales process until the development agreement is signed. Develop and negotiate development agreements defining the scope of the development project. Provide orientation and legal knowledge to the CGO signing these agreements.
• Budgeting and Project forecasting: Support the Global Head of Sales in helping to build the future sales budgets arising from new business. Ensure new “won” business projects are associated with a customer forecast for clinical and development requirements and where possible estimated launch dates.
• Team leadership: Shape and lead a high-performing business development team. Recruit, train and integrate new team members. Set team goals, create plans, and allocate respective resources. Provide guidance, mentorship, and coaching while fostering a culture of collaboration and continuous improvement.
• Cross-functional collaboration: Facilitate and promote collaboration with other teams within the Growth Organization (e.g., Global Customer Solutions & Portfolio Strategy, Global Marketing) as well as across functions (e.g., Technical Organization, Operational Organization), particularly to advance innovation and development topics.
• Company representation: Represent SHL Medical at European and Global conferences and trade shows where European pharmaceutical and biotech companies are present. Co-ordinate with digital market to contact potential visitors prior to the events. Ensure follow-up after the events with activities to develop new leads and opportunities.

Minimum Requirements

• Commercial experience: Minimum 10+ years of experience in business development, sales and / or account management with deep knowledge and passion for business-to-business sales processes involving complex and technical products, with long sales cycles and multiple stakeholders. Demonstrated ability to drive business growth.
• Industry knowledge: Experience in the pharmaceutical, biotechnology, medtech, primary packaging, secondary packaging, and / or drug delivery device industry.
• Legal expertise: Ability to uunderstand the principles of contract formation, negotiation, and enforcement. This includes drafting and reviewing contracts, identifying important clauses, and ensuring that contracts are legally binding and enforceable.
• Stakeholder management: Ability to drive forward the commercial agenda based on in-depth experience in building up, engaging with, and managing stakeholder groups from diverse cultural backgrounds, internal and external audiences, and varying levels of seniority. Demonstrated ability to influence others.
• Project management: Strong sales project management skills with proven ability to initiate, scope, set up, drive opportunities along the sales process. Ability to maintain demanding timelines and flexibility to master a workload which frequently necessitates an adjustment of priorities.
• Leadership ability: Experience and excellent aptitude for leading, inspiring, coaching, and collaborating with cross-functional teams.
• Analysis and problem solving: Strong analytical, problem-solving, and ideation skills. Able to turn problems into impactful solutions and communicate these in simple and easy to understand messages.
• Presentation and communication skills: Proven ability to build convincing narratives and present business cases. Attentive listening and persuasion skills.
• Overseas travel: Willingness and flexibility to travel overseas for up to 30% of working time.
• Fluency English, both written and spoken, is required.

Preferred Qualifications

• High seniority to ensure collaboration with Managing Director and other senior staff on eye level.
• Fluency German, both written and spoken

We Offer

• Challenging assignments in a fast-growing and innovative industry.
• A multicultural team and modern working environment with state-of-the-art facilities and technologies.
• A place where we take pride in the inclusive and collaborative environment we have built - one where a true sense of belonging fosters meaningful exchange and shared growth.
• Various opportunities for personal and professional development within a global organization.
• Flexible hours and hybrid working policy.

Interested in joining SHL Medical and in supporting us with your expertise and personality? Then we look forward to receiving your application to our Talent Acquisition Department.

For more information on SHL Medical, please visit: shl-medical.com/careers

Please note: We do not accept applications from recruitment agencies for this position.