Commercial Head – France

Role Overview: The Commercial Head France will lead the commercial organisation. This role is responsible for shaping the country commercial strategy, accelerating customer and margin growth, and strengthening partnerships across the veterinary industry. The role holder will also act as the legally designated RP (Responsible Person) for the company. The ideal candidate brings proven commercial leadership experience in the animal health sector, experienced team leader, combined with strong strategic capabilities and a deep understanding of local market dynamics, including regulation, customer behaviour, and channel evolution. This is a fully remote position, offering flexibility to be based anywhere in France with regular travel required to customers, key stakeholders and internal meetings. Key Responsibilities Team Leadership & Development - Lead, inspire, and develop a team of Key Account and/or Territory Managers covering veterinary groups, distributors,, wholesalers, Vet practices and GIE’s - 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 ensure compliance to all relevant veterinary medicines regulations with our activation in market - Act as the legally designated RP (Responsible Person) for the company Commercial Strategy - 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 Europe 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 GIE’s , key veterinary corporate 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 GIE , Wholesaler and 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 the country/region - 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 GTN % evolution and customer focused rebate management programs, evolving our got 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…