Commercial Head - Iberia

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