Associate Director, Key Accounts (Germany & Austria)

Company Description

At TAPI, we’re not just a company—we’re a community committed to advancing health from the core. As the world’s leading supplier of active pharmaceutical ingredients (APIs), we partner with 80% of the top 50 global pharmaceutical companies. With a legacy spanning over 80 years and a portfolio of more than 350 products, as well as custom CDMO services, we’re shaping the future of health worldwide.

Our strength lies in our people—a team of over 4,200 professionals across 13 state-of-the-art facilities in Italy, Hungary, the Czech Republic, Croatia, Israel, Mexico, and India. Together, we innovate, solve problems, and deliver excellence. Join us and be part of a mission that transforms lives.

Job Description

We are looking for a commercially driven Associate Director, Key Accounts to accelerate revenue growth and expand our market presence in Germany and Austria. This role combines new business development with strategic account management and is ideal for an experienced API sales professional who thrives in a customer-facing environment.

You will be responsible for identifying and securing new business opportunities, strengthening long-term partnerships with pharmaceutical and specialty chemical customers, and growing existing accounts through a consultative and solutions-driven approach.

Success in this role requires a strong commercial mindset, a hunter mentality, and the ability to build trusted relationships with stakeholders across the pharmaceutical value chain.

This position is available in Germany and The Netherlands.

Key Responsibilities

Business Development & Sales Growth

• Drive API sales growth across Germany and Austria, delivering against defined revenue and profitability targets.
• Identify, qualify, and win new business opportunities with pharmaceutical, biotech, CDMO, and specialty chemical customers.
• Develop and execute territory and account plans to maximize market penetration and commercial performance.
• Build a robust sales pipeline through proactive market analysis, prospecting, networking, and customer engagement.
• Lead commercial discussions, proposal development, pricing negotiations, and contract execution.

Account Management

• Manage and grow a portfolio of strategic key accounts.
• Build long-lasting, trusted customer relationships at multiple levels within client organizations.
• Analyze customer portfolios to identify opportunities for additional products, cross-selling, and share-of-wallet growth.
• Act as the primary commercial point of contact for assigned customers, ensuring a high level of customer satisfaction and responsiveness.

Market & Customer Insights

• Develop a deep understanding of customer needs, market dynamics, competitive activity, and industry trends.
• Monitor market developments and identify emerging opportunities within APIs, intermediates, and specialty chemical segments related to healthcare.
• Position TAPI's products and capabilities effectively against competing offerings.

Cross-Functional Collaboration

• Partner closely with Supply Chain, Customer Service, Quality, Regulatory Affairs, Finance, Marketing, and Technical teams to ensure seamless customer support and execution.
• Support forecasting, business planning, and pipeline reporting activities.
• Contribute market intelligence and customer insights to support strategic decision-making.

Qualifications

Experience

• Bachelor's degree required; a degree in Chemistry, Pharmaceutical Sciences, Life Sciences, or a related scientific discipline is preferred.
• Significant commercial experience within the pharmaceutical, API, intermediates, specialty chemicals, CDMO, or related healthcare sectors.
• Proven track record of successfully winning new business and delivering revenue growth in a competitive B2B environment.
• Experience managing strategic customer relationships and complex sales cycles.
• Strong understanding of pharmaceutical manufacturing, API markets, and supply chain dynamics.

Skills & Competencies

• Strong hunter mentality with a passion for identifying and converting new opportunities.
• Excellent relationship-building and stakeholder management skills.
• Strong negotiation, influencing, and commercial contracting capabilities.
• Strategic thinker with a hands-on approach to execution.
• Highly self-motivated with the ability to work independently across a geographically dispersed territory.
• Strong analytical and business planning skills.
• Ability to navigate complex customer organizations and build executive-level relationships.

Language Requirements

• Full professional proficiency in German and English is mandatory.
• Additional European languages are considered an advantage.

Travel

• Willingness to travel approximately 25–30% across Germany, Austria, and occasionally other locations.

Additional Information

Make Your Mark with TAPI

Your journey with TAPI is more than a job—it’s an opportunity to make a lasting impact on global health. If you’re ready to lead, innovate, and inspire, we’re excited to welcome you to our team. Together, let’s shape the future of pharmaceuticals. Apply on top of this page and our talent acquisition team will be in touch soon!

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