Account Manager; M​/F - Pharma Capsules Europe

The Role & the Team

To support the growth of our Health & Pharma Solutions (HPS) Business Unit, we are looking for our next Capsules Sales Account Manager (M/F), based in Spain (Madrid or Barcelona) or Belgium (Bruxelles).

This strategic role covers a key commercial territory across Europe (with a focus on France & Benelux), with high potential in the pharmaceutical, nutraceutical and consumer health markets.

The HPS commercial teams support our customers with high quality solutions, technical expertise, and a strong service mindset.

You will work closely with a broad internal network:
Global & Key Account Managers, Inside Sales, Regional Heads (Sales, CHC, Capsules, Channel Partners, Prescription), Technical Developers, Sales Operations, Pricing, Business Monitoring and Customer Care.

Your role will be essential to strengthen our presence in the capsules market, build strong relationships and accelerate growth.

As Capsules Sales Account Manager, your mission will be to manage and grow a strategic customer portfolio, lead distributor relationships, identify and convert business opportunities, and promote Roquette’s capsules solutions across your territory.

• build and strengthen customer relationships
• manage and grow distributor performance
• drive commercial development
• accelerate revenue and market share growth
• provide technical support
• monitor the market
• collaborate cross-functionally

• Develop long‑term, trust based relationships with key clients.
• Understand customer needs and ensure satisfaction through close follow‑up.
• Conduct regular visits with commercial and technical stakeholders.

• Review performance, pipelines and service levels on a regular basis.
• Align distributors on Roquette’s strategic priorities and growth objectives.
• Participate in joint customer visits and support strategic opportunities.

• Identify and convert new business opportunities across your territory.
• Develop effective sales strategies and deliver on sales and margin targets.
• Present new Roquette products, organise country seminars and represent the company at scientific/commercial events.

• Build and maintain a solid, qualified sales pipeline.
• Conduct sales presentations, negotiate contracts and close deals.
• Work closely with the Pricing team to strengthen competitiveness.
• Foster long‑term partnerships with key accounts.

• Offer first‑level technical advice on capsule solutions.
• Collaborate with Technical Developers to address complex formulation or application needs.

• Track regulatory evolutions, industry trends and competitor activity.
• Share insights internally to guide product development and marketing strategies.

• Work closely with Marketing, PLMs, Sales Ops, Customer Care and other internal stakeholders.
• Ensure reliable CRM management and consistent reporting.

Your working knowledge of the pharmaceutical/nutraceutical industry, along with a technical or chemistry background, helps you understand customer challenges and speak their language.

Your understanding of market regulatory constraints and familiarity with R&D concepts (formulation, testing, patents…) is a real advantage.

You excel at building customer networks and nurturing growth‑oriented relationships.

A skilled communicator and negotiator, you present with impact, think critically and know how to challenge constructively.

You thrive in fast paced, multidisciplinary environments, combining analytical thinking, autonomy and accountability.

Collaborative and supportive, you value teamwork and are always ready to step out of your comfort zone to seize new opportunities.

• Bachelor’s or University Degree in Pharmacy, Chemistry, Life Sciences or related fields.

• Minimum 3 years in Sales or Business Development in Pharma, Life Sciences, Chemicals or Ingredients.
• Experience in Pharma and Consumer Healthcare is a strong…