Multi-Hire Commercial Buildout
CGT CDMO – Europe
The Brief
A next-generation cell and gene therapy CDMO expanding into Europe required a rapid buildout of its commercial team to establish a regional footprint. The mandate was to hire business development directors across multiple territories in order to accelerate revenue growth and position the business as a credible partner to both global pharma and emerging biotech clients. The project required a coordinated approach that could deliver multiple senior hires in parallel, ensuring consistent messaging to the market and a synchronized impact once the team was in place.
The Challenge
The company was entering an increasingly competitive European CDMO landscape where established players already had entrenched client relationships and technical track records. To succeed, the new hires needed to combine technical fluency in CGT manufacturing with established networks across pharma and biotech decision-makers. Timelines were tight: client demand was building, and upcoming investor milestones meant that the commercial team needed to be operational quickly. Few candidates possessed the required combination of technical credibility, territory-specific knowledge, and a proven track record in revenue generation for advanced modalities, narrowing the talent pool considerably. Delivering multiple senior hires simultaneously without compromising quality created an additional layer of complexity.
Our Approach
We designed a structured, project-based search covering France, Germany, the UK, the Nordics, and Benelux. More than 200 candidates were mapped across competing CDMOs and pharmaceutical service providers, with outreach tailored to each territory’s business environment and regulatory landscape. Evaluation criteria centred on three areas: track record of delivering revenue growth, technical fluency in CGT manufacturing and services, and established networks across pharma and biotech ecosystems. Running the searches concurrently allowed us to manage shortlists in parallel, creating alignment across the candidate experience and enabling synchronized onboarding. This approach also allowed us to benchmark talent across markets and ensure the client gained a balanced view of commercial capability across the region.
Outcome
Within 90 days, five business development directors were appointed across the targeted territories. Collectively, the new hires brought networks spanning top 50 pharma companies and high-growth biotech clients, alongside a deep understanding of the CGT landscape in their respective markets. Since the buildout, the company has doubled its qualified pipeline and secured a credible European presence, positioning itself as a competitive partner of choice in advanced therapies. For investors and clients alike, the appointments signalled that the business had the leadership depth to execute on its growth ambitions.
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Sanderson House,
22 Station Road, Horsforth, Leeds.
LS18 5NT.
United Kingdom