Job Description - AGM Global Sales & Marketing (Nicotine & APIs)
Key ResponsibilitiesA. Nicotine Business Strategy- Build the global Nicotine business plan: target segments, geographies, customers, pricing and volume targets, in partnership with the Chief Operating Officer
- Segment and prioritise the market - pharmaceutical (nicotine replacement therapy), tobacco and next-generation nicotine products (e-liquids, pouches, heated products), and distributors.
- Define the value proposition for each segment (quality, regulatory support, supply security, regional warehousing, traceability) and position against competitors.
- Track market, regulatory (e.g., US FDA PMTA / TPMF, EU TPD, pharmacopoeial grades) and competitor developments and translate them into commercial strategy.
- Identify, approach and convert new customers globally using existing networks and structured prospecting.
- Drive customer qualification end to end: samples, technical documentation, audits, supply agreements and commercial onboarding.
- Build long-term, multi-level relationships with key accounts across procurement, R&D, quality and regulatory functions.
- Negotiate pricing, contracts and long-term supply agreements that balance volume, margin and risk.
- Develop key account plans for strategic customers and review them periodically.
- Appoint, develop and manage distributors and agents in priority markets; set targets and review performance.
- Build relationships with key stakeholders - industry bodies, regulatory consultants and logistics / warehousing partners.
- Lead technical discussions with customers on specifications, impurity profiles, organoleptic and application requirements.
- Coordinate with QA / RA on DMF, CEP, TPMF and customer questionnaires, audits and change notifications.
- Bring structured customer feedback to R&D and Production to shape product grades, specifications and new developments.
- Lead internal deal teams across R&D, QA / RA, Production, PPIC, Supply Chain and Finance to deliver on customer commitments.
- Align demand forecasts with production and supply planning; drive on-time, in-full delivery.
- Resolve customer complaints and quality issues quickly, with clear ownership and follow-through.
- Own the sales budget, pipeline and forecast for the Nicotine business; maintain CRM discipline.
- Monitor pricing, margins, receivables and credit risk; ensure timely collections.
- Lead company's presence at key trade shows and customer meetings; support marketing collateral and pitch materials.
- Report monthly on sales, pipeline, qualifications, market intelligence and risks.
- Based on performance, take responsibility for global sales of wider API portfolio time frame 18-24 months
KPI
Indicative Target
Nicotine business plan (segments, customers, targets)
Within 90 days
Qualified pipeline value and number of active opportunities
As per approved plan
New customers in qualification (samples, audits, documentation)
To be finalised by segment
New customers converted to commercial supply
To be finalised
Nicotine revenue vs budget
≥ 100%
Gross margin vs target
At or above target
Distributors appointed and active in priority markets
To be finalised
Receivables within agreed credit terms
≥ 95%
Customer complaints closed within agreed timeline
≥ 90%
Must Have- 10-15 years of API or pharmaceutical ingredient sales and marketing, with a proven track record in regulated markets (Europe, USA and other regulated or semi-regulated markets)
- An established global network of customers, distributors and industry contacts
- Proven track record of meeting target budgets consistently
- Strong techno-commercial capability - comfortable discussing specifications, impurities, DMF / CEP and audits with customer and Internal technical teams
- Ability to drive individually with Internal stakeholders and external stakeholders
- Experience in new customer development and full qualification cycles, not only account maintenance
- Ability to lead cross-functional teams without direct authority
- Strategic thinking: building market plans, segmenting customers and defining value propositions
- Strong negotiation, contracting and commercial acumen
- Excellent written and spoken English; willingness to travel internationally and domestically
- Direct experience selling nicotine or tobacco-derived ingredients to pharmaceutical (NRT), next-generation nicotine product customers
- Knowledge of nicotine regulations - US FDA PMTA / TPMF, EU TPD and pharmacopoeial requirements (USP / EP)
- Experience appointing and managing international distributors
- Working knowledge of CRM tools and sales analytics
- Regulated-market (US & Europe) API sales and business development
- Regulatory documentation and customer qualification processes
- Pricing, costing and margin management
- Market intelligence and competitive analysis
- Key account management and contract negotiation
- Strategic thinking with strong execution
- Long-term relationship building and customer orientation
- Cross-functional leadership and influence
- Ownership, resilience and patience with long sales cycles
- Integrity and professional conduct
- Clear, structured communication with senior management and customers
Expansion of scope to the full API portfolio will be considered once the role holder has demonstrated:
- A scalable Nicotine business with a healthy pipeline and repeat customers
- Successful qualification and conversion of new customers in regulated markets
- Revenue and margin delivery against budget