Rochem International Case Study: Hiring Senior Pharmaceutical Ingredient Sales Leaders
Rochem International Case Study: Building a Global Senior Sales Team in Pharmaceutical Ingredients
Overview
Rochem International Inc. is a global distributor of active pharmaceutical ingredients (APIs) serving both the Human Health and Animal Health markets. With more than three decades of industry experience, the business has built a strong reputation supplying high-quality pharmaceutical ingredients to manufacturers worldwide.
In September 2025, Rochem approached Paragon Talent following a personal referral. The company had been attempting to recruit four senior commercial leaders across Europe and the United States but had struggled to find candidates with the required ingredient-level sales experience and manufacturer networks.
These roles were critical to supporting the company’s growth strategy, requiring experienced professionals capable of building high-value relationships with pharmaceutical manufacturers and securing large-scale ingredient supply agreements.
Specific Requirements for the Search
Rochem required senior commercial professionals who could operate at the highest level within the pharmaceutical ingredients market. The ideal candidates needed:
- 12–15+ years of B2B sales experience within pharmaceutical ingredients
- Proven track record selling APIs or ingredient solutions directly to manufacturers
- Experience securing high-value contracts exceeding $500k per year
- Established industry networks within Human Health or Animal Health markets
- Ability to work remotely within their region while travelling internationally to customers and industry events
Previous recruitment partners had struggled to identify candidates with this specific background, often presenting professionals with experience in finished products or end-user sales rather than ingredient-level commercial roles.
Our Approach
Stakeholder Alignment: We began with a detailed briefing session with Rochem’s leadership team to fully understand the commercial objectives, reporting structure, and expectations for each role.
Market Mapping: A comprehensive mapping exercise was conducted across the global pharmaceutical ingredient market, identifying senior commercial professionals with proven ingredient-level experience and established manufacturer relationships.
Targeted Outreach: Using our network within pharmaceutical and ingredient markets, we approached a curated group of senior sales professionals who met the strict criteria required for the roles.
Candidate Screening: Every candidate was assessed against Rochem’s key requirements, including:
- Ingredient-level sales experience
- Demonstrable revenue generation
- Strength of existing customer relationships
- Cultural fit with Rochem’s entrepreneurial leadership team
Interview & Offer Management: We coordinated the full recruitment process across multiple stakeholders, ensuring fast feedback loops and preparing candidates thoroughly for each stage.
We also managed offer negotiations and onboarding support, aligning expectations between both parties.
Results
The search delivered strong results within a relatively short timeframe.
- First placement completed in just 41 days
- 5 senior hires completed within 5 months
The successful placements included:
- Franck Mellevec – Vice President, Business Development Pharmaceutical
- Oliver Lotz – Vice President Animal Health
- Eloi Coussin – Director Business Development Pharmaceutical
- Ryan Ramsey – Director Sales Animal Health
- Fabio Moreira – Sales Director Pharmaceutical
These hires significantly strengthened Rochem’s global commercial team, providing the leadership and industry networks required to support expansion across both Human Health and Animal Health markets.
Candidate Testimonials
Franck Mellevec
"Jamie was an amazing partner in my career evolution. Always available and reactive, he is clever and efficient. I would recommend Jamie for any recruitment project you may have."
Fabio Moreira
"Throughout the process, communication was clear, transparent, and timely, and I always felt well-prepared and supported at every stage. Jamie combines professionalism with a personal approach. I would highly recommend him to anyone considering their next career move or any organisation seeking top talent."
Key Takeaways
This project demonstrates how specialist industry knowledge and targeted recruitment strategies can solve complex hiring challenges in highly technical markets.
Key factors behind the successful outcome included:
- Deep understanding of the pharmaceutical ingredient sector
- Precise targeting of candidates with manufacturer-facing commercial experience
- Transparent collaboration with multiple stakeholders
- Structured recruitment processes that accelerated decision-making
As a result, Rochem successfully built a high-calibre senior sales team capable of driving immediate commercial growth.
About Paragon Talent
Paragon Talent is a specialist recruitment consultancy connecting high-growth manufacturing businesses with senior leadership, commercial, technical, and operational talent.
We operate exclusively within ingredients-led industries, including:
- Flavours & Fragrance
- Pharmaceutical Ingredients (APIs & Excipients)
- Speciality Ingredients
- Nutraceuticals & Health Ingredients
Our deep sector expertise, global network, and hands-on recruitment approach enable us to deliver high-quality hires quickly and discreetly, helping businesses strengthen leadership teams and accelerate growth.
About the Author
Jamie Pickup is the Founder and Director of Paragon Talent, specialising in senior-level recruitment across the ingredients, pharmaceutical, flavour, fragrance, and food sectors.
With almost 15 years of experience in executive search, Jamie has built a strong track record of helping global manufacturing and ingredient businesses recruit high-performing commercial leaders, technical specialists, and operational executives across Europe, the United States, and other international markets.
FAQs
Q. How does Paragon Talent identify high-calibre candidates?
A. We combine market mapping, industry networks, and targeted outreach to identify both active and passive professionals who meet the specific technical and commercial requirements of each role.
Q. Can Paragon Talent support global recruitment projects?
A. Yes. We regularly support clients across Europe, North America, and other international markets, helping businesses build commercial, technical, and leadership teams worldwide.
Q. How quickly can specialised roles be filled?
A. While timelines vary depending on complexity, our focused search methodology and industry network often allow us to deliver qualified candidates within weeks rather than months.
Q. Do you only recruit commercial roles?
A. No. We recruit across senior leadership, commercial, technical, and operational functions, helping businesses build complete teams across the ingredient value chain.
Q. What industries do you specialise in?
A. We operate exclusively in ingredients-led sectors, including flavours, fragrance, pharmaceutical ingredients, speciality ingredients, and nutraceuticals.