TLX Cargo
HEAD OF SALES, UK & EUROPE
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TLX Cargo — Pharmaceutical Cold Chain Packaging
United Kingdom (home / hybrid), regular travel across Europe | Full-time, permanent
Who we are
TLX Cargo is a UK manufacturer and industry leader in thermal pallet cover technology, protecting temperature-sensitive pharmaceutical and perishable shipments in transit for some of the world's largest pharma, perishable and 3PL organisations. Our patented technology encapsulates Phase Change Material (PCM) within the fibres of a thin, flexible thermal blanket — giving reliable thermal protection without the bulk of traditional solutions.
All manufacturing is done in-house in the UK, and our products reach customers through a global distribution network spanning multiple continents. We're a lean, founder-led business where decisions are fast and there's a direct line between sales, the founder and the technical function.
The opportunity
Pharma cold chain is under more pressure than ever — tighter compliance standards, rising freight costs, and zero tolerance for temperature excursions. TLX Cargo's latest generation of PCM-based thermal protection tackles the toughest part of that chain head-on: the “unplug” periods when a shipment loses power in transit. It gives shippers reliable protection without the weight, cost or bulk trade-offs of older solutions still dominating the market.
This is a rare chance to take a genuinely differentiated, proven technology to market at pace — owning the commercial strategy for the UK and Europe and building real momentum in a sector that's ready for something better.
What you'll be doing
- Owning the commercial plan for the UK and Europe, starting from the UK and extending into key European markets.
- Building and running the top of the sales funnel: target account planning, outreach, first meetings, sample requests and product trials.
- Progressing pipeline opportunities through validation, qualification and close, working closely with our in-house technical team.
- Selling directly into pharma shippers (QA, logistics, packaging engineering) and indirectly through logistics and freight partners.
- Developing and managing relationships with key logistics and freight forwarder partners who resell and specify TLX products to their own pharma customers.
- Feeding structured market intelligence back to the founder and technical team so product roadmap and positioning stay ahead of the competition.
- Representing TLX Cargo at major global trade shows and at customer sites across Europe.
- Operating as a true commercial owner inside an SME.
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Who we're looking for
This is a new business acquisition role for someone genuinely energised by the chance to take a differentiated product into a market that hasn't seen real innovation in a long time. We're looking specifically for sales specialists from packaging companies or 3PLs who are already selling directly into pharmaceutical customers.
Essential:
- You're currently in a sales or business development role at a packaging manufacturer or distributor, or at a 3PL / freight forwarder, selling directly into pharmaceutical or life sciences customers.
- 5+ years of commercial experience in that world — cold chain packaging, or a cold chain-focused desk at a freight forwarder, selling into pharma and life sciences.
- A demonstrable track record of opening new pharma accounts and moving them from first meeting through validation to live revenue.
- Comfortable carrying a technical product story — you don't need to be an engineer, but you need to credibly discuss thermal performance, phase change material, reefer behaviour and qualification protocols with a pharma QA team.
- A proven hunter mentality — you self-generate pipeline and aren't reliant on inbound leads, SDR support or a large marketing function.
- A strong existing network across pharma shippers and logistics partners in the UK and at least one of Germany, the Netherlands or the Nordics.
- A genuine appetite for an SME environment: fast decisions, a hands-on founder, no red tape, and personal ownership of the outcome.
- Willingness to travel regularly across the UK and Europe, and occasionally further afield for major trade shows or strategic customers.
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Desirable:
- Previous exposure to ocean freight pharma programmes or the air-to-ocean conversion trend reshaping the market.
- Experience selling or partnering alongside major pharma cold chain packaging incumbents, with a clear point of view on how to win against them.
- A track record of moving from a corporate sales environment into a founder-led SME and thriving there.
What we offer
- Genuine ownership of a first-of-its-kind commercial function, reporting directly to the Founder and Managing Director.
- A proven, differentiated product with manufacturing capacity already in place.
- A fast-moving, founder-led SME with no corporate red tape.
- Competitive salary and benefits, dependent on experience.
How to apply
If this sounds like you, we'd love to hear from you. Apply with your CV and a short covering note on why this opportunity is the right next step for you.
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