In this episode of Elevate: Women Leading the Way in Pharma Outsourcing, host Marianne Gissane speaks with Henny Zijlstra, Chief Commercial Officer at Ardena, about building a career on instinct, leading without a scientific background, and why women in pharma need to back themselves harder and feel guilty a whole lot less.

Henny shares her journey from studying international business in the Netherlands to working her way through Hetero Drugs, DSM Sinochem, LONZA and Adragos Pharma, before stepping into her current role at Ardena. Along the way, she's relocated to Barcelona, raised two kids, built commercial teams from scratch, and learned to hold her ground in rooms where she's often the only woman. Reflecting on the opportunistic decisions, the support systems that made them possible, and the moments she pushed through self-doubt anyway, she talks openly about what it really takes to grow a career in a technically demanding industry without a technical degree. Drawing on her experience leading commercial functions across the pharma services sector, Henny offers candid insight into negotiating your worth, trusting your gut on big career moves, and why the most important investment you can make is in yourself.

In this episode, you'll learn:

• Why taking opportunities before you feel ready is often the smartest move you can make
• How to build commercial credibility in a science-driven industry without a scientific background
• What the double standard around working mothers in pharma actually looks like, and how to respond to it
• Why the support system around you matters as much as your own ambition when stepping into senior roles
• How a deliberate morning routine and consistent self-care can underpin long-term professional resilience
• Why you should never, ever accept the first salary offer

”Find your believers, the people who lift you up, and you'll be able to excel at anything you pursue.”

Henny Zijlstra is Chief Commercial Officer at Ardena, a pharma development organisation with offices across Europe. With a background in international business and marketing, she has spent more than 15 years building commercial teams and driving growth across pharma and biotech, holding senior roles at Hetero Drugs, DSM Sinochem, LONZA and Adragos Pharma before joining Ardena in 2025.

Known for her directness, her willingness to say ”explain it to me again” until she genuinely understands, and her conviction that people buy from people, Henny brings a commercially sharp and deeply human approach to leadership. She believes the best thing a woman in business can do is invest in herself first, back herself always, and never accept the first offer.