Today, Lonza is a global leader in life sciences operating across three continents. While we work in science, there’s no magic formula to how we do it. Our greatest scientific solution is talented people working together, devising ideas that help businesses to help people. In exchange, we let our people own their careers. Their ideas, big and small, genuinely improve the world. And that’s the kind of work we want to be part of.
Lonza has an excellent opportunity for an Associate Director, Business Development US West.
As part of the commercial team of the Small Molecules Division, the role purpose and scope is to drive sales growth and new business acquisition as a result of a strong and thorough understanding of the Small Molecules service offering, the sales process and an established industry network.
To achieve its goals the Associate Director, Business Development US West is acting as the primary point of contact between Lonza and its prospects and clients to maintain business relationships that ensure current and future sales growth. This a REMOTE role that would ideally be located in the Western states (outside of California); preferably near a small biotech hub. The expectation is that the selected candidate would travel extensively in the territory to interface and engage with clients.
Key Responsibilities:
- Creates and implements sales strategies within their territory that align with Lonza’s strategic priorities, goals, and marketing opportunities.
- Proactively contacts prospects and leads in an effort to generate pipeline growth.
- Works closely with multiple functions, including technical sales, product development, marketing, and portfolio management to identify the best targets for our services from a technical and business perspective.
- Tracks KPIs to assess the effectiveness of sales initiatives and make data-driven adjustments.
- Negotiates and executes business agreements with legal and commercial guidance.
- Guides new customers from program award through initial stages of program onboarding and handover; works closely with site personnel and program management, and if needed, account management.
- Identifies opportunities to introduce new or existing customers to additional services or business units.
- Attends and actively participates in the promotion and organization of Lonza Small Molecules’ presence at tradeshows, roadshows, conference, summits
Skills and capabilities:
- Clear concise communication and strong networking skills, with the ability to build and maintain internal and external relationships with key stakeholders
- Experience crafting tailored solutions that cater to customer’s unmet needs.
- Solid understanding of clinical drug development phases, small molecule drug substance experience (including process development and manufacturing offering, late phase requirements) and oral solid drug product (formulation development and manufacturing activities), and small molecule GMP/regulatory requirements.
- Ability to keep clients engaged throughout long sales cycles by adjusting strategies based on client feedback, client behavior and changing market conditions.
- Maintain high ethical standards and build trust with clients. Be transparent with regards to capabilities, timelines and potential program challenges.
- Good understanding of market trends, competitive landscape, and emerging opportunities; ability to align sales strategies with the long-term goals of Lonza and its clients.
- Proficiency in using Salesforce to track sales activities and customer interactions; comfortable with digital marketing content generation to engage with clients and generate leads
- Effective negotiation skills to successfully drive external processes when working with clients to execute agreements (MSAs, CSAs, T&Cs) or internal processes when working with different Business Units (BUs).
Competencies:
- Motivated to continually improve sales skills and adapt to customer needs.
- Able to work independently, especially in a remote environment, and take initiative.
- Focused on achieving measurable results and meeting or exceeding sales targets.
- Able to develop and implement strategic plans, looking ahead to long term value creation.
- Capable of working collaboratively with cross-functional teams.
- Comfortable communicating with and advocating to Site Leadership and Executive Team members.
- Energized and engaging style to develop both external and internal relationships.
- Well skilled in managing global time zones.
- Open and adaptable to process and/or organizational changes.
Key Requirements:
- Bachelor’s degree, preferably Life Sciences or Engineering; Master’s and/or MBA preferred.
- ~5-10 years of experience in CDMO Small Molecule drug substance and/or drug product sales.
- Proven track record for year over year growth within sales territory while focusing on new account/new program acquisition.
- Established customer network within the territory.
- The ideal candidate will be geographically located in the Western US (Arizona, Colorado, Nevada, Washington, Texas or Vancouver, B.C.). Approximately 40% travel expected, including customer visits, Lonza site visits, internal meetings and industry conferences. Occasional international travel may be required.
- A valid Driver's License is required for business travel.
Every day, Lonza's products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically.
People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.
Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.
