Senior Director, HC Sales - Nutrition North America

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.

We are seeking a Senior Sales Director, Hard Empty Capsules (HEC) for Lonza’s Capsules and Health Ingredients (CHI) division in North America. In this role, you will lead and oversee sales activities in the region. You will manage a team of seven direct reports and ensure that local sales plans align with Lonza’s business strategy and territory objectives. You will identify market opportunities and threats, organize an effective sales structure, and equip your team with the skills needed to drive Lonza’s growth. This is a fully remote position, with frequent travel across North America.

Key Responsibilities:

• Work with divisional and regional business leaders to identify strategic business opportunities and define growth-driven sales strategies.
• Develop sales strategies to expand Lonza’s HEC customer base and establish pricing for the entire hard capsule portfolio.
• Analyze market needs and trends to drive business development activity.
• Execute and oversee all sales plans to ensure alignment with business objectives.
• Build and maintain strong partnerships with key customers.
• Manage daily sales team activities and lead weekly territory reviews and sales performance calls with the team.
• Achieve sales budget and forecasts, providing regular updates on performance to senior management.
• Collaborate with Customer Service, Technical Services, Quality Assurance, and Business Development to ensure customer satisfaction and business longevity.
• Ensure R&D, Technical Services, and Customer Service support are delivered to major customers.
• Collaborate with R&D to promote capsule dosage forms internally and externally.

Key Requirements:

• BSc or MSc in Life Sciences or a related field, a business degree is plus.
• 5+ years Proven experience in a senior sales leadership role, in a technical B2B environment.  
• 5+ years business development and selling skills.
• Expertise in strategic sales planning and senior level networking.
• Excellent negotiation and relationship-building abilities.
• Proven ability to form and maintain long-term, profitable customer relationships.
• Strong leadership and coaching skills.
• Self-motivated with the ability to inspire and motivate others.

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.