Today, Lonza is a global leader in life sciences operating across five 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.
The role covers management of Cell & Gene Technologies customer portfolio in Japan, including pharma and biotech accounts, identified as growth accounts, and business development in Japan.
Role Purpose:
To deliver year on year sales and revenue growth targets for the Lonza Cell & Gene Technologies (CGT) business unit. To proactively identify and build a pipeline of deals with new customers and to build relationships with assigned target accounts. To be able to effectively promote current technical capabilities and new technologies (as they become available) to facilitate generation and closing of new clinical and commercial business opportunities in the gene therapy / viral therapy and cell therapy space. To understand in detail a customer’s need and offer a matching clinical phase appropriate service solution while effectively delivering Lonza’s value proposition. This role will be focused on generating new business in the APAC territory across the entire CGT BU service offerings for viral and cell therapy related therapies. This position requires up to 50% travel time with the expectation to attend CGT relevant conferences & trade shows and customer visits.
Duties and Responsibilities:
Responsible for generating new business and a strong pipeline of opportunities from new customers through a high level of customer contact including frequent direct customer visits and extensive networking activities. Responsible for owning the entire sales process from first contact to deal closure.
Demonstrate strategic business awareness of the market and customers’ needs and requirements in order to differentiate Lonza from the competition
Develops, nurtures and maintains a strong network in the Cell and Gene Therapy market from which to drive future opportunities, including cold outreach and targeted account prospecting. Works closely with marketing department to support tradeshows, roadshows and conferences.
Spends time in the field networking and attending conferences to generate new prospects, leads and opportunities and maintains detailed records in Salesforce
Gathers market insights including competitive information
Works closely with the Proposal and Commercial Development team on assessing opportunities and developing and presenting a tailored proposal and value proposition to client. Interface with additional internal resources when needed.
Work closely with the Account Management team to transfer closed accounts to Account management post deal signature in a timeline and structured manner.
Structures deals, leads the negotiation process and closes deals with the support of internal functions including commercial development, proposal, legal, controllership.
Identify market trends, assesses market potential and develop strategies to grow market share using data from customer base and Lonza CGT market intelligence.
Proactively seek business opportunities outside of standard leads received from the Marketing & Commercial Team.
Perform other duties as assigned.
Requirement:
Education
A degree in Life Science's or Engineering. Masters, PhD and/or MBA preferred
Preferred area of study: Biology, Biochemistry, or related Engineering
Experience
5+ years of commercial experience in the Pharmaceutical, Biotech or CDMO space preferred
Proven track record in delivering year on year business targets for complex service or high value deals
Strong understanding of drug development and commercialization processes.
Strong technical understanding of drug substance and drug product manufacturing processes within the Cell & Gene therapy sector.
Role requires traveling approx. 50% of the time.
Knowledge
Fluent command of English, written and verbal, other language skills considered an asset.
Proven ability to generate PowerPoint presentations and tailoring them to the specific needs of a customer
High level of understanding of the drug development process from pre-clinical to clinical development and commercialisation including a solid scientific understanding of principles underlying the manufacturing of cell and gene therapies.
Understanding of SalesForce.com customer contact management system
Familiarity with the overall contents of relevant contracts to be closed, such as Letters of Intent (LOIs), Master Services Agreements (MSAs) and Statements of Work (SOWs)
A basic understanding of critical commercial contract attributes to run a profitable Cell & Gene Therapy based CMO business.
Skills
Strong interpersonal skills. Creative, adaptable, capable of self-motivation and independence
Customer facing can-do attitude. The ability to build relationships based on trust and long term commitment. Strong gravitas, particularly in specific technology area of focus
Leadership skills, ability to professionally lead group discussions involving senior execs from pharma & biotech companies
Experience of working in and driving teams to a specific customer based result.
Proven previous involvement in contract negotiations in a leading role and as part of negotiating contracts. The ability to proactively lead all stakeholders involved in negotiations (such as Lawyers, Proposal Managers, Commercial Development) up to final close of a contract
Independently & creatively develop individual deal structures to translate Lonza’s CGT value proposition into successful offers matching client’s needs while balancing the profitability of Lonza’s CGT CMO business
Qualities & Attitude
Has strong personal belief and self-confidence in their ability to effectively communicate technical capabilities in area of focus.
Has drive and desire to constantly improve selling skills
Has energy level and engaging style to easily form a range of customer relationships from technical / project to executive level.
Has focus and ability to pull people together from different parts of the business in order to reach a common goal
Strong team player
Builds enduring customer relationships based on trust
Is optimistic and has the tenacity to bounce back from rejection
Is keen to understand customer motivation and customer value drivers to realise full account potential
Is comfortable operating with degrees of ambiguity
Is objective in decision-making and balancing risk
Demonstrates strong business awareness and commercial acumen in positioning Lonza products/services
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.
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