Associate Director, Sales EU

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.

The role:

We have an amazing opportunity for an experienced Sales Leader to join our team. The Associate Director, Sales (Drug Discovery) will manage the European sales team focusing on the Discovery segment for Lonza Biosciences. The successful candidate will be responsible for delivering target revenue and profit for their segment and region.  In addition, this role will require leadership of a highly successful and proactive sales team, coaching their further development, and putting in place processes to ensure future success.

This role would ideally suit an experienced collaborator with a palpable energy level, with the flexibility and agility to meet changing priorities and drive to exceed goals, who is excited for the opportunity to develop sales strategies and mentor their team.  This is a remote role with an expected 40-50% travel across Europe.

Key responsibilities:

• Plans and is responsible for achieving sales objectives for the Drug Discovery segment and region, with emphasis on intimate knowledge of the customers, and internal and external market environment that drives the long-range forecast in their area of responsibility.

• Develops, implements, monitors, and manages sales strategies for their team, sharing what is learned from the results with their peers.

• Supports the sales director in the planning and implementation of sales strategies.  Also assists in designing the communication of same to the Commercial Team.

• Organizes and implements sales programs for their team and supports the entire segment by implementing cross-regional programs.

• Trains develops, and mentors sales representatives within their team and is available to mentor others.  Share learnings and best practices with the entire Commercial Team.

• Utilizes SFDC to manage sales pipeline for their team.

• Involved in continuously improving customer satisfaction, and identifying corrective measures which can be shared with the Commercial team.

• Actively seeks continuous improvement to customer delivery and participates in process optimization across the customer value chain.

• Oversees the handling of key accounts.

• Participates in the planning and formation of Lonza marketing and sales strategies. Coordinates the collection of market intelligence, competitive promotions, contract pricing, new products, new applications, and customer needs, and uses this to develop strategies together with the Sales Directors.

• Continuously develop their own skills, knowledge, and abilities to support their ongoing career development within Lonza

• Around 40-50% travel requirements.

Key requirements:

• Core people management experience (activity management, competency development, problem resolution, team support etc.).

• Demonstrable success in a complex sales environment, including creating customer value, consultative selling, technical selling, and effective sales presentation.

• Knowledge and experience in relevant sectors, such as drug discovery, drug manufacturing/QC, Cell & Gene Therapy, and the biotech/biopharma industry.

• Computer software skills including Microsoft Office and CRM.

• Interpersonal skills and comfort with public speaking in front of small groups.

• Able to communicate effectively and collaborate successfully within own team as well as cross-functionally.

• Effective listening skills, proactive and self-directed, team-oriented, strong work ethic

• Degree educated or above in a relevant sector e.g. Bioengineering or similar.

• Able to travel across Europe around 40-50% of the time.

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.