Regional Head Business Development, US East Coast

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 Regional Head Business Development, US East Coast will lead the acquisition of new customers for the Integrated Biologics Platform in the US East biotech hubs, coordinating with Commercial Development and Marketing. The role will be responsible for development and implementation of Territory Plans for each team member and establish an overall US East Territory Plan.

Key responsibilities:

The territory for Business Development (BD) activities may be modified as agreed with the Head of Sales Business Development US. Key responsibilities include:

• Leading the drafting and implementation of Territory Plans that align with the Biologics Division’s strategy.
• Achieving New Business/New Program wins and assisting the business development team to achieve a high Opportunity closure rate.
• Establishing management control measures to deliver program win targets and revenues.
• Leading marketing and technical expert outreach efforts to penetrate target accounts and position Lonza as a market leader in biologics drug development.
• Facilitating business development team growth through effective recruitment, coaching, mentoring, and training.
• Acting as a point of escalation and business support to resolve significant obstacles creatively.
• Championing outstanding customer service by consistently seeking feedback and communicating expectations to internal teams.
• Establishing and implementing regional marketing plans and business activities including roadshows, networking events, and regional conferences.
• Contributing to special projects such as pricing analysis, competitor analysis, and cross-platform activities.
• Maintaining up-to-date data in Lonza systems including Salesforce, CPQ, Negotiation Planner, and Customer Target Platform.

Key requirements:

• Over 10 years of experience in business development and account management roles with demonstrated project leadership.
• Bachelor’s degree or equivalent experience in a life science field like Biochemistry, Chemistry, Molecular Biology, or Pharmaceutical Sciences.
• Expertise in CRM/SFDC and negotiation experience with an average deal value exceeding 1M CHF.
• Proven ability to identify and implement profitable business opportunities.
• Ability to balance customer needs with business goals and drive customer happiness.
• Regular communication with peers and team members about customer topics to build capability and awareness.
• Effective and balanced customer relationship management.
• Proficiency in analyzing sales data in Excel to quantify largest customers and distinguish new customers versus existing ones.
• Ability to assemble travel and sales target budgets to achieve overall target levels.
• Proactive identification of customer and market needs using data, research, and customer relationships.
• Methodical approach to monitoring customer metrics and ensuring their incorporation within business areas.
• Support for the execution of business strategy and specific objectives.
• Leadership of multiple complex initiatives to successful conclusions.
• High-quality performance and accountability by gaining dedication on priorities.
• Detailed approach to planning and delivery based on short-medium-long-term time horizons.
• High integrity and accountability to ensure team actions and decisions align with business objectives.
• Creation of an open and learning environment that encourages development and growth.
• Seeking feedback to understand impact on others, recognizing strengths and limitations, and learning from mistakes.

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.