Senior Director, Commercial Strategy & Operations Execution – AMER

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.

Serves as the commercial ops and strategic partner to the AMER RBU Lead, driving execution of commercial strategy, value drivers and programs across the region. The role ensures consistent application of global standards, enables cross-functional alignment, and reinforces commercial subject area to improve performance and accountability. In this role the leader will heavily influence regional commercial leaders and analysts within the AMER region to ensure sales excellence and consistently is evident!

Key responsibilities:

Regional Execution of Global Strategy

• Translate global go-to-market and revenue operations strategies into actionable plans for the AMER region, incl. but not limited to:
• Pricing programs roll out and adoption
• Value driver roll out and ongoing reporting in partnership with global teams (VMI/CMI, Tech Support, Machine deals, Digital initiatives)
• Contract management
• Line of Business Strategy execution management and reporting
• Regional Product Launch execution and reporting
• Lead adoption of commercial processes, tools, and performance management practices (SFDC, BW/BI, Competitive Intel Portal, Mind Tickle)

Cross-Functional Coordination

• Serve as the central connector across Sales, Marketing, Finance, Customer Success, and Operations
• Ensure commercial priorities are aligned across functions and embedded in day-to-day activities
• Facilitate operating rhythms and governance across business units within AMER

Commercial Performance & Subject area

• Monitor key commercial execution metrics (pipeline health, forecast accuracy, account plan adoption) and drive modern commercial tool adoption
• Drive performance reviews and follow-up actions with regional and BU sales leadership
• Identify process gaps or friction points and lead efforts to resolve them

Change Management & Communication

• Lead change initiatives related to commercial systems, processes, and tools
• Reinforce the adoption of Salesforce, forecast tools, and standardized ways of working
• Act as a communication bridge between global RevOps and AMER teams
• Internal communications for RBU

Central Initiative Support

• Support or lead special projects (e.g., segmentation, account prioritization, headcount modeling, sales incentive alignment)
• Help prepare strategic inputs for budget cycles, business reviews, and leadership meetings

Key requirements:

Experience & Background

• 10+ years in commercial roles such as Sales, Sales Operations, commercial strategy, Business Intelligence, GTM leadership, or Chief of Staff
• Prior experience in a matrixed and global B2B environment, ideally life sciences
• Proven ability to lead cross-functional initiatives without direct authority

Skills & Capabilities

• Strong knowledge of sales process, pipeline management, CRM (Salesforce), and planning cycles
• High comfort working with data and commercial performance metrics
• Executive communication and collaborator management skills
• Able to operate with ambiguity, prioritize quickly, and deliver results across competing priorities

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.