United States, Portsmouth (New Hampshire)
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 Senior Manager, Business Development will drive 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 US (territory TBD depending on applicant location) 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.
Key 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.
Key requirements:
A Master's degree in Life Science's or Engineering. PhD and/or MBA preferred, Preferred area of study: Biology, Biochemistry, or related Engineering.
3+ 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
High level of understanding of the drug development process from pre-clinical to clinical development and commercialization including a solid scientific understanding of principles underlying the manufacturing of cell and gene therapies.
Proven ability to generate PowerPoint presentations and tailoring them to the specific needs of a customer.
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.
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
Has focus and ability to pull people together from different parts of the business in order to reach a common goal.
Builds enduring customer relationships based on trust
Is keen to understand customer motivation and customer value drivers to realize full account potential.
Is comfortable operating with degrees of ambiguity and objective in decision-making and balancing risk
Demonstrates strong business awareness and commercial acumen in positioning Lonza products/services
The full-time base annual salary for this remote position is expected to range between $140,000 - $180,000. Compensation for the role will depend on a number of factors, including the location of the successful candidate, qualifications, skills, competencies, experience, and job-related knowledge. Full-time employees receive a comprehensive benefits package including performance-related bonus, medical and dental coverage, 401k plan, life insurance, short-term and long-term disability insurance, an employee assistance program, paid time off (PTO), and more.
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.