Senior Manager, Technical Sales

United States, Bend (Oregon)

Today Lonza is a global leader in life sciences. We are more than 15,000 employees in more than 100 locations around the world. 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.

Lonza Pharma & Biotech has an opening for a Technical Sales Senior Manager at our location in Bend, Oregon.

A successful Technical Sales Senior Manager will perform technical project evaluations based on customer RFPs (requests for proposals) and informal requests, primarily for the Bend site. These requests will likely span the full breadth of technologies, but primarily require knowledge of amorphous solid dispersion's and oral solid dosage forms.

Key Responsibilities:

  • Close collaboration with subject matter experts from R&D including product development, Manufacturing, other Technical Sales Managers (cross-site proposals), and other appropriate support services/functions involved in on-boarding new programs.
  • Lead customer calls and scope proposals (determine services and order of operations needed to execute technical work packages, define deliverables, outline pre-requisites, perform cost calculations and assessments, identify risks, provide input on offer strategy),  and convert/prepare the proposal in the appropriate format.
  • Finalize the draft proposal document based on the evaluation work and provide agreed proposal deliverables to BD/KAM (business development/key account managers) and Commercial Development to finalize the offer.
  • Support overall new program on-boarding processes, including providing data and background for internal approval processes and establishment of commercial models.
  • Actively participate and support new opportunity pipeline reviews and priority setting meetings with CD (commercial development) and others to inform new opportunity vetting and determine priorities for the subsequent proposal work.
  • Support of BD/KAM and CD on pre-evaluations or informal requests with first qualitative statements of technology and facility fit, project complexity, potential risk and estimated timelines; facilitate discussions/clarifications with customer; inform bid/no-bid decisions and/or site recommendations).
  • Support Commercial Functions/BU as requested at customer visits, conferences, trade shows, contract negotiations, capacity expansion projects and other strategic initiatives
  • Assist in development, maintenance, and enhancement of evaluation tools for assigned sites and services [evaluation report, cost models and databases, work stage and proposal templates, KPI (key performance indicator) collection, etc.] in order to drive continuous improvement in the evaluation process and assure consistency.
  • Ensure complete and current information is handed over to Program Management and provide support for existing projects when appropriate and requested by project team
  • Other responsibilities as required

Key Requirements:

  • BS required. Preferred area of study: Life Sciences with strong expertise in amorphous solid dispersion's, oral solid dosage forms, physical chemistry, drug product manufacturing technologies or equivalent
  • Significant experience in the pharmaceutical, bio-pharmaceutical or related industry. Preferably the incumbent is familiar with Lonza’s DFDS (dosage form and delivery solutions) activities and assets in Bend. A solid understanding of Lonza’s competitors in the amorphous solid dispersion and oral solid dosage form areas is an advantage.
  • Detailed knowledge of all aspects of DP(I) development and manufacturing and requirements thereof (R&D work based on specific problem statements/TPPs (target product profile), Analytics, technology transfer, validation activities and requirements, CTM (clinical trial manufacture) and regular manufacturing, cost aspects and value generation).
  • Sound knowledge of GMP standards and international regulations.
  • Knowledge of pharma customers and their needs towards CMO services,
  • knowledge of MS office applications, knowledge or willingness to learn about financial and controlling aspects
  • Ability to interpret customer RfPs and other mandates to prepare tailored and compelling offers for customers, taking strongly into accounts Lonza’s needs.
  • Project management capabilities to drive complex proposals processes in cross functional teams with the understanding of internal/external customer’s needs and priorities.
  • Experienced in customer relations, communications, and technical negotiations.
  • Promote safety and demand high quality standards for work being performed
  • Team player with open and reliable character.
  • Candidate must be able to travel approximately 5-10% 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.

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.

Reference: R28841