Account Management Senior Manager, Pharma & Biotech – Biologics (Contract Manufacturing)

Japan, Tokyo

Account Management Senior Manager, Pharma & Biotech – Biologics (Contract Manufacturing)

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.

This position may be the first level of sales management for business units with approx. and may personally have a few selected accounts to manage.  Has a defined sales revenue to achieve through effective management of a medium-sized sales team.  Leadership and achievement of results are the key focus of the job.

Key responsibilities:

  • Sales role for Lonza Contract Development and Manufacturing of Pharmaceutical products (Drug Substance & Drug Products) especially for Mammalian Manufacturing (typically for antibody), Microbial Manufacturing, Bio Conjugate ( typically for ADC (Antibody Drug Conjugate)) and their drug products for clinical and commercial use as well as early stage non-GMP development such as Cell Line Construction, Mutagenicity, Aggregation etc.  Most customers are existing ones mainly in Japan and some in other Asia Pacific.
  • Supervise the sales team for Biologics ( the same technical categories as the above) including 1 Account Manager and 2 Business Development Sales for Asia Pacific ( from India to Japan, excluding China)
  • To generate Account Plan for key customers.
  • To grow the sales revenue and keep the expected profitability.
  • To establish and keep good relationship with customers.

As the sales process:

  • To find opportunities with a help of Lonza Business Unit and marketing team.
  • With following up leads and inquiries, make contact with customers, introduce LPB’s (Lonza Pharma & Biotech) capability, and figure out customers’ needs and opportunities.
  • To communicate with both customers and Lonza proposal managers/ commercial development team, then submit proposals.
  • To discuss and negotiate about the proposals with customers, find out agreeable solutions, then close a deal.
  • As Lonza’s interface with customers, regularly communicate with existing customers about on-going project(s) as well as further opportunities to maintain and expand the businesses.

As extended activities:

  • To plan, arrange and execute the local marketing and promotion including joining conferences, trade shows etc. with a help of Lonza marketing team.
  • To generate sales and forecast report monthly and also as needed.
  • Provides timely call reports, maintains account files, etc.

Key requirements:

  • Bachelor degree or above for chemical, biology or related subjects.


  • At least 3 years of B to B Sales experience (preferably custom manufacturing, research or service, ideally in pharmaceutical industry).
  • Strong communication capability to understand customer’s needs and requirements.
  • Strong negotiation capability with persistency to find out agreeable solution for customers and close a deal.
  • Basic biology background.
  • Very Good Japanese and English literacy written and verbal.


  • Project management skills.
  • Broad knowledge of pharma market and global trends.
  • Highly networked within the pharmaceutical market.
  • Experience of working in a large multicultural organization.
  • Experience of working in a matrix organizational structure.

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.

Reference: R31895