Business Development Manager, Pharma & Biotech (Contract Manufacturing for Small Molecules and Oral Drug Products Development and Manufacturing)

Japan, Tokyo

Business Development Manager, Pharma & Biotech (Contract Manufacturing for Small Molecules and Oral Drug Products Development and 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.

Small Molecule business unit, LPB’s (Lonza Pharma & Biotech)  is looking for a business development person.  You will be working as a team member of sale organization in an exciting and dynamic environment at the cutting edge of chemical synthesis with combination of biotechnology manufacturing technology.  This role is focusing especially on developing and acquiring new projects from innovative pharmaceutical companies, including “bio-tech companies” mainly in Japan but also APAC region in order to realize their innovative new molecules into large scale commercial production.  Our production site, center of excellence, is located in Visp, Switzerland but also has global foot print in Europe, US and Asia.  It is very important for you to build and keep trustful and long-term relationship with the customers by facilitating and supporting communication between the customer and the Lonza stakeholders to move the project successfully.  The ideal candidate for this position has a basic technical background of chemistry, chemical engineer or bio-technology, fluent Japanese and business English skill and sales experience, and good in communication under multi culture environment.

Key responsibilities:

  • To maintain the on-going businesses and find further business growth with the existing customers.
  • To grow the sales revenue and keep the expected profitability with Lonza’s CMO (Contract Manufacturing) business for Small Molecule and Oral Drug Products.
  • To establish and maintain good relationship with customers for Small Molecule Drug Substance and Oral Drug Products area.

As the sales process:

  • To find opportunities and prospective customers with a help of Lonza Business Unit and marketing team.
  • With following up leads and inquiries, make contact with prospect and potential customers, introduce LPB’s (Lonza Pharma & Biotech) capability, find 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 prospective 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.
  • Assists in gathering market intelligence by reporting noteworthy information regarding customers, competitors and the marketplace.
  • 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 chemical and/or biology background.
  • Very good Japanese and English literacy written and verbal.


  • Knowledge and experiences in Organic Synthesis, Production of Small Molecule Drug Substance and Oral Drug Products.
  • 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: R35687