Commercial Capabilities Lead, APAC

China, Shanghai

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.
Capsugel - a Lonza company - now CHI, Capsules Health and Ingredients, designs, develops and manufactures a wide range of innovative dosage forms for the biopharmaceutical and consumer health & nutrition industries. We partner with more than 4,000 customers in over 100 countries to create novel, high-quality and customized solutions that align with our customers’ evolving needs and benefit patients and consumers. Lonza Capsules and Health Ingredients operates in an increasingly competitive global environment. It is critical that our commercial teams are best in class to deliver on our growth ambitions. As the Sales Effectiveness and Business Analytics team builds a presence inside of the organization, there is an opportunity for a Commercial Capabilities Lead role to ensure internal talent is developed with a global training platform and presence for the company’s evolving portfolio for customer facing teams.
Key responsibilities:
• Develop and implement state-of-the-art sales training methods, including content, to establish and maintain the highest performing global sales organization.
• Collaborate with Global Head of Sales Effectiveness and Analytics and Regional Commercial Capability Colleagues to analyze, design, develop, implement, and evaluate sales training/enablement programs currently in place and areas of opportunities with a strategic vision
• Serves as the training subject matter expert for assigned product(s) and/or service(s) of primary focus and/or specific geographic region
• Development of comprehensive learning solutions fostering a learning environment focusing on adult learning principles and ensuring ongoing development and retention in support of product objectives and strategies
• Serves as lead in conducting training classes and workshops for Initial Sales Training, Sales Meetings and ad hoc training needs throughout the year
• Assist in evaluating, selecting and managing vendors and/or projects enhancing end user training experiences
• Works cross functionally with key internal stakeholders to accurately assess needs and develop targeted training programs that support achievement of the commercial business objectives
• Proactively evaluate training needs to continuously optimize the Sales Enablement function
• Develop and maintain a first-class new hire training and on boarding program
• Responsible for developing, leading, educating and evaluating a diverse group of colleagues from the commercial organization through Initial Sales training.
• Responsible for assessing and training product knowledge and clinical selling; as well as strategy and pull through techniques, continuously coaching on any areas needing improvement; creating training final evaluations and continued development plans; Delivering final evaluations and development plans to Sales Leadership; supporting continued development
• Guides and actively designs, develops, and implements Field Personnel training programs in a variety of formats
• Lead the design and execution of regional strategies, in alignment with global strategies defined by Sales Training Leadership, for training programs, including new program launches,
marketing initiatives, and campaigns, while incorporating cultural aspects and specific business
• Deliver or manage the deployment of Sales Training programs, such as new hire or advanced
selling skills for identified region
• Develop, design, and write instructional content for blended delivery of adult learning principles
and learning sciences
• Implement sales skill assessment tools and ensure activities are conducted at the necessary
frequency including yearly certifications in hard capsules and ingredients
• Analyze relevant metrics to present to the Head of Global Commercial Capabilities in order to
measure core curriculum performance and develop action plans for identified gaps
• Serve as internal resource to advise and support innovative solutions for training and
development needs for CHI BU
• Partner and build meaningful relationship across Lonza commercial teams to leverage
resources and share best practices
• Up to 25% Travel
Key requirements:
• Master/Bachelor degree, with major in Science, Business management, Marketing or Finance
is preferred
• Working experience in a commercial Business Management role with a global sales
• Experience in a commercial Sales Training or Commercial Capabilities role with a global sales
• Extensive knowledge of sales training best practices (analysis, instructional design, delivery,
implementation, and evaluation)
• Must have strong commercial and business acumen
• Experience working with SFDC a plus, working with a CRM is must
• Must be able to collaborate across various functions as well as manage up and down
• Strong Communication skills to all levels of the organization (i.e. verbal, written, and
• Critical thinking - ability to take complex problems or ideas and simplify
• Ability to operate with a long view while managing to the near and mid-term
• Process Improvement and Problem Solving
• Comfortable leading Change / Change Management
• Plan and coordinate resources
• Sets and manages by clear goals and priorities
• Comfortable holding others accountable
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: R36617