Head of Sales and Business Development EMEA and APAC

Switzerland, Basel

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.

To lead and develop a sales/business development team responsible for growing the customer base, number of programs and revenue in the territories.  To manage transition of accounts from new to established and to manage customer relationships with accountability for sales performance and profitable achievement of sales goals and strategy. Drive a culture which is consistent with Lonza’s organizational construct, spanning the technologies and setting up a collaborative environment which fosters an environment of Customer Centricity as well as advanced strategic Relationship Management.

Key responsibilities:

  • Territory and Account Planning to help drive annual and long term goals.

  • Ensure all territory managers build targets and territory plans based on market intelligence and their own local knowledge and collaborate with CD to ensure alignment on targets and offering

  • Ensure timely preparation of account plans by team members, in line with segmentation and achieve stakeholder alignment

  • Specific to APAC:

    • Integrate business development and account managers into every day interaction with EMEA colleagues to increase sense of belonging and improve/ensure timeliness of knowledge sharing

    • APAC team members maintain a reporting line to the APAC Regional Office/legal entity.

    • Collaborate with the regional legal entity head to ensure local compliance and work             practices are met while taking the lead for target setting and performance management with regard to new customers and existing accounts.

    • Develop team structure with particular emphasis on developing a local presence in S.Korea

  • Deliver/Lead execution of annual revenue/new customer/new program… targets collaborating with BUs to set and achieve

  • Drive customer centric behaviour and improved customer satisfaction

  • Improve commercial processes to drive efficiency through commercial/sales excellence and improve customer experience

  • Support BD/account managers in negotiations and deal review

  • Ensure team members are developed to their full potential

  • Provide strategic sales support to Microbial (or other as assigned) Business Unit.

Key requirements:

  • Excellent communication skills

  • Ability to interpret complex analytical data

  • Ability to manage multi-functional team of non-direct reports in the proposal and negotiation process

  • Able to collaborate across a matrix organization in sales and business units

  • Ability to work independently and in a team environment

  • Behave independently and do what it takes to secure new customers but combine with knowing when to say no and in collaboration with all stakeholder views

  • Collaborative across sales, CD/MKT activities and other functions

  • Good inter-personal skills

  • Enthusiastic and open-minded

  • Willingness to travel

  • Proactive attitude

  • Exhibit and lead by example in customer centric behaviour

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: R36838