Business Development Manager - EMEA

France, Colmar

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.

Our Capsules & Health Ingredients division (CH) is the trusted partner and market leader in innovative capsules, dosage form solutions and health ingredients for pharmaceutical and nutraceutical companies. This current role will be responsible to help growing the pharma capsules portfolio in selected markets. The portfolio now covers a broad range, including both gelatin and FSC-certified Hypromellose (HPMC) variations. The role will be highly involved in the commercial part of the launch of new upcoming product innovations and our newly formed Capsule Application Lab.

Key responsibilities:


  • Identifies and evaluates business opportunities to grow CHI share in the pharma marketplace.

  • Actively build the pharma pipeline in a certain region by proactively engaging with the main originators, generics and CDMO players in the assigned territory.

  • Organizing R&D workshops & training sessions with the main CDMO’s to raise the awareness of the Lonza capsules portfolio.

  • Actively pursue generic switches for the main pharma capsule products that go off patent with the main generics players.

  • Actively screen the NCE pipelines for oral dosage opportunities and actively engage with existing customers and new prospects to promote capsules as the preferred dosage form for new drug products.

  • Systematic tracking and follow-up of new capsule programs through company ERP to secure pipeline and new capsule launches.

  • Must be able to generate and close new business opportunities to create profitable new business by promoting current technologies and emerging technologies as they become available

  • Most be able to gain new accounts and projects through active prospection ( e.g. with Linkedin Sales Navigator )

  • Responsible for generating new business & expansion of the customer base through direct customer visits

  • Attend trade shows and conventions to represent Lonza and support Marketing efforts

Technical & Subject Matter Expert

  • Provides technical support and advice for the customer to select to correct capsule type and additional value added services or features.

  • Promotes our portfolio actively to the main oral dosage R&D centers in the territory and makes proactively sure clinical supplies are present in a timely manner.

  • Responsible for establishing the market evaluation positioning and introduction of new products, services, and technologies in the region in cooperation with product management.

  • Coordinate assigned cross functional projects between Sales/marketing/R&D/Operations with the objective to grow the business.

  • Works with CHI marketing, sales and product development to develop strategies that ensures CHI’s position as a multi products solution provider for customers’ existing products and new product introductions.

Key requirements:

  • Master degree in sciences, Pharmaceutical & chemistry and a postgraduate qualification in Business, or Technical field is a must.

  • MBA or Advanced degree is a valuable asset preferred.

  • Extensive experience in Sales, Product Development, Marketing and Business Development

  • Knowledge of pharma product development , lifecycle and regulatory landscape is required as is an active network with the key CDMO , generics and originators

  • Experience in identifying pharma market trends and establishing action plans that capitalize on those trends.

  • Advanced English level is mandatory with a second EU language

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: R40834