Associate Director, Ingredients & Dosage Formulation Services, CHI - APAC

Thailand, Bangkok

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 is an exciting role for our Capsules & Health Ingredients (CHI) business. The role is responsible to create strategies and action plans to expand the market share for Nutrition ingredients and Dosage Formulation Services (DFS) in the APAC region. Role will handle Lonza’s nutrition portfolio products, ingredients and DFS and will contribute towards global strategy with close alignment with US & EMEA markets. To deliver on Budgeted Sales number for ingredients for the region along with Receivables. The role will develop new business and build future pipeline for the region for Growth with retaining the existing business. Build brand value at customer’s end by developing relation with Customers and building delighted customers for organization.

The role will also work with global cross functional teams, specially marketing and R&D to develop a business case for DFS investment in the region.

Key responsibilities:

  • Responsible for Sales and Receivables for APAC region for Nutrition Ingredients and DFS segment (markets include, China, South East Asia & Oceania, Japan and India).
  • Must understand / analyse changing trends in nutrition and DFS industry and adapt to an evolving business environment for APAC markets; responsible to develop a strategy, long term plan and action for driving the growth for ingredients.
  • Responsible for sales both for local and regulated market customers based in the region.
  • Handle Key and Potential accounts and devise and implement effective strategies both for sales & promotion.
  • Ability to handle new product introductions, technical discussion on nutrition portfolio.
  • Should be capable of trouble-shooting and providing solutions to complex problems.
  • Responsible for identifying local market trends, assessing market potential and developing strategies to grow Lonza’s market share for APAC region.
  • Build a bridge with US & EMEA region and integrate strategy for the region.
  • Proven track record of managing relationships with both business partners and customers.
  • Responsible for identifying and developing business opportunities and markets in the defined geographies.
  • Provide a long term perspective to the Sales Operations strategies to improve customer service and provide an unmatched brand image translating to business development and market share.
  • Business planning, forecasting & analysis for assessing market potential of business opportunities for the business.
  • Negotiating prices and quantities and assuring that agreements are respected.
  • Participating in product development cycles and the enlargement of marketing related product information by giving the customer concrete and specific information.
  • Following the evolution of markets; implementing, in close collaboration with the Key Accounts Sales Manager, commercial strategies and appropriate actions towards the customers.
  • Regulatory know how for Ingredients for the region, especially on the Blue Hat registration etc.

Key requirements:

  • Bachelor`s Degree in Science, BA, or Marketing with significant years of direct sales experience.
  • Sales experience in Pharmaceutical, Food ingredient or Health supplement industries.
  • Strong business acumen in Business to Business environment in nutrition portfolio.
  • Excellent communication and presentation skills. Should be able to work in a cross-cultural environment across different geographies especially in APAC region.
  • Solid negotiation skills and negotiation experience.
  • Proven track record of working in a team dedicated for customer relationships/ new business initiatives / partnerships / collaborations etc.
  • Experience in strategy development and securing stakeholder support/approval.
  • Strong interpersonal skills to lead and motivate the team in realizing its full potential.
  • Must be a good listener who is responsive.
  • Important to possess analytical and problem solving skills and where required take tough decisions in a fair and transparent manner.
  • Ability to handle conflict and difficult customers / situations.
  • People management skills: Experience in handling & managing Sales teams
  • Passionate, involved contributor (ability to translate experience into learning) & high on execution.

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: R43580