Head DPS Sales
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.
The primary responsibility of this position is to drive acquisition of new customers for the Drug Product Services Business Unit globally. Working collaboratively with Commercial Development and Marketing, the Global Head of Sales & Business Development will oversee development and implementation of Territory Plans for each team member and establish an overall global Territory Plan. Utilizing a strong knowledge of the drug development process, the job holder is expected to play a key role in fostering strong customer relationships and provide feedback to internal teams so that Lonza can continuously optimize both its offers and service levels.
Key responsibilities:
- Manage drafting and implementation of Territory Plans that align with the DPS Business strategy.
- Achieve New Business/New Program wins. Manage and assist the business development team to achieve required Opportunity closure rate.
- Establish management control measures and disciplines to deliver program win targets and revenues.
- Actively lead or support marketing and technical expert (SME) outreach efforts to penetrate target accounts and position Lonza as a market leader in biologics drug development.
- Facilitate business development team development through effective recruitment, coaching, mentoring and training to increase the capability of the team to close Opportunities.
- Act as a point of escalation and business support to the BU teams and business development team to facilitate creative resolution of significant obstacles to positive customer relationships or securing new business.
- Customer Satisfaction / Centricity: Champion outstanding customer service both internally and externally with customers by consistently seeking feedback and communicating expectations to internal teams.
- Regional marketing activities: Establish and execute regional marketing plan and business activities including Biologics Business Unit roadshows to drive business within various business units, regional events in US East, regional conferences, etc...
- Business Development activities as an individual contributor for the US East: Individual BD activities will include responsibilities for Customer Engagement, New Business (New Programs and New Customers), Sales Revenue. The territory for BD activities may be modified as agreed with Global Head of BD.
- Contribute to Special Projects including pricing analysis, competitor analysis, cross Business Unit and cross Division activities, and marketing activities, etc...
- Maintain up-to-date data in Lonza systems including Salesforce, CPQ, Negotiation Planner, Customer Target Platform (CTP), Omni (Territory Plans), Business Unit updates and reports, other systems may be added.
Requirements:
REMOTE: EAST COAST, BOSTON AREA
- Bachelor's Degree - Biology, Biochemistry or related Engineering field
- A Master's degree in Life Science's or Engineering. PhD and/or MBA PREFERRED. Preferred area of study
- 10+ years' experience within CDMO industry specifically DP.
- Greater than 10 years in business development and account management roles with demonstrated project leadership.
- 10+ years of Experience CRM / SFDC Expertise Negotiation experience (Average deal value >1M CHF)
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.
The full-time base annual salary for this REMOTE position is expected to range between $202,500K - $236,250K annually. Compensation for the role will depend on a number of factors, including the location of the successful candidate, qualifications, skills, competencies, experience, and job-related knowledge. Full-time employees receive a comprehensive benefits package including performance-related bonus, medical and dental coverage, 401k plan, life insurance, short-term and long-term disability insurance, an employee assistance program, paid time off (PTO), and more.
Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.