Associate Director -Sales Account Manager - Cell & Gene Technologies

United States, Hayward (California)
United States, Houston (Texas)

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 Account Manager will proactively manage and strengthen customer relationships, increase account penetration, uncover new business opportunities to deliver year on year revenue and pipeline targets to support delivery of Lonza's CGT growth targets across Lonza's technologies portfolio.

The role covers management of Cell & Gene Technologies customer portfolio on the West Coast, including pharma and biotech accounts, identified as strategic growth accounts.

Key responsibilities:

  • Maintain a thorough understanding of the customer's business and organization and develop and maintain robust strategic account plans. Monitors, manages and ultimately improves customer satisfaction. Performs regular account health checks.
  • Manage ongoing account business and contractual obligations. Ensure on time delivery and execution of Scope of Work. Organize and host Lonza & Customer Joint Steering Committees and Executive Steering Committees
  • Target growth opportunities, consistent with Lonza's capabilities, across customer organization, and develop value propositions and actions plans to increase the project portfolio and licensing opportunities
  • Support as necessary management of technology specific opportunities to deliver growth of the account sales revenues. Build and sustain a deep knowledge of Lonza's CGT offerings (including licensing), in relation to key competitors, to ensure Lonza's value proposition is strongly communicated and understood
  • Act as the customer advocate internally to cultivate and maintain positive customer relationships at multiple levels of the organization. Leverage internal team expertise to resolve problems and follow through on commitments. Elevate critical issues to the appropriate management level for removal of organisational barriers to resolve customer problems
  • Plan and perform the selling, proposal and contract negotiation processes, developing and deploying robust value propositions and action plans to close complex deals effectively and to maximise profitability
  • Demonstrated competence in collaboration, team work and communication with customer, as well as, internal Lonza Commercial Leadership.
  • Perform other duties as assigned. 

Key requirements:

  • Bachelor’s degree in genetics, biology, Pharmaceutical Sciences or Life Science discipline
  • Experienced knowledge of selling in pharma/biotech industry
  • Good command of English, written and verbal
  • Demonstrated negotiation and presentation skills
  • Demonstrated effective communication skills laterally and vertically within organizations
  • Strong interpersonal skills. Creative, adaptable, capable of self-motivation and independence
  • Customer facing attitude. The ability to build relationships based on trust and long term commitment. Strong gravitas.
  • Experience of working in / and / or leading cross functional teams
  • Has the strength of character to have tough conversation with customer
  • Is optimistic and has the tenacity to bounce back from rejection
  • Is keen to understand customer motivation and customer value drivers to realize full account potential
  • Is comfortable operating with degrees of ambiguity
  • Is objective in decision-making and balancing risk
  • Builds enduring customer relationships based on trust
  • Is effective at managing constructive tension during deal-making

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.

The full-time base annual salary for this REMOTE position is expected to range between $150K - $170K 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. 

Reference: R55953