Today, Lonza is a global leader in life sciences operating across five continents. While we work in science, there’s no magic formula to how we do it. Our greatest scientific solution is dedicated 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.

Are you ready to make a significant impact in the life sciences industry? Lonza AG is seeking a dynamic Director, Go-To-Market Strategy and Execution to join our ambitious team in Morristown, NJ, USA. This is your opportunity to lead and craft our global marketing efforts, driving balanced growth and delivering best-in-class solutions!

Key Responsibilities:

• GTM Strategy Development & Ownership: Architect and lead CHI’s global go-to-market strategy in alignment with divisional and enterprise objectives. Translate strategic goals into actionable commercial roadmaps that drive sustainable revenue growth, market share expansion, and customer value across product lines and segments.
• Global Market Expansion: Identify and prioritize high-opportunity geographies using data-driven insights. Develop tailored, scalable market entry strategies in collaboration with regional commercial and operational teams.
• Digital GTM Enablement: Partner with Lonza’s Digital team to deploy scalable tools that enhance commercial effectiveness, CRM systems, and customer engagement platforms. Champion the use of analytics, automation, and digital technologies to drive insights, efficiency, and measurable performance.
• New Channel Development & Optimization: Design and implement diversified GTM pathways including distributors, agents, and strategic partnerships extending market reach and reduce dependency on traditional sales models. Establish scalable frameworks for evaluating and growing new channel revenue streams.
• Customer Segmentation & Value Proposition Design: Lead the global customer and market segmentation strategy. Use advanced analytics to identify high-value segments and tailor offerings, messaging, and engagement approaches to enhance customer success and commercial impact.
• Strategic Account Enablement: Partner with Sales Leadership to refine and support key account management models. Enhance strategic customer engagement and ensure that CHI’s most critical accounts receive differentiated value and support.
• Cross-Functional Commercial Integration: Serve as a unifying leader across Sales, Marketing, Product Management, R&D, Digital, Customer Success, and Finance to ensure cohesive execution of GTM strategies. Drive governance, operating cadence, and communication across collaborators to enable alignment and accountability across the organization.
• Performance Management & Optimization: Define and lead all aspects of critical metrics and objectives across all GTM initiatives. Use performance data to evaluate effectiveness, identify improvement areas, and make agile adjustments. Report regularly to CHI leadership on impact, findings, and outcomes ensuring adaptability and measurable impact.
• Business Transformation & Innovation: Act as a catalyst for commercial transformation by introducing best-in-class GTM practices that improve scalability, speed-to-market, and agility. Champion a culture of continuous improvement, innovation, and customer-centric growth.

Qualifications:

• Education:
  Bachelor’s degree in Business, Marketing, Life Sciences, or a related field required. MBA or other advanced degree preferred.
• Experience:
  5–10 years of progressive experience in go-to-market strategy, strategic planning, marketing, or B2B sales. Proven success in building and completing GTM strategies that drive measurable growth. Experience in life sciences, nutraceuticals, pharmaceuticals, chemicals, or related B2B industries preferred.
• GTM Subject Matter Expertise:
  Deep expertise in B2B go-to-market frameworks, including segmentation, product positioning, channel development, and commercialization strategy.
• Cross-Functional Leadership:
  Proven track record to influence and align collaborators across a matrix organization. Skilled in managing cross-functional teams and delivering sophisticated, high-stakes initiatives.
• Strategic Influence:
  Demonstrated ability to engage and influence senior leadership, including at the C-level. Strong business insight and the ability to translate enterprise strategy into commercial action.
• Data-Driven & Analytical:
  Sharp analytical approach with the ability to derive insights from data, build business cases, and drive GTM optimization based on critical metrics and return on investment.
• Communication & Storytelling:
  Exceptional communication and presentation skills. Comfortable addressing senior executives, customers, and cross-functional teams.
• Agility & Change Leadership:
  Thrives in dynamic, fast-paced environments. Embraces innovation, adapts quickly to change, and champions continuous improvement.
• Global Approach:
  Ability to work optimally across geographies and cultures. Experience with international market dynamics and regulatory frameworks is a plus.

Preferred Experience:

• Industry Background:
  Life sciences, pharmaceutical, nutraceutical, or specialty chemicals experience in a B2B context.
• International Expansion:
  Successful track record of launching or scaling commercial efforts across global markets (Americas, EMEA, APAC).
• Partner/Channel Development:
  Experience in building and handling distributor networks, agency models, or strategic partnerships.
• Digital Collaboration:
  Familiarity with CRM tools, digital GTM enablers, or working closely with digital teams to enhance commercial capabilities.
• Formal Training:
  Certifications or formal training in strategy, project management (e.g., PMP), analytics, or change management a plus.
• Language Skills:
  Fluency in English required. Additional languages are a plus given the global nature of the business.

The full-time base annual salary for this remote position is anticipated to fall within a range of $168,000 to $286,000.

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.

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 sophisticated problems and developing new insights 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 relevant difference.

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.