Associate Director, Business Development NA East

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!

Lonza has an excellent opportunity for an Associate Director, Business Development - US East. As part of the commercial team of the Advanced Synthesis Business Platform, the role purpose and scope is to drive sales growth and new business acquisition as a result of a strong and thorough understanding of the Advanced Synthesis service offering, the sales process and an established industry network. To achieve its goals the Associate Director, Business Development US East is acting as the primary point of contact between Lonza and its prospects and clients to maintain business relationships that ensure current and future sales growth.  This a remote role, the successful candidate will be expected to travel extensively in the territory to interface and engage with clients.

What you will get:

• A collaborative and inclusive work environment

• Opportunities for career growth and development

• Access to cutting-edge technologies and tools

• Competitive compensation and benefits package

• Supportive leadership and mentoring

• Commitment to ethical and sustainable practices

What you will do:

• Create and implement sales strategies within assigned territory that align with Lonza’s strategic priorities.   

• Proactively contact prospects and lead efforts to generate pipeline growth.

• Collaborate with multiple functions, including technical sales, product development, marketing, and portfolio management to identify the best targets for our services from a technical and business perspective.

• Track KPIs to assess the effectiveness of sales initiatives and make data-driven adjustments.

• Negotiate and execute business agreements with legal and commercial guidance.

• Guide new customers from program award through initial stages of program onboarding and handover.

• Identify opportunities to introduce new or existing customers to additional services or business units.

• Attend and actively participate in the promotion and organization of Lonza Advanced Synthesis’ presence at tradeshows, roadshows, conference, summits

What you will bring to Lonza:

• Bachelor’s degree, preferably Life Sciences or Engineering; Master’s and/or MBA preferred.

• ~5+ years of experience in CDMO Small Molecule and/or Bioconjugation drug substance and/or drug product sales.

• Proven track record for year over year growth within sales territory while focusing on new account/new program acquisition.

• Approximately 40% travel expected, including customer visits, Lonza site visits, internal meetings and industry conferences. Valid Driver’s license and passport for some international travel are required.

• An established customer network within the territory is preferred.

Required Competencies: 

• Clear concise communication and strong networking skills, with the ability to build and maintain internal and external relationships with key stakeholders

• Experience crafting tailored solutions that cater to customer’s unmet needs.

• Solid understanding of clinical drug development phases, small molecule and bioconjugation drug substance experience (including process development and manufacturing offering, late phase requirements) and oral solid drug product (formulation development and manufacturing activities), and small molecule and bioconjugation GMP/regulatory requirements.

• Ability to keep clients engaged throughout sales cycles by adjusting strategies based on client feedback, client behavior and changing market conditions.

• Maintain high ethical standards and build trust with clients. Be transparent with regards to capabilities, timelines and potential program challenges.

• Good understanding of market trends, competitive landscape, and emerging opportunities; ability to align sales strategies with the long-term goals of Lonza and its clients.

• Proficiency in using Salesforce to track sales activities and customer interactions; comfortable with digital marketing content generation to engage with clients and generate leads.

• Effective negotiation skills to successfully drive external processes when working with clients to execute agreements (MSAs, CSAs, T&Cs) or internal processes when working with different Business Units (BUs). 

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.

We recognize that attracting, developing and retaining the best talent is key to our strategy and success as a company.  As a result, we aim for flexibility in structuring competitive compensation offers to ensure that we are able to attract the best candidates.  As required by law in this state, the quoted salary range for this position is $137,000 – $210,000.  We use broad salary ranges that reflect the competitive market for similar jobs, provide sufficient opportunity for growth as you gain experience and expand responsibilities, while also allowing for differentiation on performance.  Based on the breadth of our ranges, most new hires will start at the company between the lower and the middle part of the applicable range. We tailor our offers within the range based on job-related factors, including organizational needs, internal equity, market data, geographic area and the selected candidate’s experience, education, industry knowledge, location, technical and/or communication skills and other factors that may prove relevant during the selection process. This range is only inclusive of base salary, and base pay is just one component of Lonza’s total compensation package for employees. Full-time employees are eligible to receive a performance-related bonus, as well as a comprehensive benefits package including 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.