Business Development Manager

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 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. 

Did you know that we are the 1st biologics contract manufacturer in Singapore? We offer you exposure to upcoming biotech and established pharmaceutical companies and to the manufacturing technology needed to produce mammalian treatments and cell therapies of tomorrow. Our global manufacturing network is recognized for its reliable, high-quality services, regulatory track record, global footprint, innovative technology platforms and extensive experience – we, in Singapore are proud to be part of this global network.

Role Purpose: 

To deliver year on year sales and revenue growth targets for the Lonza Cell & Gene Technologies (CGT) business unit. To proactively identify and build a pipeline of deals with new customers and to build relationships with assigned target accounts. To be able to effectively promote current technical capabilities and new technologies (as they become available) to facilitate generation and closing of new clinical and commercial business opportunities in the gene therapy / viral therapy and cell therapy space. To understand in detail a customer’s need and offer a matching clinical phase appropriate service solution while effectively delivering Lonza’s value proposition. This role will be focused on generating new business in the APAC territory across the entire CGT BU service offerings for viral and cell therapy related therapies. This position requires up to 50% travel time with the expectation to attend CGT relevant conferences & trade shows and customer visits.   

Duties and Responsibilities: 

• Responsible for generating new business and a strong pipeline of opportunities from new customers through a high level of customer contact including frequent direct customer visits and extensive networking activities. Responsible for owning the entire sales process from first contact to deal closure. 

• Demonstrate strategic business awareness of the market and customers’ needs and requirements in order to differentiate Lonza from the competition 

• Develops, nurtures and maintains a strong network in the Cell and Gene Therapy market from which to drive future opportunities, including cold outreach and targeted account prospecting. Works closely with marketing department to support tradeshows, roadshows and conferences.  

• Spends time in the field networking and attending conferences to generate new prospects, leads and opportunities and maintains detailed records in Salesforce 

• Gathers market insights including competitive information 

• Works closely with the Proposal and Commercial Development team on assessing opportunities and developing and presenting a tailored proposal and value proposition to client. Interface with additional internal resources when needed.            

• Work closely with the Account Management team to transfer closed accounts to Account management post deal signature in a timeline and structured manner.  

• Structures deals, leads the negotiation process and closes deals with the support  of internal functions including commercial development, proposal, legal, controllership. 

• Identify market trends, assesses market potential and develop strategies to grow market share using data from customer base and Lonza CGT market intelligence. 

• Proactively seek business opportunities outside of standard leads received from the Marketing & Commercial Team. 

Requirement: 

• A  degree in Life Science's or Engineering. Masters, PhD and/or MBA preferred 

• 5+ years of commercial experience in the Pharmaceutical, Biotech or CDMO space preferred 

• Proven track record in delivering year on year business targets for complex service or high value deals 

• Strong understanding of drug development and commercialization processes. 

• Role requires traveling approx. 50% of the time.   

•  High level of understanding of the drug development process from pre-clinical to clinical development and commercialisation including a solid scientific understanding of principles underlying the manufacturing of cell and gene therapies. 

•  Familiarity with the overall contents of relevant contracts to be closed, such as Letters of Intent (LOIs), Master Services Agreements (MSAs) and Statements of Work (SOWs) 

•  A basic understanding of critical commercial contract attributes to run a profitable Cell & Gene Therapy based CMO business. 

• Proven previous involvement in contract negotiations in a leading role and as part of negotiating contracts.  The ability to proactively lead all stakeholders involved in negotiations (such as Lawyers, Proposal Managers, Commercial Development) up to final close of a contract 

• Independently & creatively develop individual deal structures to translate Lonza’s CGT value proposition into successful offers matching client’s needs while balancing the profitability of Lonza’s CGT CMO business   

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. 

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