Director, Commercial Development, Integrated Biologics

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!

The Director of Commercial Development will develop and commercialize targeted business, offerings approaches and operative pricing strategies that facilitate the Integrated Biologics Platform expansion strategy. This person will also ensure the Platform sustainably delivers sales and profitability growth targets.

What you will do:

• Commercial Strategy Ownership: Lead the development and execution of the commercial strategy, ensuring alignment with the business platform and overarching Lonza corporate objectives.

• Revenue Forecasting & Accountability: Define program-level sales projections and be directly accountable for achieving revenue targets.

• Sales Target Setting & Execution Oversight: Establish annual sales incentive plan (SIP) targets and monitors performance against goals to drive commercial success.

• Pricing & Profitability Management: Set target and minimum pricing for individual programs, ensuring alignment with value proposition and profitability objectives.

• Customer Engagement & Negotiation: Maintain direct relationships with key customers, actively participating in negotiations, Joint Steering Committees (JSCs), and long-term customer strategy development.

• Opportunity Identification: Partner with Sales to identify and prioritize target accounts and new program opportunities, providing strategic input and market insights.

• Deal Structuring & Approval: Act as a strategic advisor during proposal development and deal approval, ensuring commercial soundness and alignment with business goals.

• Marketing Leadership: Own the marketing plan and collaborate with Strategic Marketing to define the marketing mix. Maintain accountability for the effectiveness of marketing activities, including trade show prioritization, attendance strategy, and lead generation.

• Innovation in Business Models: Develop new business and pricing models to enhance competitiveness and meet evolving customer needs.

• Service Offering Development: Identify emerging market needs and collaborates with Sales to design new service offerings, bundles, and value-added packages.

• Cross-Functional Collaboration: Work closely with Marketing to assess offering competitiveness and with Sales to co-develop integrated solutions that meet customer needs.

• Demand Planning Support: Contribute to demand forecasting and planning efforts by providing commercial insights and market intelligence.

What you will bring to Lonza:

• Bachelor's degree required. Master's degree preferred.

• Proven experience generating business strategies.

• Highly experienced with strong technical and commercial international background in the pharmaceutical supply industry, including experience in contract terminology and negotiation.

• Exceptional communication required. This role will require executive interactions and influencing key stakeholders globally.

• Ability to travel as required, including internationally. Requires a valid passport.

• Experience in CDMO is a plus.

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 $155,000 – $238,000.  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.