Senior Manager, Account Management

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.

As a member of the Advanced Synthesis Sales team, reporting to the Head of Account Management, EMEA and APAC, the primary responsibility of an Account Manager is to drive sales growth and new business acquisition from existing clients. This will be achieved through a broad and thorough understanding of the Advanced Synthesis service offering, an in-depth knowledge of drug development and commercialization, and an ability to build strong, sustainable business relationships.

Acting as the primary commercial point of contact for clients, the Account Manager will service existing contracts, whilst developing robust account plans that to deliver sustainable, long-term sales growth.

Key responsibilities:

• Partners with Program Management to ensure agreed services are driven according to the contract, supporting with scope change management and problem solving as necessary

• Develops and puts into action Account Plans that assist in reaching Advanced Synthesis' yearly growth goals and long-term strategic aims

• Proactively builds network of contacts to establish broad Lonza/peer relationships up to senior leader level

• In conjunction with clients, works closely with internal functions, including technical sales, R&D, marketing, and portfolio management to identify new business opportunities, including value chain extensions, additional services or service from other Lonza business platforms.

• Proactively develops own internal network across Advanced Synthesis and other Lonza business platforms

• Monitors critical metrics to evaluate the efficiency of sales initiatives and implement data-driven modifications.

• Negotiates and completes business agreements with legal and commercial mentorship.

• Works closely with Business Development team to transition newly acquired customers after program award and initial stages of program onboarding and handover; works closely with site personnel and program management throughout product lifecycle.

• Attends and actively participates in the promotion and organization of Lonza Advanced Synthesis presence at tradeshows, roadshows, conference, summits

Key requirements:

• Bachelor’s degree, preferably Chemistry or Life Sciences;

• Up to 5 years of experience in CDMO drug substance and/or drug product sales. Specific experience with Small Molecule or Bioconjugation services desirable

• Proven track record for year over year growth in either Business Development of Account Management roles

• Ability to travel to visit clients and Lonza facilities, mainly within Europe, but occasionally to the US.

• A valid Driver's License is required for business travel

Skills and capabilities:

• Proficient in clear, concise communication and adept at networking, with the capacity to develop and sustain relationships with customers and partners

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

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

• Proficiency in sustaining engagement with individuals over extended sales cycles through the adaptation of strategies based on feedback, customer behavior, and shifting 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

• Proficient negotiation skills to successfully drive external processes when working with clients to implement agreements (MSAs, CSAs, T&Cs) or internal processes when working with different Lonza Platforms.

Competencies:

• Motivated to continually develop and improve sales skills and adapt to customer needs.

• Able to work independently, especially in a remote environment, and take initiative

• Committed to achieving measurable results and meeting or exceeding sales targets.

• Able to develop and implement strategic plans, looking ahead to long term value creation.

• Capable of working collaboratively with cross-functional teams.

• Comfortable communicating with and advocating to Advanced Synthesis senior leadership

• Energized and engaging style to develop both external and internal relationships.

• Well skilled in handling global time zones.

• Open and adaptable to process and/or organizational changes

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

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.