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Form of work
Today, Lonza is a global leader in life sciences operating across three 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.
Associate Director, Business Development US West responsibility is to proactively manage customer relationships and ensure the successful execution of ongoing projects. To strengthen customer relationships, increase account penetration, and uncover new avenues of business. To deliver year on year customer satisfaction targets, and territory/account financial targets. The BD effectively promotes current technical capabilities and new technologies as they become available to facilitate generation and closing of new clinical development business opportunities in Biologics. This role will be focused on generating new business across our Applied Protein Services, Mammalian, Microbial, Bioconjugates and Drug Product service offerings and on developing and executing a territory plan across US West in different focus areas.
Key responsibilities:
To develop robust and well thought out strategic account plans, and to obtain sales management and business unit approval of the plans. Account planning should be based on but not limited to current market/industry trends, and a sound understanding of the accounts pipeline a commercialization strategies.
Manage ongoing account business and contractual obligations. Ensure on time delivery and execution of Scope of Work. Organize and host Lonza & Customer Joint Steering Committees and Executive Steering Committees.
Plan and perform the selling, proposal and contract negotiation processes, developing and deploying robust value propositions and action plans to close deals effectively and maximize margin.
Act as the customer advocate and leverage internal team expertise to resolve problems and follow through on commitments, elevating critical issues to the appropriate management level for removal of organizational barriers to resolve customer problems.
Demonstrated effectiveness in closing complex customer deals with multiple projects across all available Lonza technologies. Demonstrated competence in collaboration, teamwork and communication with customer, as well as internal Lonza Commercial Leadership.
Monitors, manages and ultimately improves customer satisfaction. Performs regular account health checks.
Requirements: Must reside on WEST Coast (CA, AZ or TX)
5+ years commercial experience in the Pharmaceutical, Biotech or CDMO space
Degree in Life Sciences, Field of Study: Biology, Biochemistry or related technical degree
Expertise in creating and developing business models and approaches for market expansion opportunities.
Excellent communication- and presentation skills
Proactive approach, goal orientated, strategic thinker and a strong team player
Fluency in English
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.
The full-time base annual salary for this remote position WEST COAST is expected to range between $153000.00 to $179,000.00 annually. 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.
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.
