Associate Director, Technical Sales

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.

The Associate Director, Technical Sales position is responsible for modeling and drafting more complex customer proposals and contracts across all CGT modalities for Lonza operational and commercial teams. The position requires close collaboration between operational (MFG, QC, QA, MSAT, PM, PD, BAS, RA) and commercial teams (CD, BD, AM, VCM) to ensure alignment to generate acquisition and expansion business. Additionally, this AD position requires more customer interaction and travel with a focus being late-phase and commercial programs or complex programs requiring scope outside of the normal customer proposal or contract (CAPEX plans, multi-site opportunities, unique technologies).

Key Responsibilities:

• Lead the end-to-end proposal and contracting process for strategic customer opportunities, ensuring deliverables are fit-for-purpose, competitive, and aligned with business objectives.

• Collaborate closely with Sales and Commercial Development (CD) teams to understand customer requirements and define scope, operational models, and business strategies.

• Review RFPs, CRFs, customer questionnaires, and meeting notes to gather critical inputs for proposal development.

• Facilitate and lead follow-up proposal calls with customers to clarify requirements, assumptions, and expectations.

• Drive alignment meetings with cross-functional operational and commercial stakeholders to establish project scope, delivery strategies, and costing models (bottom-up and/or top-down).

• Partner with operational leaders to incorporate ramp-up strategies and capital investment needs into cost models.

• Present scope, operational models, and costing to Sales and CD to support pricing strategy and business case development.

• Draft and deliver well-structured, tailored proposals and contracts that accurately reflect the agreed scope and meet customer needs.

• Coordinate and lead internal meetings to gather critical information and ensure timely delivery of competitive proposals.

• Organize and drive external technical proposal meetings, follow-up calls, and customer site visits related to proposal opportunities.

• Incorporate feedback from Business Development and Account Management teams to continuously improve proposal quality and commercial viability.

• Ensure compliance with all quality systems (e.g., ISO 9000:2000) and safety policies, procedures, and regulations.

• Perform other duties and responsibilities as assigned by the line manager.

Key Requirements:

• Bachelor’s degree in a relevant scientific or technical discipline required, master’s degree or higher preferred.

• 10+ years of relevant industry experience within the Cell and Gene Therapy sector, including both operational and business-related roles.

• Strong commercial acumen with proven experience in contract costing and pricing strategies.

• Deep understanding of manufacturing concepts, processes, and technologies specific to cell and gene therapies.

• Demonstrated ability to translate operational and business requirements into accurate cost models and defined scopes for proposals/contracts.

• Skilled in developing commercial and operational models in collaboration with subject matter experts from operations and commercial functions.

• Ability to challenge existing processes and implement lean approaches to improve future bidding efficiency.

• Capable of managing multiple complex opportunities simultaneously across diverse sites, assets, and time zones.

• Exceptional interpersonal, customer relationship, presentation, time management, and organizational skills.

• Highly motivated, proactive, and effective in a matrixed organizational environment.

• Strong team player with the ability to work independently and drive projects to completion.

• Proficient in English with strong written communication skills.

• Advanced proficiency in Microsoft Word, Microsoft Excel, and Microsoft Project.

Travel Requirements:

• Proposal manager is expected to be able to travel to all global Lonza CGT sites to support customer meetings.

• Travel is estimated at 10-25% but could vary.