Director, Commercial Development

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. 

The Director, Commercial Development will be responsible for developing and commercializing targeted business, & offerings approaches and operative pricing strategies that facilitate the Mammalian BU’s expansion strategy. The Director ensures the BU’s strategy sustainably delivers sales and profitability growth targets.

Responsibilities:

Drive and develop business offerings (new and optimization of existing ones) and business models strategies through deep understanding of the market, customers' needs and competition.

Launch the offerings to commercial teams in alignment with strategic marketing, including trainings, support in customers discussions, negotiations etc.

Actively contribute to the development of the BU strategy and manage agreed commercial strategic plans to deliver planned business growth goals

Provide commercial input to the long-range asset optimization plan to ensure commercial and operational alignment

Determine pricing strategy and business guidelines to manage and balance the long-term customer and product portfolio to maximize and sustain healthy GP and capacity utilization

Maintain a strong understanding of the commercial landscape through harnessing competitive and market intelligence input with operational capability to identify and target market growth opportunities

Determine creative business approaches for go-to-market opportunities, preparing business case, launch plans and value propositions to support successful long-term portfolio development

Control and report progress against the rolling 2-year commercial plan, own go/no-go decisions for sales and proposals teams, and prioritize short-term business conflicts to manage portfolio optimization in order to meet operations planning

Facilitate strong customer relationship management by supporting the sales team during the proposal and contract negotiation processes and ongoing awareness and interaction with customers within the governance structure of each agreement e.g. JSC’s

Work with Supply Chain and Demand planners to balance client forecasts, expectations, and market demands.

Requirements:

MSc in a life sciences subject. Ph.D. and/or MBA preferred

Scientific knowledge: Excellent understanding of the future trends in Biopharma and CMO market. Ability to present at key conferences and organize customer specific events

Strong technical and commercial international background with >10y business experience in the pharmaceutical supply industry, including experience of contract terminology and negotiation.

Proven experience in generating business strategies.

Knowledge across mammalian development/IND requirements and CMC activities/commercial launch and long-term supply.

Fluent in English

Willingness to travel globally

Strong team player/collaborative mindset

              Industry networker

              Excellent Communication & Presentation skills

Ability to manage multiple projects simultaneously

              Strategic and tactical Marketing knowledge

              Go-To-Market approaches

              Pricing methodologies in a B2B environment

              Proven persuasive communication skills

Preferred Qualifications:

Scientific background in biology or chemistry. 

German, French or any other language.

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 a