Account Manager

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!

Lonza is seeking a Key Account Manager (Sr. Business Development Specialist) to join our Sales and BD team. The Account Manager is responsible for driving revenue growth by proactively selling solutions to an assigned portfolio of existing accounts within a defined territory. This role manages the entire sales cycle, leveraging cross-functional support teams as needed, including PSS, SST, SMEs, and Product Managers. The position also collaborates closely with other Lonza Business Units to deliver integrated solutions and ensure a seamless customer experience.

Key responsibilities:

• Accurately forecasts and delivers on quarterly and annual sales targets

• Builds and manages the sales funnel from new opportunity generation through close of business

• Demonstrates advanced understanding and appropriately communicates the Bioscience portfolio, along with product knowledge capabilities, applications, regulatory knowledge, and product justification, and is recognized as an expert in the field, and Lonza’s value proposition to customers.

• Advanced understanding of assigned accounts, pipeline, and partnerships. Acts as a liaison between account sites, departments, and key decision makers, is capable of leveraging relationships to create long-term and sustainable business.

• Advanced understanding of account management and building high level relationships within established accounts.

• Advanced ability to prospect for new business to increase the depth and breadth of Lonza’s penetration into existing accounts.

• Gathers and communicates information on market trends and applications as well as on competitive activities to Senior Management, Product Management, and R&D

• Possesses strong interpersonal skills and demonstrates comfort with public speaking in front variable audiences, including C-Suite executives at existing accounts.

• Organizes, plans, and schedules time to provide optimum and effective account and territory coverage.

• Occasionally consulted in developing strategies for the sales and marketing organizations that broadly impact the work and direction of others

• Ability to travel up to 50%, record activities and client information in CRM, and contribute to process improvements within the company.

Key requirements:

• A minimum of a bachelor’s degree in biology or a related Life Science field is required, with at least 5 years of relevant experience; a master’s degree or PhD is preferred.

• Extensive experience in Account Management, Sales/Business Development, laboratory, technical, or manufacturing roles, particularly with Endotoxin.

• Strong skills in building customer relationships, identifying needs, delivering tailored solutions, securing commitments and presenting effectively.

• Proficiency in using CRM software, MS Office Suite, and planning/project management platforms to manage client interactions and projects.

• Excellent communication skills, both verbal and written, with the ability to engage and influence stakeholders at all levels.

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 remote position is $92,000.00 – $148,000.00. 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 eligib