Senior Business Development Manager

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.

This Senior Business Development Manager role within Capsules Health & Ingredients is a critical growth driver for Lonza’s Pharma Services Business Unit. The role is responsible for executing the strategic plan to expand our global footprint in oral and inhaled drug delivery, while building strong client partnerships and identifying opportunities in emerging technologies. With a focus on both new account acquisition and existing client growth, this position will deliver approximately $8M USD in annual revenue and secure at least 10 new programs, ensuring long-term success through expansion, retention, and strategic relationship management.

This is a remote position based in the San Diego or San Francisco area, requiring a professional home office with reliable high-speed internet for confidential virtual meetings. The role requires strong self-management to work effectively across global time zones in a fast-paced, results-driven environment. The position involves regular travel (up to 40%) for client meetings, internal events, industry conferences, and site visits—including laboratories, cleanrooms, and GMP manufacturing areas—with appropriate PPE as needed.

Key Responsibilities:

• Develop and execute sales and retention strategies for existing and new customers in Lonza’s Pharma Services portfolio, ensuring pipeline growth and account expansion.

• Analyze global inhalation and OSD markets to define business models, identify opportunities, and differentiate Lonza from competitors.

• Collaborate with sales, marketing, and site leadership to target opportunities, implement strategic plans, and align initiatives with company goals.

• Manage and strengthen customer relationships, serving as the primary point of contact and advocate, while overseeing program execution, account health, and satisfaction.

• Organize and lead Joint and Executive Steering Committees, guiding new customers from program award through onboarding and handover.

• Track and report on KPIs to evaluate sales effectiveness and make data-driven adjustments.

• Identify opportunities to expand services or introduce new business units to existing clients, balancing technical and business considerations.

Key Requirements:

• Master’s and/or MBA preferred (Chemistry, Chemical Engineering, or Pharmaceutical Sciences preferred)

• 7+ years in CDMO small molecule drug product sales or equivalent dosage formulation development

• Proven track record of year-over-year sales growth and new account acquisition

• Established customer network within the territory

• Strong networking and relationship-building with internal and external stakeholders

• Solid understanding of clinical drug development, bioavailability enhancement, and oral/inhaled formulation activities

• Knowledge of small molecule GMP and regulatory requirements

• Ability to manage long sales cycles and adapt strategies based on client feedback and market changes

• High ethical standards, transparency, and ability to build client trust

• Awareness of market trends, competitive landscape, and emerging opportunities

• Proficiency with Salesforce and digital marketing tools for client engagement and lead generation

• Strong communication skills to effectively coordinate with multiple business units

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 $158,000.00 – $173,000.00. 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 candi