Associate Director, Account Management

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 dedicated 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!

What you'll get:

• An agile career and dynamic working culture.

• An inclusive and ethical workplace.

• Compensation programs that recognize high performance.

• Medical, dental and vision insurance, 401(k) match and much more!

We are looking for professionals to grow with us, and we have an exciting opportunity in our Account Management group.  The Associate Director, Account Management will proactively manage existing customer accounts and those relationships to ensure the successful execution of ongoing projects.  The role will include Technical Service Offerings in the areas of Chemical synthesis of API, Inhalation, Bioavailability Enhancement, Bioconjugation and supporting customer to get best in class services from Integrated Biologics and Specialized Modalities.

Main responsibilities:

• Proactively manage existing customer accounts and the relationships to ensure successful execution of ongoing projects and expansion of the relationships to meet Lonza business goals.

• The role will include technical service offerings in the areas of chemical synthesis of API, Bioconjugation, payload-linker, Inhalation, Bioavailability Enhancement, and any offering that is part of Lonza Advance Synthesis platform (e.g. Solid form services, PBPK, AI route scouting).

• The role may also coordinate service sales from Integrated Biologics and Specialized Modalities by interacting successfully with the other divisions responsible.

Key Requirements:

• Plan and perform the selling, proposal and contract negotiation processes, developing and deploying robust value propositions and action plans to close deals effectively and improve margin.

• Develop, implement and follow up on robust account plans (AP). Seek for AP approval from sales management, division, and business unit approval. Account planning should be based on market/industry trends and an understanding of the account pipeline and commercialization strategies.

• Keep up to date on all relevant customer information at Lonza systems and AP.

• Manage ongoing account business and contractual obligations. Organize and host Joint Steering Committees and Executive Steering Committees, and ensure a sound governance structure is in place.

• Manage and lead directly customer communications related with commercial matters.

• 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.

• Demonstrate 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 Leaders.

Key Requirements:

• Bachelors’ degree in science related field or equivalent experience

• Commercial, project management or supply chain experience in the Pharmaceutical, Biotech or CDMO space

• Good understanding of the drug development and commercialization processes

• Well-connected industry networker

• Highly persuasive and proven influencer

• Standout Colleague

• Used to working in a highly complex matrix environment

• Able to builds enduring customer relationships and trust

• Entrepreneurial self-starter (proactive attitude)

• Highly committed to patient and Lonza values

• Expected to travel to visit customers and/or Lonza sites that can go up to 50% depending on the customer accounts.

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