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 primary responsibility of this position is to help drive acquisition of new customers and expand existing customers for the Drug Product Services (DPS) Business Unit (BU). Working collaboratively with Global Sales, Commercial Development and Marketing, the Drug Product Sales Specialist will promote current drug product service capabilities and new offerings and facilitate generation and closing new clinical and commercial business opportunities. Utilizing a strong knowledge of the drug product development and commercial process, the job holder is expected to play a key role in fostering strong customer relationships in conjunction with Global Sales account owners and new customers providing feedback to internal teams so that Lonza can continuously optimize drug product offers and service levels.
Key responsibilities:
Assigned territory - EMEA
Required location: EMEA
- In close collaboration with Business Development (BD) managers, Account Managers (AM) and Global Account Managers (GAM), manage drafting and implementing Territory Sales Plans for DPS service offering that align with the DPS Business Unit strategy
- In close collaboration with Business Development managers, Account Managers and Global Account Managers, hunt for new programs for the DPS BU.
- Demonstrate strategic business awareness of the drug product market and customers in order to differentiate Lonza from the competition
- Effectively promote current drug product technical capabilities and emerging / new technologies as they become available to help facilitate generation and closing of new business opportunities. Primary means of achieving through e-mail communications, phone conversations, face-to-face meetings, and customer tailored presentations
- Network and build trust based relationships throughout target accounts from technical personnel to the executive level.
- Formulate value propositions to generate opportunities to address the customer needs
- Identify market trends, assesses market potential and develop strategies to grow market share using data from customer base / market and communicating effectively with internal stakeholders.
- Achieve New Business/New Program wins: Assist the Global Sales team to achieve required Opportunity closure rate
- Actively lead or support marketing and technical expert (SME) outreach efforts to penetrate target accounts and position Lonza as a market leader in biologics drug product services.
- Regional marketing activities: Establish and execute regional marketing plan and business activities including Drug Product Business Unit roadshows/events to drive business, regional events and conferences in assigned territory, etc.
- Maintain up-to-date data in Lonza systems including Salesforce, CPQ, Negotiation Planner, Customer Target Platform (CTP), Omni (Territory Plans), etc.
- Understand region specific biotech and pharma landscape and CDMO competition. Continually assess Lonza's position in the CDMO marketplace and adjust territory strategy and plan.
- Remote/site-based position with up to 50% travel.
- Perform other duties as assigned.
Key requirements:
- Bachelor's degree in Life science discipline: Biochemistry, Chemistry, Molecular Biology, Pharmaceutical sciences; MBA, Advanced scientific degree such as Masters or Ph.D. is preferred.
- Must be business fluent in English
- Highly experienced within CDMO industry specifically DP: Advanced no of years in commercial or alternatively customer facing technical roles
- Must have Aseptic filling; fill and finish; liquid vials, lyo vials, Cartridges and PFS or syringes.
- CDMO background/service industry who provides fill and finish services
- Must have CRM / SFDC Expertise
- Must have Negotiation experience
- Proven track record in delivering year on year business targets for drug product deals
- Strong technical understanding of drug product development and drug product manufacturing processes
- Demonstrated track record to secure new customers, exhibiting a strong close rate
- High level of understanding of the drug product development process from pre-clinical to clinical development and commercialization
- Effective at working with scientists and other customer stakeholders, up to and including C- Suite leaders, to discuss the value proposition of Lonza's offerings, whether it be a small or large value deal
- Understanding of SalesForce.com customer contact management system
- Strong interpersonal and leadership skills. Creative, adaptable, capable of self-motivation and independence
- Adept at building strong internal network and navigating a complex matrix organization to optimize influence for ensuring appropriate support levels for territory opportunities
- Customer facing attitude. The ability to build relationships based on trust and long term commitment. Strong gravitas, particularly in specific technology area of focus
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 the world. The satisfaction that comes with making a meaningful difference.
