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!

The Associate Director will work remotely and will travel throughout North America up to 50% of the time.

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, Oral Solid Dosage Forms, 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 and customers’ business goals
• The role will include technical service offerings in the areas of chemical synthesis of API, micronization, Oral Solid Dosage Forms, Inhalation, Bioavailability Enhancement, Multiparticulates, Bioconjugation and any offering that is part of Lonza Advance Synthesis (e.g. Solid form services, PBPK, Packaging services, 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 responsibilities:

• Develop robust account plans, and obtain sales management, division, and business unit approval of the plans. Account planning should be based on market/industry trends and an understanding of the account pipeline and commercialization strategies. Keeps up to date on all relevant customer information
• 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
• 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
• 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. Demonstrate competence in collaboration, teamwork and communication with customer, as well as internal Lonza Commercial Leaders, Site Management and collaborators involved in the Deal Review approval process

Key requirements:

• Bachelor’s degree in science-related field
• 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
• Strong Teammate
• Accustomed to working in a highly complex matrixed environment
• Able to build enduring customer relationships and trust
• Entrepreneurial self-starter
• Highly committed to patient and Lonza values
• Expected to travel to visit customers and/or Lonza sites up to 50%, depending on the customer accounts. Travel may include some international trips, a valid passport or ability to acquire one is required

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.

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 position is $148,000 – $252,000.  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 eligible to receive a performance-related bonus, as well as a comprehensive benefits package including medical and dental coverage, 401k plan, life insurance, short-term and long-term disability insurance, an employee assistance program, paid time off (PTO), and more.

Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.