Director, Account Management

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 Director, Account Manager will proactively improve customer relationships, expand account penetration, identify additional revenue streams, and meet revenue and pipeline targets to support Lonza's growth goals for the technologies portfolio and other modalities.

The role involves managing multiple accounts.

Key responsibilities:

• Maintain a thorough understanding of the customer's business and organization and develop and maintain robust strategic account plans. Monitors, manages and ultimately improves customer satisfaction. Performs regular account health checks.

• Manage ongoing account business and contractual obligations. Organize and host Lonza & Global Joint Steering Committees and Executive Steering Committees

• Target growth opportunities, consistent with Lonza's capabilities, across customer organization, and develop value propositions and actions plans to increase the project portfolio and licensing opportunities

• Support as vital management of technology specific opportunities to deliver growth of the account sales revenues

• Build and sustain a deep knowledge of Lonza's CGT offerings (including licensing), in relation to key competitors, to ensure Lonza's value proposition is strongly communicated and understood

• Act as the customer advocate internally to cultivate and maintain positive customer relationships at multiple levels of the organization. Leverage internal team expertise to resolve problems and follow through on commitments. Elevate critical issues to the appropriate management level for removal of organizational barriers to resolve customer problems

• Plan and perform the selling, proposal and contract negotiation processes, developing and deploying robust value propositions and action plans to close complex deals effectively and to enhance profitability

• Demonstrate competence in collaboration, teamwork and communication with customer, as well as internal Lonza Commercial Leadership.

• Perform other duties as assigned.

Key requirements:

• Bachelor’s degree in Life Science subject area (genetics, biology, Pharmaceutical Sciences or other Life Science subject area)

• 5-10 years’ experience in pharma/biotech industry. Sales experience preferred

• Excellent ability to connect with others. Creative, adaptable, capable of self-motivation and independence

• Customer facing attitude. The ability to establish relationships based on trust and long-term commitment.

Leadership skills

• Experience of working in / and / or leading cross functional teams

• Has strong personal belief and self-confidence in their sales ability

• Has the strength of character to have tough conversations with customer

• Is optimistic and has the tenacity to bounce back from rejection

• Is keen to understand customer motivation and customer value drivers to realize full account potential

• Is comfortable operating with degrees of ambiguity

• Is objective in decision-making and balancing risk

• Demonstrates strong business awareness and commercial competence in positioning Lonza products/services

• Builds enduring customer relationships based on trust

• Is effective at managing constructive tension during deal-making

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 $168,000.00 – $286,000.00. 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 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.

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.

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.