Director, Commercial Development, Integrated Biologics

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 Director of Commercial Development will develop and commercialize targeted business, offerings approaches and operative pricing strategies that facilitate the Integrated Biologics Platform expansion strategy. This person will also ensure the Platform sustainably delivers sales and profitability growth targets.

What you will get

• A collaborative and inclusive work environment

• Opportunities for career growth and development

• Access to cutting-edge technologies and tools

• Competitive compensation and benefits package

• Supportive leadership and mentoring

• Commitment to ethical and sustainable practices

What you will do:

• Commercial Strategy Ownership:
  Lead the development and execution of the commercial strategy, ensuring alignment with the business platform and overarching Lonza corporate objectives.

• Revenue Forecasting & Accountability:
  Define program-level sales projections and be directly accountable for achieving revenue targets.

• Sales Target Setting & Execution Oversight:
  Establish annual sales incentive plan (SIP) targets and monitors performance against goals to drive commercial success.

• Pricing & Profitability Management:
  Set target and minimum pricing for individual programs, ensuring alignment with value proposition and profitability objectives.

• Customer Engagement & Negotiation:
  Maintain direct relationships with key customers, actively participating in negotiations, Joint Steering Committees (JSCs), and long-term customer strategy development.

• Opportunity Identification:
  Partner with Sales to identify and prioritize target accounts and new program opportunities, providing strategic input and market insights.

• Deal Structuring & Approval:
  Act as a strategic advisor during proposal development and deal approval, ensuring commercial soundness and alignment with business goals.

• Marketing Leadership:
  Own the marketing plan and collaborate with Strategic Marketing to define the marketing mix. Maintain accountability for the effectiveness of marketing activities, including trade show prioritization, attendance strategy, and lead generation.

• Innovation in Business Models:
  Develop new business and pricing models to enhance competitiveness and meet evolving customer needs.

• Service Offering Development:
  Identify emerging market needs and collaborates with Sales to design new service offerings, bundles, and value-added packages.

• Cross-Functional Collaboration:
  
  Work closely with Marketing to assess offering competitiveness and with Sales to co-develop integrated solutions that meet customer needs.

• Demand Planning Support:
  Contribute to demand forecasting and planning efforts by providing commercial insights and market intelligence.

What you will bring to Lonza:

• Bachelor's degree required. Master’s degree preferred.

• Proven experience generating business strategies.

• Highly experienced with strong technical and commercial international background in the pharmaceutical supply industry, including experience in contract terminology and negotiation.

• Exceptional communication required. This role will require executive interactions and influencing key stakeholders globally.

• Ability to travel as required, including internationally. Requires a valid passport.

• Experience in CDMO is a plus.

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…