Assoc. Director, Business Development - West Coast

Associate Director, Biologics Business Development – West Coast

Location:

This is a remote role; ideally candidates will be based on the West Coast and available to travel frequently to the San Francisco area.

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 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 AD, Business Development will be responsible for proactively identifying and building new customer relationships for Lonza to deliver year on year revenue and pipeline opportunity growth targets for Lonza Pharma Biotech. The AD effectively promotes current technical capabilities and new technologies as they become available to facilitate generation and closing of new clinical development business opportunities in Biologics. This role will be focused on generating new business across our Applied Protein Services, Mammalian, Microbial, Bioconjugates and Drug Product service offerings and on developing and executing a territory plan across US West in different focus areas.

The full-time base annual salary for this position is expected to range between $191,700 to $223,000. In addition, here below is a comprehensive summary of the benefits package we offer:

• Performance-related bonus.
• Medical, dental and vision insurance.
• 401(k) matching plan.
• Life insurance, as well as short-term and long-term disability insurance.
• Employee assistance programs.
• Paid time off (PTO).
• Retirement options, where applicable.
• and much more!

Compensation for the role will depend on a number of factors, including the successful candidate’s qualifications, skills, experience, and job-related knowledge.

• Responsible for generating new business from new customers through a high level of customer contact including frequent direct customer visits and extensive networking activities.
• Demonstrate strategic business awareness of the market and customers in order to differentiate Lonza from the competition.
• Effectively promote current technical capabilities and emerging / new technologies as they become available to 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.
• Work with marketing, account managers and product development to develop strategies and a territory plan that ensure Lonza’s position as the leading solutions provider.

• Formulate value propositions to generate opportunities to address the customers' needs.
• Provide timely, industry leading customer support and defines and interfaces with internal resources, when necessary.
• Close collaboration and teamwork with internal stakeholders to ensure successful closure and of opportunities.

• Proven track record in delivering year on year business targets for complex high-value deals
• Strong understanding of drug development and commercialization processes
• Proven ability to generate PowerPoint presentations
• 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  customer contact management system
• 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…