Director, Account Management (Biotech)
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
The full-time base annual salary for this remote position is expected to range between $168,000.00 and $286,000.00. Compensation for the role will depend on a number of factors, including the location of the successful candidate, qualifications, skills, competencies, experience, and job-related knowledge. Full-time employees receive a comprehensive benefits package including performance-related bonus, 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.
