Director, Commercial Development Locations: US - Portsmouth, NH, US - Portsmouth, NH - REMOTE
Time Type: Full time
Posted on: Posted Today
Job Requisition ID: R61833
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, Commercial Development will be responsible for developing and commercializing targeted business offerings and pricing strategies that facilitate the Mammalian BU's expansion strategy. The Director ensures the BU's strategy sustainably delivers sales and profitability growth targets.
Responsibilities: Drive and develop business offerings (new and optimization of existing ones) and business models strategies through deep understanding of the market, customers' needs, and competition. Launch the offerings to commercial teams in alignment with strategic marketing, including trainings, support in customer discussions, negotiations, etc. Actively contribute to the development of the BU strategy and manage agreed commercial strategic plans to deliver planned business growth goals. Provide commercial input to the long-range asset optimization plan to ensure commercial and operational alignment. Determine pricing strategy and business guidelines to manage and balance the long-term customer and product portfolio to maximize and sustain healthy GP and capacity utilization. Maintain a strong understanding of the commercial landscape through harnessing competitive and market intelligence input with operational capability to identify and target market growth opportunities. Determine creative business approaches for go-to-market opportunities, preparing business cases, launch plans, and value propositions to support successful long-term portfolio development. Control and report progress against the rolling 2-year commercial plan, own go/no-go decisions for sales and proposals teams, and prioritize short-term business conflicts to manage portfolio optimization in order to meet operations planning. Facilitate strong customer relationship management by supporting the sales team during the proposal and contract negotiation processes and ongoing awareness and interaction with customers. Work with Supply Chain and Demand planners to balance client forecasts, expectations, and market demands. Requirements: MSc in a life sciences subject. Ph.D. and/or MBA preferred. Excellent understanding of future trends in the Biopharma and CMO market. Ability to present at key conferences and organize customer-specific events. Strong technical and commercial international background with >10 years of business experience in the pharmaceutical supply industry, including experience of contract terminology and negotiation. Proven experience in generating business strategies. Knowledge across mammalian development/IND requirements and CMC activities/commercial launch and long-term supply. Fluent in English. Willingness to travel globally. Strong team player/collaborative mindset. Industry networker. Excellent communication & presentation skills. Ability to manage multiple projects simultaneously. Strategic and tactical marketing knowledge. Go-To-Market approaches. Pricing methodologies in a B2B environment. Proven persuasive communication skills. Preferred Qualifications: Scientific background in biology or chemistry. German, French, or any other language. 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.
#J-18808-Ljbffr
