Manager Business Development Gam , Emea (F/M/D)

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.

This position for Manager Business Development is expected to bolster the new product expansion wins and prospecting in Global Account Management, supporting the broadening of our services offering with other BU’s and Divisions on existing products as well as expanding the product portfolio of the account leading to increased sales and meeting margin requirements.

Key responsibilities:

• In depth understanding of the products and technology used by the Account, anticipating that needs of the Customer portfolio
• In depth understanding of the Customer own manufacturing assets and technologies existing at the account
• A detailed understanding of the sourcing and supply strategy of the account
• A detailed knowledge of the organization of the company with regards to R&D/clinical and Launch/Commercial product management
• A detailed understanding of the organization with regards to the decision making process and the RFI and RFP processes with the ability to influence at recommendation and decision making levels at senior management level.
• The ability to structure and negotiate collaborative deals for secure new product wins.
• A detailed understanding of Lonza’s technology and asset base across all BU’s including biologis, small molecules, cell and gene therapy and bioscience with the connections to key Lonza personnel within each BU to manage effectively Customer enquiries both proactively and in response to RFI/RFP.
• Capable of independent work in a collaborative manner with other GAM’s and PM’s.

The Business Development Manager will also be responsible for supporting conference, trade show, and marketing event preparation, including reviewing and prioritizing target lists with their BD colleagues, supporting partnering meeting outreach, and attending conferences.

• Converting prospects to concrete leads
• Liaising with internal functions such as Technical Sales (proposals), Commercial Development, and Licensing to ensure full alignment on technologies and value propositions
• Supporting conference preparation and booth duty
• Use lead generation companies for (i.e. Zymewire, Pharma Targeting, LinkedIn Sales Navigator, etc.) for lead generation.

Key requirements:

• Technical degree in the field of Chemistry, Biochemistry, Engineering.
• Must be business fluent in English
• Prior sales experience in Project Management, Technical Sales/Sales, Research & Development
• This is a home based role. Frequent travel to Customer, Lonza sites and trade shows/conferences is required.
• Understanding of drug development or ability to learn. Proactive, organized and positive attitude. Does not give up easily and is a team player. Is able to clearly communicate a message in an engaging way.
• Outstanding interpersonal and communication skills, thrives on meeting and speaking with new people.
• Ability to quickly establish a report with a prospect and understand their needs in relation to our offer. Build a relationship through email and phone interactions.
• Support divisions, BU’s, and GAM teams based on defined KPI’s and objectives
• Expected to build a network of prospects and map of customer organizations and work closely with commercial development colleagues to increase Lonza’s presence

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.