Associate Director, Business Development (US-East)

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 Associate Director 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 Associate Director Business Development will effectively promote current technical capabilities and new technologies as they become available to facilitate generation and closing of new clinical and commercial business opportunities in Biologics.

This role will be focused on generating new business across our all Biologics Division Business Units including Mammalian (Early Development Services, Cell Line Development, Drug Substance Manufacturing), Microbial, mRNA, Bioconjugates, and Drug Product for early stage, clinical stage and launch/commercial stage programs.

The Associate Director Business Development will also be developing and executing a territory plan in this assigned territory. 

Assigned territory –MA- Boston, Cambridge, Summerville

Key Responsibilities:


* 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. 


* Effectively communicate Lonza’s position and negotiate contracts


* Maintains strong technical and market knowledge to enable meaningful conversations with prospective customers


* 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


* Identify market trends, assesses market potential and develop strategies to grow market share using data from customer base / market and communicating effectively with internal stakeholders


* Provide timely, industry leading customer support and defines and interfaces...