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Lonza · 4 months ago

Senior Director, Commercial Strategy & Operations Execution – AMER

United States

Full-time

Remote

Senior Level, Lead/Staff, Director/Executive

10+ years exp

Lonza is a global leader in life sciences operating across three continents, dedicated to improving lives through innovative solutions. The Senior Director of Commercial Strategy & Operations Execution for the AMER region will drive the execution of commercial strategies and ensure alignment across functions to enhance sales performance and accountability.

BiotechnologyLife SciencePharmaceutical

Responsibilities

Translate global go-to-market and revenue operations strategies into actionable plans for the AMER region, incl. but not limited to:

Pricing programs roll out and adoption

Value driver roll out and ongoing reporting in partnership with global teams (VMI/CMI, Tech Support, Machine deals, Digital initiatives)

Contract management

Line of Business Strategy execution management and reporting

Regional Product Launch execution and reporting

Lead adoption of commercial processes, tools, and performance management practices (SFDC, BW/BI, Competitive Intel Portal, Mind Tickle)

Serve as the central connector across Sales, Marketing, Finance, Customer Success, and Operations

Ensure commercial priorities are aligned across functions and embedded in day-to-day activities

Facilitate operating rhythms and governance across business units within AMER

Monitor key commercial execution metrics (pipeline health, forecast accuracy, account plan adoption) and drive modern commercial tool adoption

Drive performance reviews and follow-up actions with regional and BU sales leadership

Identify process gaps or friction points and lead efforts to resolve them

Lead change initiatives related to commercial systems, processes, and tools

Reinforce the adoption of Salesforce, forecast tools, and standardized ways of working

Act as a communication bridge between global RevOps and AMER teams

Internal communications for RBU

Support or lead special projects (e.g., segmentation, account prioritization, headcount modeling, sales incentive alignment)

Help prepare strategic inputs for budget cycles, business reviews, and leadership meetings

Qualification

SalesforceCommercial strategyCross-functional leadershipBusiness IntelligencePipeline managementExecutive communicationData analysisChange managementCollaboration skills