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Lonza · 3 months ago

Director, Commercial Development, Integrated Biologics

United States

Full-time

Remote

Director/Executive

$155K/yr - $238K/yr

Lonza is a global leader in life sciences operating across five continents. The Director of Commercial Development will develop and commercialize targeted business approaches and pricing strategies to facilitate the Integrated Biologics Platform expansion, ensuring sustainable sales and profitability growth.

BiotechnologyLife SciencePharmaceutical

Responsibilities

Lead the development and execution of the commercial strategy, ensuring alignment with the business platform and overarching Lonza corporate objectives

Define program-level sales projections and be directly accountable for achieving revenue targets

Establish annual sales incentive plan (SIP) targets and monitors performance against goals to drive commercial success

Set target and minimum pricing for individual programs, ensuring alignment with value proposition and profitability objectives

Maintain direct relationships with key customers, actively participating in negotiations, Joint Steering Committees (JSCs), and long-term customer strategy development

Partner with Sales to identify and prioritize target accounts and new program opportunities, providing strategic input and market insights

Act as a strategic advisor during proposal development and deal approval, ensuring commercial soundness and alignment with business goals

Own the marketing plan and collaborate with Strategic Marketing to define the marketing mix. Maintain accountability for the effectiveness of marketing activities, including trade show prioritization, attendance strategy, and lead generation

Develop new business and pricing models to enhance competitiveness and meet evolving customer needs

Identify emerging market needs and collaborates with Sales to design new service offerings, bundles, and value-added packages

Work closely with Marketing to assess offering competitiveness and with Sales to co-develop integrated solutions that meet customer needs

Contribute to demand forecasting and planning efforts by providing commercial insights and market intelligence

Qualification

Commercial Strategy DevelopmentRevenue ForecastingPricing ManagementCustomer EngagementPharmaceutical Industry ExperienceContract NegotiationMarket InsightsExceptional CommunicationCross-Functional Collaboration

Required

Bachelor's degree required

Proven experience generating business strategies

Highly experienced with strong technical and commercial international background in the pharmaceutical supply industry, including experience in contract terminology and negotiation

Exceptional communication required. This role will require executive interactions and influencing key stakeholders globally

Ability to travel as required, including internationally. Requires a valid passport