Technical Proposals Manager Drug Product Services

Lonza; Switzerland; Hybrid; Confidential; Full time

Benefits offered by this job

Relocation assistance

Office-first with 40% remote

Global benefits

Job summary

Lonza in Basel, Switzerland is seeking a Senior Solution Strategy Leader to own the technical solution strategy for complex opportunities, shape deal structures, and lead cross-site proposals that deliver integrated customer solutions.

The role is office-first with the flexibility to work remotely up to 40% of the time; relocation assistance is available for eligible candidates and their families.

Qualifications

• Advanced expertise in solution strategy, technical differentiation, and integrated solution design for complex customer opportunities.
• 5–10 years in pharma/life sciences with strong understanding of customer needs, industry trends and market dynamics.
• Ability to operate in highly ambiguous environments and manage complex technical and commercial deal dynamics.
• Experience with CPQ bundle ownership, scope development, and end-to-end solution architecture.
• Proven people leadership, with influence across cross-functional teams.
• Coaching and mentoring skills to develop talent and embed best practices in solution development.
• Master's degree in Life Sciences or related discipline.
• Business-fluent English communication skills.

Responsibilities

• Own the technical solution strategy for complex, high-value opportunities, including solution design, scope shaping, and value positioning.
• Shape deal structures and competitive positioning to maximize win probability and commercial value.
• Lead multi-site, cross-technology proposals, aligning stakeholders to deliver integrated customer solutions.
• Navigate ambiguity and drive decisions on technical and commercial trade-offs across complex opportunities.
• Influence pricing strategy, value articulation, and customer discussions in partnership with Sales teams.
• Coach and develop Technical Sales Managers on solution design, customer positioning, proposal leadership, and best practices.
• Serve as the recognized authority for solution strategy, setting standards and guiding decision-making across strategically critical opportunities.

Skills

Solution strategy

Deal shaping

Cross-functional leadership

CPQ bundle ownership

Customer engagement

Education

Master's degree in Life Sciences or related discipline

Job description

The actual location of this job is in Basel, Switzerland. Relocation assistance is available for eligible candidates and their families, if needed.

This is an office‑first role. Working together in person supports close, real‑time collaboration and team alignment, enabling us to deliver our best work. You will work primarily in the office, with the flexibility to work remotely for 40% of your time (2 days per week).

What you will get:

• An agile career in a dynamic and innovative working culture
• An inclusive, ethical, and safety‑first workplace
• Compensation programmes that recognize performance and contribution
• A range of benefits depending on role and location
• Access to our full global benefits offering: https://www.lonza.com/careers/benefits

What you will do:

• Own the technical solution strategy for complex, high-value opportunities, including solution design, scope shaping, and value positioning.
• Shape deal structures and competitive positioning to maximize win probability and commercial value.
• Lead multi-site, cross-technology proposals, aligning stakeholders to deliver integrated customer solutions.
• Navigate ambiguity and drive decisions on technical and commercial trade-offs across complex opportunities.
• Influence pricing strategy, value articulation, and customer discussions in partnership with Sales teams.
• Coach and develop Technical Sales Managers on solution design, customer positioning, proposal leadership, and best practices.
• Serve as the recognized authority for solution strategy, setting standards and guiding decision-making across strategically critical opportunities.

What we are looking for:

• Advanced expertise in solution strategy, technical differentiation, and integrated solution design for complex customer opportunities.
• Proven experience (5-10 years) within the pharmaceutical, life sciences, biotech, CDMO, or related industries, with a strong understanding of customer needs, industry trends, and market dynamics.
• Demonstrated ability to operate effectively in highly ambiguous environments and manage complex technical and commercial deal dynamics.
• Strong experience with CPQ bundle ownership, scope development, and end-to-end solution architecture.
• Proven people leadership experience, including direct line management and/or indirect leadership of cross-functional teams, with the ability to influence and align stakeholders toward common objectives.
• Effective coaching and mentoring skills, with a track record of developing talent, building capabilities, and embedding best practices in solution development.
• Master's degree in Life Sciences or a related discipline (Biotechnology, Biochemical Engineering, Biology, Biochemistry, Pharmacy, or equivalent)
• Business-fluent English communication skills.

About Lonza

At Lonza, our people are our greatest strength. With 30+ sites across five continents, our globally connected teams work together every day to manufacture the medicines of tomorrow. Our core values of Collaboration, Accountability, Excellence, Passion and Integrity reflect who we are and how we work together. Everyone's ideas, big or small, have the potential to improve millions of lives, and that's the kind of work we want you to be part of.

Innovation thrives when people from all backgrounds bring their unique perspectives to the table. At Lonza, we value diversity and are committed to creating an inclusive environment for all employees. If you're ready to help turn our customers' breakthrough ideas into viable therapies, we look forward to welcoming you on board.