Customer Proposals Manager

Lonza; Vacaville (CA); Hybrid; Confidential; Full time

Benefits offered by this job

Performance-related bonus

Medical, dental and vision insurance

401(k) matching plan

Life insurance, and short/long-termdis

Employee assistance programs

Paid time off (PTO)

Job summary

Lonza is seeking a Customer Proposals Manager to lead the technical solution strategy across complex, high-value opportunities and set the direction that differentiates Lonza from competitors. The role goes beyond proposal execution to design integrated customer solutions and elevate technical value creation across the portfolio.

Working primarily on site, this role supports close, real-time collaboration and the precision needed to manufacture medicines to the highest quality and safety

Qualifications

• Bachelor's degree required, preferably in Life Science or related field.
• Advanced solution strategy and technical differentiation skills.
• Ability to operate in high ambiguity and complex deal environments.
• Ownership of CPQ bundles and integrated scope design.
• Strong influencing skills across senior technical and commercial stakeholders.
• Track record of winning complex, high-value opportunities preferred.

Responsibilities

• Lead technical solution strategy for complex, high-value, and strategically important customer opportunities.
• Design integrated, differentiated customer solutions that maximise win probability and commercial value.
• Influence deal positioning through advanced solution framing, competitive strategy, and value articulation.
• Lead internal alignment across sites, technologies, and functions to deliver complex proposals effectively.
• Drive continuous improvement of technical sales methodologies, tools, and solution frameworks.
• Coach and mentor Technical Sales Managers in consultative selling, solution design, and proposal leadership.
• Translate market signals and customer feedback into improvements in technical offerings and sales strategy.
• Own the technical and commercial integrity of defined CPQ bundles and complex stage combinations, ensuring integrated solutions are accurate, competitive, and scalable across opportunities.
• Partner with commercial leadership to define and execute win strategies for priority opportunities.

Skills

Solution strategy

Cross-functional collaboration

Technical differentiation

Consultative selling

Deal framing

Education

Bachelor's degree in Life Science or related field

Tools

CPQ software

Job description

Customer Proposals Manager

Location: The actual location of this job is in Portsmouth, NH or Vacaville, CA.

The Customer Proposal Manager leads technical solution strategy across complex and high-value opportunities, setting the technical direction that differentiates Lonza from competitors.

The role goes beyond proposal execution to design integrated customer solutions, influence deal positioning, and elevate technical value creation across the portfolio.

Operating in high-ambiguity environments, the Customer Proposals Manager drives cross‑functional collaboration, coaches others in solution design, and embeds best practices that strengthen win probability and customer experience across the business.

This role is primarily based on site. Working together in person supports close, real‑time collaboration and the technical precision needed to manufacture medicines to the highest quality and safety standards. We offer flexibility to work remotely for no more than 20% of your time. Requests are considered on a case‑by‑case basis, in line with business needs.

What you will get:

The full‑time base annual salary for this position is expected to range between $120,000 and $170,000 In addition, below you will find a comprehensive summary of the benefits package we offer:

• Performance-related bonus.
• Medical, dental and vision insurance.
• 401(k) matching plan.
• Life insurance, as well as short-term and long-term disability insurance.
• Employee assistance programs.
• Paid time off (PTO).
• And much more.

Compensation for this role will be determined by the candidate's qualifications, skills, experience, and relevant knowledge.

What you will do:

• Lead technical solution strategy for complex, high-value, and strategically important customer opportunities
• Design integrated, differentiated customer solutions that maximise win probability and commercial value
• Influence deal positioning through advanced solution framing, competitive strategy, and value articulation
• Lead internal alignment across sites, technologies, and functions to deliver complex proposals effectively
• Drive continuous improvement of technical sales methodologies, tools, and solution frameworks
• Coach and mentor Technical Sales Managers in consultative selling, solution design, and proposal leadership
• Translate market signals and customer feedback into improvements in technical offerings and sales strategy
• Own the technical and commercial integrity of defined CPQ bundles and complex stage combinations, ensuring integrated solutions are accurate, competitive, and scalable across opportunities.
• Partner with commercial leadership to define and execute win strategies for priority opportunities

What we are looking for:

• Bachelor's degree required, preferably in Life Science or related field
• Advanced solution strategy and technical differentiation skills
• Ability to operate in high ambiguity and complex deal environments
• Ownership of CPQ bundles and integrated scope design
• Strong influencing skills across senior technical and commercial stakeholders
• Track record of winning complex, high-value opportunities preferred.
• Involvement in new offering or framework development preferred.

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 offer equal employment opportunities to all qualified applicants regardless of race, religion, color, national origin, sex, sexual orientation, gender identity, age, disability, veteran status, or any other characteristic protected by law.