Director, Account Management

Lonza; United States; Remote; USD 168,000 - 230,000; Full time

Job summary

Lonza seeks a Director, Account Management to enhance customer relations and drive project success in the life sciences sector. The ideal candidate will develop strategic account plans, manage negotiations, and ensure targets in customer satisfaction are met, while leveraging strong communication and negotiation skills. A Bachelor's degree in related fields and significant commercial experience are required to join a company that values ethical success and the impact of its work on global health.

Benefits

Performance-related bonus

Comprehensive benefits package including medical and dental

401k plan

Paid time off (PTO)

Qualifications

• 4+ years of commercial experience in Pharmaceutical, Biotech or CDMO space.
• Proven track record in delivering customer satisfaction targets.
• Understanding of drug development and commercialization pathways.

Responsibilities

• Manage customer relationships and ensure successful project execution.
• Develop strategic account plans based on market trends.
• Plan and perform sales, proposal and contract negotiation processes.

Skills

Commercial experience

Account management

Strong communication

Negotiation skills

Networking

Presentation skills

Education

Bachelor's Degree in Biology, Biochemistry, or related Engineering field

Master's Degree preferred

Job description

Today, Lonza is a global leader in life sciences operating across five continents. While we work in science, there’s no magic formula to how we do it. Our greatest scientific solution is dedicated 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 Director, Account Management will proactively manage customer relationships and ensure the successful execution of ongoing projects. The incumbent will also work to strengthen customer relationships, increase account penetration, and uncover new avenues of business. The Director will be responsible for delivering year on year customer satisfaction targets, and territory/account financial targets.

Key Responsibilities:

• To develop robust and well thought out strategic account plans, and to obtain sales management and business unit approval of the plans. Account planning should be based on but not limited to current market/industry trends, and a sound understanding of the accounts pipeline a commercialization strategies

• Manage ongoing account business and contractual negotiations. Ensure on time delivery and execution of Scope of Work. Organize and host Lonza & Customer Joint Steering Committees and Executive Steering Committees

• Ensures that all lead and opportunity is consistently kept up to date to apprise senior management on the overall status of the incumbent’s account opportunity pipeline

• Plan and perform the selling, proposal and contract negotiation processes, developing and deploying robust value propositions and action plans to close deals effectively and maximize margin

• Act as the customer advocate and leverage internal team expertise to resolve problems and follow through on commitments, elevating critical issues to the appropriate management level for removal of organizational barriers to resolve customer problems
  
• Demonstrate effectiveness in closing complex customer deals with multiple projects across all available Lonza technologies. Demonstrate competence in collaboration, team work and communication with customer, as well as, internal Lonza Commercial Leadership

• Monitors, manages and ultimately improves customer satisfaction. Performs regular account health checks

• Perform other duties as assigned

Key Requirements:

• Bachelor's Degree required in Biology, Biochemistry, or related Engineering field. Master's Degree preferred.

• 4+ years of commercial experience in the Pharmaceutical, Biotech or CDMO space.

• Proven track record in delivering year on year financial and customer satisfaction targets.

• General understanding of drug development and commercialization pathways.

• Technical understanding of drug substance and drug product manufacturing processes.

• Valid Driver’s License required, ability to travel 25-50% mainly among US East locations. Passport required for some international travel.

• Well-connected industry networker.

• Accomplished presenter used to delivering impactful presentations to senior leaders.

• Strategic marketing and/or commercial background.

• Highly persuasive and proven influencer.

• Expert communication and presentation skills.

Every day, Lonza’s products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically.

People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.

We recognize that attracting, developing and retaining the best talent is key to our strategy and success as a company. As a result, we aim for flexibility in structuring competitive compensation offers to ensure that we are able to attract the best candidates. As required by law in this state, the quoted salary range for this position is$168,000 – $230,000. We use broad salary ranges that reflect the competitive market for similar jobs, provide sufficient opportunity for growth as you gain experience and expand responsibilities, while also allowing for differentiation on performance Based on the breadth of our ranges, most new hires will start at the company between the lower and the middle part of the applicable range. We tailor our offers within the range based on job-related factors, including organizational needs, internal equity, market data, geographic area and the selected candidate’s experience, education, industry knowledge, location, technical and/or communication skills and other factors that may prove relevant during the selection process.This range is only inclusive of base salary, and base pay is just one component of Lonza’s total compensation package for employees. Full-time employees are eligible to receive a performance-related bonus, as well as a comprehensive benefits package including medical and dental coverage, 401k plan, life insurance, short-term and long-term disability insurance, an employee assistance program, paid time off (PTO), and more.

Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.