Proposals Manager

Lonza; Portsmouth (NH); Hybrid; USD 117,000 - 170,000; Full time

Benefits offered by this job

Performance-related bonus

Medical, dental and vision insurance

401(k) matching plan

Life insurance

Short-term disability

Long-term disability

Employee assistance programs

Paid time off

Job summary

Lonza is seeking a Proposal Senior Manager to lead complex technical solution strategies and design integrated customer solutions. The role emphasizes cross-functional alignment across sites and functions to strengthen win probability and customer experience.

Based on site with the flexibility to work remotely up to 20% for case-by-case business needs, you will coach other managers, translate market signals into offerings, and own CPQ bundles for defined opportunities.

Qualifications

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

Responsibilities

• Lead technical solution strategy for complex, high-value opportunities.
• Design integrated, differentiated customer solutions to maximise win probability.
• Influence deal positioning through strategy and value articulation.
• Lead internal alignment across sites, technologies, and functions.
• Drive continuous improvement of technical sales methodologies and tools.
• Coach and mentor Technical Sales Managers in consultative selling.
• Translate market signals into improvements in technical offerings and sales strategy.
• Own CPQ bundles and complex scope designs for opportunities.
• Partner with commercial leadership to define win strategies.

Skills

Solution strategy

Technical differentiation

Influencing skills

CPQ bundles ownership

Complex deal experience

Education

Bachelor's degree in Life Science

Tools

CPQ software

Job description

United States, Portsmouth (New Hampshire)

Location: The actual location of this job is in Portsmouth, NH or Walkersville, MD.

The Proposal Senior 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 Senior 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 $117,000 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. If you’re ready to help turn our customers’ breakthrough ideas into viable therapies, we look forward to welcoming you on board.