Senior Manager, Sales-Pharma Solutions (Lonza – Capsugel)

Lonza Biologics, Inc.; Morristown (NJ); On-site; Confidential; Full time

Benefits offered by this job

Performance-related bonus

Medical, dental and vision insurance

401(k) matching plan

Life insurance, short-term and long‑-l

Employee assistance programs

Paid time off (PTO)

Job summary

Lonza Biologics, Inc. is seeking a Senior Manager, Sales - Pharma Solutions to drive pipeline growth and expand strategic customer relationships within Lonza's Global Pharma Solutions team.

You will lead late-stage and commercial pharma accounts, collaborating with technical, operations, and project teams to deliver exceptional customer experiences. The role emphasizes developing territory strategies, cross-selling Lonza services, and using CRM to inform business decisions, with remote

Qualifications

• Bachelor's degree in Life Sciences, Pharmaceutical Sciences, Chemistry, Engineering, Chemical Engineering, or a related scientific discipline.
• Minimum of 5 years of experience in pharmaceutical CDMO sales, business development, account management, or pharmaceutical development and commercialization.
• Demonstrated success meeting or exceeding sales goals while growing strategic customer relationships.
• Strong understanding of pharmaceutical development, manufacturing, commercialization, and GMP-regulated environments.
• Excellent communication, negotiation, influencing, and relationship-building skills.
• Experience managing complex sales cycles and engaging cross-functional stakeholders within matrix organizations.
• Ability to effectively prioritize opportunities, manage multiple accounts, and drive business outcomes.
• Experience using Salesforce or similar CRM platforms.
• Knowledge of oral dosage forms, inhalation products, and bioavailability enhancement technologies and established network within the pharmaceutical and biotechnology industry.
• Willingness and ability to travel up to 30% as business needs require.

Responsibilities

• Develop and execute territory sales strategies aligned with Lonza's objectives and market opportunities.
• Drive pipeline generation through proactive prospecting, lead qualification, and business development activities.
• Manage and grow key customer accounts by expanding existing business and ensuring customer retention.
• Serve as the primary commercial contact for late-stage and commercial pharmaceutical customers through the sales lifecycle.
• Lead customer business reviews and steering committees to strengthen partnerships and drive satisfaction.
• Partner with technical, operational, and project teams to ensure onboarding, execution, and customer experience.
• Identify opportunities for cross-selling and introducing customers to additional Lonza services and technologies.
• Utilize CRM tools, market intelligence, and KPIs to manage pipelines and forecast revenue.

Skills

Sales

Business development

Account management

CRM experience

Negotiation

Relationship building

Cross-functional collaboration

Travel readiness

Education

Bachelor's degree in Life Sciences

Tools

Salesforce

CRM software

Job description

Senior Manager, Sales-Pharma Solutions (Lonza - Capsugel)

Location

This role is fully remote, offering flexibility to work from any location with reliable internet access, highly preferred to be on the East Coast.

What you will get:

The full-time base annual salary for this position is expected to range between $142,200 to $165,900. 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).

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

What will you do:

At Lonza, we are looking for a commercially driven and customer-focused Senior Manager, Sales - Pharma Solutions to join our Global Pharma Solutions team. In this highly visible role, you will be responsible for driving pipeline growth, expanding strategic customer relationships, and supporting commercial success across our oral and inhaled drug product development and manufacturing services portfolio. You will serve as the primary commercial lead for late-stage and commercial pharmaceutical customers while collaborating closely with technical, operational, and project teams to deliver exceptional customer experiences.

• Develop and execute territory sales strategies aligned with Lonza's strategic objectives, growth priorities, and market opportunities.

• Drive pipeline generation through proactive prospecting, lead qualification, and targeted business development activities.

• Manage and grow key customer accounts by expanding existing business, increasing account penetration, and ensuring customer retention.

• Serve as the primary commercial contact for late-stage and commercial pharmaceutical customers throughout the sales lifecycle.

• Lead customer business reviews, Joint Steering Committees, and Executive Steering Committees to strengthen strategic partnerships and drive customer satisfaction.

• Partner with technical, operational, and project management teams to ensure successful program onboarding, execution, and customer experience.

• Identify opportunities for cross-selling and introducing customers to additional Lonza services, technologies, and business units.

• Utilize CRM tools, market intelligence, and key performance metrics to manage sales pipelines, forecast revenue, and drive data-informed business decisions.

What we are looking for:

• Bachelor's degree in Life Sciences, Pharmaceutical Sciences, Chemistry, Engineering, Chemical Engineering, or a related scientific discipline.

• Minimum of 5 years of experience in pharmaceutical CDMO sales, business development, account management, or pharmaceutical development and commercialization.

• Demonstrated success meeting or exceeding sales goals while growing strategic customer relationships.

• Strong understanding of pharmaceutical development, manufacturing, commercialization, and GMP-regulated environments.

• Excellent communication, negotiation, influencing, and relationship-building skills.

• Experience managing complex sales cycles and engaging cross-functional stakeholders within matrix organizations.

• Ability to effectively prioritize opportunities, manage multiple accounts, and drive business outcomes.

• Experience using Salesforce or similar CRM platforms.

• Knowledge of oral dosage forms, inhalation products, and bioavailability enhancement technologies and established network within the pharmaceutical and biotechnology industry.

• Willingness and ability to travel up to 30% as business needs require.

About Lonza

At Lonza|Capsugel, 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.