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

Lonza; 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-term disability

Employee assistance programs

Paid time off

Job summary

Lonza is seeking a commercially driven Senior Manager, Sales – Pharma Solutions to lead pipeline growth and strategic customer relationships in the Pharma Solutions team. You will drive revenue through late-stage and commercial pharma engagements, coordinating with technical and project teams to deliver exceptional client experiences.

You will develop territory plans, manage key accounts, and lead business reviews to strengthen partnerships, while leveraging CRM data to guide decisions and

Qualifications

• Bachelor's degree in Life Sciences or related field.
• Minimum of 5 years in pharmaceutical CDMO sales, BD, or related roles.
• Proven track record of meeting/exceeding sales goals.
• Understanding of pharmaceutical development, GMP environments.
• Excellent communication, negotiation, and relationship-building skills.
• Experience managing complex sales cycles with cross-functional stakeholders.
• Ability to prioritize opportunities and manage multiple accounts.
• Familiarity with Salesforce or similar CRM platforms.
• Knowledge of oral dosage forms, inhalation products, and bioavailability tech.
• Willingness to travel up to 30% as needed.

Responsibilities

• Develop and execute territory sales strategies aligned with Lonza's objectives.
• Drive pipeline generation through proactive prospecting and BD activities.
• Manage and grow key customer accounts; ensure retention.
• Serve as primary commercial contact for late-stage and commercial pharma customers.
• Lead customer business reviews and steering committees to strengthen partnerships.
• Collaborate with technical, operational, and project teams for onboarding and execution.
• Identify cross-selling opportunities to introduce additional Lonza services.
• Utilize CRM, market intelligence, and KPIs to manage pipeline and forecast revenue.

Skills

Strong communication

Negotiation

Relationship building

Cross-functional collaboration

CRM experience (Salesforce)

Strategic account management

Territory planning

Pipeline management

Data-driven decision making

Travel up to 30%

Education

Bachelor's degree in Life Sciences or related

Tools

Salesforce

Job description

United States, Morristown (New Jersey)

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.

Reference: R78517