[Hiring] Associate Director, Business Development, Biologics @Lonza

Role Description

We are seeking a high-caliber, commercially astute sales leader to join our global Commercial organization as the Associate Director, Biologics Business Development. Managing the US West territory, this role is directly responsible for proactively identifying, penetrating, and securing new customer relationships to drive year-on-year revenue and pipeline opportunity growth for Lonza Pharma & Biotech.

• Focus on hunting and closing new clinical development business.
• Effectively promote Lonza’s comprehensive Biologics portfolio—including Applied Protein Services, Mammalian, Microbial, Bioconjugates, and Drug Product service offerings.
• Serve as a primary brand ambassador, navigating complex matrix structures internally while establishing trust-based partnerships with biotech and pharma clients from technical scientists up to C-suite executives.

Qualifications

• Proven, successful track record of delivering year-on-year business targets by identifying, structuring, and closing complex, high-value outsourcing or service deals within the life sciences sector.
• Deep, foundational understanding of the drug development, clinical manufacturing, and commercialization pathways for biological therapeutics.
• High level of professional gravitas, with a customer-facing attitude built on trust.
• Exceptional presentation skills with a proven ability to independently generate and deliver technical sales decks.
• Adept at building a strong internal network and navigating a complex, multi-site global matrix organization to optimize technical and executive support for regional opportunities.
• Practical, hands-on proficiency utilizing SalesForce.com (or equivalent CRM platform) for robust opportunity and pipeline management.
• Bachelor’s Degree in Life Sciences or Engineering (specifically Biology, Biochemistry, or a related Technical degree) is required. Advanced technical degrees or an MBA are a distinct advantage.

Requirements

• Hunt and secure new clinical and commercial contracts from prospective customers through intensive market penetration, frequent face-to-face customer visits, and extensive executive networking.
• Develop, own, and execute a comprehensive commercial territory plan across the US West region, defining specific technology focus areas to maximize market share.
• Differentiating Lonza from competitors by articulately pitching current technical capabilities and emerging modalities via tailored presentations, technical consultations, and high-impact value propositions.
• Establish and maintain trust-based, long-term commitments across target accounts, seamlessly bridging technical dialogues with scientists and commercial negotiations with C-suite leaders.
• Partner closely with Global Marketing, Account Management, and Product Development teams to align commercial offerings with emerging customer needs and position Lonza as the premier solutions provider.
• Navigate internal networks efficiently, interfacing with technical Subject Matter Experts (SMEs), Proposals, and Operations to design winning technical proposals and ensure flawless customer support.
• Maintain absolute accuracy within SalesForce.com (SFDC), tracking customer contact histories, managing deal stages, and forecasting sales metrics transparently.

Benefits

• Performance‑related bonus program
• Corporate car allowance
• Comprehensive medical, dental, and vision insurance
• 401(k) plan with competitive company matching
• Company-paid life insurance, alongside short‑term and long‑term disability coverage
• Employee Assistance Programs (EAP) and retirement options
• Paid Time Off (PTO)