[Hiring] Territory Sales Manager @Lonza

Role Description

We are seeking a dynamic Territory Sales Manager to drive commercial success across the pharmaceutical and nutraceutical B2B markets. In this role, you will lead sales planning, customer relationship development, new product introductions, and strategic growth initiatives for your assigned region. Working closely with key accounts, regulatory-dependent customers, and internal cross-functional teams, you will ensure the achievement of sales targets while fostering long-term customer partnerships and market expansion.

• A high-impact commercial role with ownership of the full sales cycle—planning, execution, forecasting, customer management, and territory strategy.
• Opportunity to drive business for both local and regulated markets (US, EU, TGA, Japan) with exposure to ANDA-driven generic pharma environments.
• A chance to work closely with key customers on new product introductions, technical discussions, and innovative drug delivery platforms.
• Involvement in shaping market strategies through competition intelligence, trend analysis, and future business pipeline development.
• Engagement with a diverse network of industry stakeholders across the API, excipients, and capsule value chain.
• A results-driven environment that recognizes accountability, ethics, ownership, and strong customer-centric behaviors.
• Potential growth path toward leading Territory Sales Managers and managing broader commercial responsibilities.

Qualifications

• Education: B.Sc (Chemistry) / B. Pharma (required).
• Experience: 6–10 years of experience in Sales / Business Development in B2B environments with API, Excipients, should be from Pharmaceutical or Nutraceutical industry.
• Demonstrated capability in sales planning, strategizing, negotiation, and market analysis.
• Ability to manage technical discussions, new product introductions, and customer project partnerships.
• Strong communication, presentation, and relationship management skills.
• Proven ability to handle conflict, challenging customers, and complex commercial scenarios.
• Highly proactive, motivated, accountable, and results-driven mindset.

Requirements

• Develop and execute strategic sales plans for the assigned territory, ensuring achievement of sales budgets and receivables.
• Perform market intelligence analysis to understand evolving trends in Pharmaceutical / Capsule industries and adapt sales plans accordingly.
• Handle key and potential accounts by designing targeted strategies for sales growth, promotions, and relationship enhancement.
• Lead negotiations, manage outstanding payments, and ensure strong governance of commercial processes across the territory.
• Drive new product introductions, conduct technical discussions, and support customers with drug delivery platforms across regulated and domestic markets.
• Analyze key markets, product portfolios, and competition to support strategic decision-making and territory expansion.
• Manage challenging customers/situations with professionalism, resilience, and solution-oriented communication.

Company Description

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 value diversity and are committed to creating an inclusive environment for all employees. If you’re ready to help turn our customers’ breakthrough ideas into viable therapies, we look forward to welcoming you on board.

Ready to shape the future of life sciences? Apply now.