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Business Development Manager

Breda, Netherlands; Copenhagen, Denmark
Denmark, Copenhagen
Netherlands, Breda

Today Lonza is a global leader in life sciences. While we work in science, there’s no magic formula to how we do it. Our greatest scientific solution is talented people working together, devising ideas that help businesses to help people. In exchange, we let our people own their careers. Their ideas, big and small, genuinely improve the world. And that’s the kind of work we want to be part of.

The Associate Director Business Development will be responsible for managing new business acquisition opportunities within defined region by proactively identifying and building new customer relationships for Lonza to deliver year on year revenue and pipeline growth targets for Lonza Pharma Biotech. The BD role effectively promotes current technical capabilities and new technologies as they become available to facilitate generation and closing of new clinical development business opportunities in Biologics. This role will be focused on generating new business across our Early Development Services, Mammalian, Microbial, Bioconjugates, mRNA and Drug Product service offerings and on developing and executing a territory plan.

Position is expected to be home office based in Northern Europe.

Key responsibilities :

  • Responsible for generating new business from new customers through a high level of customer contact including frequent direct customer visits and extensive networking activities. Proactively scouting external partners, conducting due diligence and working with teams of SMEs to evaluate business & partnership opportunities.

  • Demonstrate strategic business awareness of the market and customers in order to differentiate Lonza from the competition.

  • Development of territory plan capturing nuances and strategy for growth within their region. Identifying commercial opportunities and leading pre-signature engagements (lead qualification to deal closure.

  • Responsible for leading transactional aspects of the deal; definition of deal structure, term sheet preparation (MSA), Proposal process, negotiation and deal execution.

  • Internally drive a consensus amongst stakeholders (CD, Legal, Finance, Proposal & tech team) to ensure an optimum outcome for the Client and Lonza.

  • Effectively promote current technical capabilities and emerging / new technologies as they become available to facilitate generation and closing of new business opportunities. Primary means of achieving through e-mail communications, phone conversations, face-to-face meetings, and customer tailored presentations.

  • Network and build trust based relationships throughout target accounts from technical personnel to the executive level. Acting as an ambassador represent Lonza at conferencing and partnering events. Expanding customer engagement, developing and managing relationships with potential clients.

  • Effectively communicate Lonza’s position and negotiate contracts where appropriate.

  • Maintains strong technical and market knowledge to enable meaningful conversations with prospective customers

  • Work with marketing, account managers, finance, legal and product development to develop strategies and a territory plan that ensure Lonza’s position as the leading solutions provider.

  • Formulate value propositions to generate opportunities to address the customers' needs

  • Identify market trends, assesses market potential and develop strategies to grow market share using data from customer base / market and communicating effectively with internal stakeholders.

  • Provide timely, industry leading customer support and defines and interfaces with internal resources, when necessary

  • Close collaboration and team work with internal stakeholders to ensure successful closure and of opportunities

  • Perform other duties as assigned.

Key requirements:

  • Bachelors or Master degree in Life Science's or Engineering

  • Significant commercial experience in the Pharmaceutical, Biotech or CDMO space

  • Fluent in English, any other language is a plus

  • Must be willing to travel extensively (50%)

Every day, Lonza’s products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically.

People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.

Reference: R60772

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