Director Global Account Management

vor 7 Monaten

Basel, Schweiz Lonza Vollzeit

Switzerland, BaselToday, Lonza is a global leader in life sciences operating across three continents. 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.

This role was established to ensure we maintain customer relationships at strategic accounts and to ensure the successful execution of ongoing projects. This person will build and strengthen customer relationships, increase account penetration, uncover new business opportunities and drive growth across all Lonza businesses. Demonstrate strategic business awareness of the market and customers in order to differentiate Lonza. Deliver year on year customer satisfaction targets, and account financial targets.

Key responsibilities:

- To develop robust and well thought out strategic account plans, and to obtain sales management, division, and business unit approval of the plans. Account planning should be based on but not limited to current market/industry trends and an understanding of the account pipeline and commercialization strategies. Keeps up to date on customer annual reports, quarterly reports and relevant investor and press communications.
- Manage ongoing account business and contractual obligations. Organize and host Lonza & Customer Joint Steering Committees and Executive Steering Committees, and ensure a sound governance structure is in place.
- Plan and perform the selling, proposal and contract negotiation processes, developing and deploying robust value propositions and action plans to close deals effectively and maximize margin, thereby supporting the optimization and harmonization of the sales process across all business units
- Act as the customer advocate and leverage internal team expertise to resolve problems and follow through on commitments, elevating critical issues to the appropriate management level for removal of organizational barriers to resolve customer problems.
- Demonstrated effectiveness in closing high value, complex, highly interdisciplinary customer deals with multiple projects across all available Lonza technologies.
- Developing long-term strategic collaboration with clients with the ultimate goal of becoming key strategic partner of customers.
- Demonstrated competence in collaboration, teamwork and communication with customer, as well as, internal Lonza Executive Leadership. Mentors or is a resource for other sales employees. Potential successor for Commercial Leadership role.
- Monitors, manages and ultimately improves customer satisfaction. Performs regular account health checks, as well as, organize and drive the review of customer survey results
- Perform other duties as assigned.

Key requirements:

- Bachelor degree in Life Science's or Engineering is required. PhD and/or MBA/ Master degree in Life Science's or Engineering in the field of Biology, Biochemistry, or related Engineering field is preferred
- Must be business fluent in English.
- Extensive years of commercial experience in the Pharmaceutical, Biotech or CDMO space.
- Proven track record in delivering year on year financial and customer satisfaction targets.
- Used to working in a highly complex, ever evolving global matrix environment.
- Strong understanding of finance and business contracts in the CDMO space.
- Quick learner of novel technical content/new business offerings.
- Keen to understand customer motivation and value drivers.
- Has the strength of character to have tough conversations with customers.
- Ability to challenge at senior level customers with persuasive and well-informed arguments.
- Proactively approaches challenging situations with a positive and energetic attitude. Entrepreneurial self-starter.
- Strong team player that keeps direct line management and stakeholders across all Business Units informed.
- Someone who can proactively approaches challenging situations with a positive and energetic attitude.
- Empowering leader with an ability to develop individuals and team to reach full potential. Motivating and charismatic.

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: R57262**:

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