Senior Drug Product Sales Specialist
Vor 4 Tagen
About Us: Lonza is a global leader in life sciences, operating across three continents. We don't have a magic formula for success – our greatest scientific solution lies in talented people working together to devise ideas that help businesses improve lives.
Our Mission: At Lonza, we respect and protect our people and environment. Our success is not just about achieving business results, but doing so ethically.
The Role: As Senior Drug Product Sales Specialist, you will play a key role in driving the acquisition of new customers and expanding existing ones for our Drug Product Services Business Unit. You will work closely with Global Sales, Commercial Development, and Marketing teams to promote our current drug product service capabilities and new offerings.
Responsibilities:
- You will be responsible for managing territory sales plans that align with the DPS Business Unit strategy, collaborating closely with Business Development managers, Account Managers, and Global Account Managers.
- You will hunt for new programs for the DPS BU, leveraging your knowledge of the drug product market and customers to differentiate Lonza from the competition.
- You will effectively promote current drug product technical capabilities and emerging technologies to facilitate the generation and closing of new business opportunities.
- You will network and build trust-based relationships throughout target accounts, from technical personnel to executive levels.
- You will formulate value propositions to generate opportunities that address customer needs.
- You will identify market trends, assess market potential, and develop strategies to grow market share using data from customer bases and markets.
- You will achieve new business/new program wins by assisting the Global Sales team in achieving required opportunity closure rates.
- You will lead or support marketing and technical expert outreach efforts to penetrate target accounts and position Lonza as a market leader in biologics drug product services.
- You will establish and execute regional marketing plans and business activities, including drug product business unit roadshows/events to drive business growth.
- You will maintain up-to-date data in Lonza systems, including Salesforce, CPQ, Negotiation Planner, Customer Target Platform (CTP), Omni, and others.
- You will continually assess Lonza's position in the CDMO marketplace and adjust territory strategies and plans accordingly.
- You will perform other duties as assigned.
Requirements:
- You must hold a Bachelor's degree in a Life Science discipline, such as Biochemistry, Chemistry, Molecular Biology, Pharmaceutical Sciences, or an MBA/Advanced scientific degree like Masters or Ph.D.
- You must be fluent in English and have experience within the CDMO industry, specifically in Drug Product development and commercial roles.
- You must have expertise in Aseptic filling, fill and finish, liquid vials, lyo vials, Cartridges, and PFS or syringes.
- You must have CRM/SFDC expertise and negotiation experience.
- You must have a proven track record in delivering year-on-year business targets for drug product deals.
- You must have a strong understanding of drug product development and manufacturing processes.
- You must be able to secure new customers with a high close rate.
- You must have a high level of understanding of the drug product development process from pre-clinical to clinical development and commercialization.
- You must be effective at working with scientists and other customer stakeholders, up to and including C-Suite leaders, to discuss the value proposition of Lonza's offerings.
- You must understand Salesforce.com customer contact management systems and possess strong interpersonal and leadership skills.
- You must be adept at building internal networks and navigating complex matrix organizations to optimize influence for ensuring appropriate support levels for territory opportunities.
- You must have a customer-facing attitude, ability to build relationships based on trust and long-term commitment, and strong gravitas, particularly in specific technology areas of focus.
Salary Estimate: Based on the job requirements and location, we estimate the salary range for this position to be between $120,000 - $180,000 per annum, plus benefits.
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