Director, Commercial Development, Integrated Biologics (Biotech)

Today, Lonza is a global leader in life sciences operating across five continents. While we work in science, there's no magic formula to how we do it. Our greatest scientific solution is dedicated 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 Director, Commercial Development will lead the development and commercialization of targeted business strategies, differentiated service offerings, and operational pricing models to support the expansion of the Integrated Biologics Platform. Ensure the platform consistently delivers sustainable sales growth and meets profitability objectives in alignment with long-term strategic goals.

The Director will work remotely within the U.S. and travel occasionally, up to 20% on average.

What you will do:

• Support the development of business offerings (new and optimized) and business model strategies through understanding of the market, customer needs, and competition.

• Support the launch of offerings to commercial teams in alignment with strategic marketing, including assisting with trainings and participating in customer discussions and negotiations.

• Actively contribute to the development of the commercial strategic plans to help achieve business growth goals.

• Provide input to the long-range asset optimization plan to support commercial and operational alignment.

• Communicate the  commercial strategy internally. Focus on customer relationship management by supporting the sales team during proposals, contract negotiations, and governance (e.g., JSCs).

• Demonstrate solid scientific understanding of Biopharma and CDMO market trends. Supports preparations for key conferences and customer-specific events.

• Define pricing and contract framework development for individual programs and assists sales during negotiations.

• Support customer satisfaction efforts in collaboration with PM and Sales, helping track and follow up on customer needs and feedback.

• Contribute to competitor intelligence by tracking customer feedback, competitor offerings, and market changes in collaboration with Strategic Marketing and Market Intelligence.

What you will bring to Lonza:

• A Bachelor's degree or higher level degree, preferably in a life science- related field.

• Significant experience generating business strategies

• Strong technical and commercial international background with business experience in the pharmaceutical supply industry, including experience of contract terminology and negotiation.

• Knowledge across mammalian development/IND requirements and CMC activities/commercial launch and long term supply.

Preferred Qualifications:

• Comfortable with ambiguity, demonstrates analytical thinking and an enterprising perspective when approaching challenges.

• Good understanding of the CDMO business model, market dynamics, and competitive landscape, with a willingness to deepen knowledge.

• Supports the execution of commercial strategies and contributes to aligning work with broader team and organizational goals.

• Draws on past experience and remains open and adaptable to learning and feedback.

• Collaborative by nature, with strong written and verbal communication skills to work effectively across teams.

• Builds credibility with customers, understands their needs, and communicates Lonza's value proposition effectively.

• Takes ownership of deliverables, meets deadlines, and contributes positively to team motivation and outcomes.

• Respected teammate, visible and engaged in team activities and cross-functional collaboration.

• Contributes to a positive team environment, supporting peers and sharing knowledge to help achieve team goals.

• Shares insights and ideas to support decision-making and influence outcomes through collaboration and data.

• Demonstrates sound judgment, helps resolve issues constructively, and supports team alignment.

• Customer-focused, with strong interpersonal awareness and a proactive approach to understanding and meeting customer needs

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.

We recognize that attracting, developing and retaining the best talent is key to our strategy and success as a company.  As a result, we aim for flexibility in structuring competitive compensation offers to ensure that we are able to attract the best candidates.  As required by law in this state, the quoted salary range for this position is $155,000 – $238,000.  We use broad salary ranges that reflect the competitive market for similar jobs, provide sufficient opportunity for growth as you gain experience and expand responsibilities, while also allowing for differentiation on performance  Based on the breadth of our ranges, most new hires will start at the company between the lower and the middle part of the applicable range. We tailor our offers within the range based on job-related factors, including organizational needs, internal equity, market data, geographic area and the selected candidate's experience, education, industry knowledge, location, technical and/or communication skills and other factors that may prove relevant during the selection process. This range is only inclusive of base salary, and base pay is just one component of Lonza's total compensation package for employees. Full-time employees are eligible to receive a performance-related bonus, as well as a comprehensive benefits package including medical and dental coverage, 401k plan, life insurance, short-term and long-term disability insurance, an employee assistance program, paid time off (PTO), and more.

Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.