(Senior) Account Manager

Today, 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.

Role Purpose: Responsible for driving revenue and profit through direct sales of designated products within his territory. Collaborate with Marketing, Operations, and cross-functional teams to implement regional growth plans, expand the customer base, and maintain existing accounts. Additionally, they will provide field sales and technical support to customers, while proactively identifying new opportunities within the Lonza Biosciences Testing portfolio market.

Key Accountabilities and Duties:

• Responsible for owning the full sales cycle (identification, acquisition, implementation, expansion, and renewal) for assigned and new accounts within their territory.
• Actively prospect and target new customers and accounts with high and median opportunity volumes.
• Manage the sales funnel by efficiently navigating from lead generation to deal closure, while maintaining accurate records of activities and client information in the CRM database on a daily and timely basis.
• Develop mid and long-term profitable business within the assigned accounts/territory.
• Effectively communicate the Biosciences portfolio with focus on Endotoxin Testing portfolio and Lonza's value proposition to customers. Develops product knowledge capabilities, applications, regulatory knowledge, and product justification in order to be recognized as the expert in the field. Maintains account awareness and evolving market knowledge.
• Effectively organize and schedule time for optimum account and territory coverage, while managing budgets (T&E, telephone, and consumables) and submitting monthly expense reports. Possess the ability to work autonomously from a home-based office and actively contribute to the overall team performance.
• Coordinate with internal resources within Lonza, to provide tailored solutions from the Lonza Biosciences Testing portfolio, addressing customer needs in the Pharmaceutical Industry and driving sales growth while achieving sales targets.
• Collects and forwards to management, market information including competitive promotions, contract prices, new products, new applications and customer needs.
• Perform other duties as assigned.

Qualifications/Skills:

• Degree- Bachelor - Field of Study: Biologist, Biomedical Scientist, Pharmacist, areas of expertise: Biological or Health
• 4+ years of experience in sales and business development in the relevant industry.
• Highly proficient in core selling skills, including prospecting, funnel management, closing, and creating customer value.
• Ability to develop meaningful relationships with key customer stakeholders to further penetrate existing accounts.
• Ability to accurately forecast customer opportunity pipeline within corporate established expectations.
• Proactive mindset with a strong market analytical view.
• Intermediate/advanced knowledge of Excel and Microsoft Office.
• Self-organized and committed to achieving goals and activities on time.
• Strong interpersonal skills and comfortable with public speaking in front of small groups.
• Ability to effectively communicate and collaborate within own team as well as cross-functionally.
• Responsible and ethical compliance.
• Availability for national and international travel. (30%)

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.