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.
The Executive Director for Hard Capsules Sales, Americas will lead the hard empty capsules (HEC) sales organization for Lonza CHI, including all North America direct and channel sales for HEC, and all CHI sales for South America.
The Executive Director will provide leadership, direction and execution of the hard empty capsules value chain commercial activiies, as well as be responsible for and deliver results with the frontline sales teams. This includes the development of differentiated go-to-market strategies, organizational and role definition and development plans, and commercial execution plans across our North America (NA) Nutrition and Ingredients customer segments and sales teams (US, Canada, Mexico), as well as our South American customers and commercial team.
This role will be part of the Regional Business Unit Leadership team, reporting directly to the Vice President and Regional Business Unit Head, Americas. Direct reports will include: Senior Director, NA Pharma HEC Sales, Senior Director, NA Nutrition HEC Sales, Director, South America Commercial, and other commercial director roles as needed to deliver on CHI Americas’ commercial execution plan. This role will work cross-functionally with the regional marketing, global marketing, and global product management teams to identify, create, and optimize best practice standards, methodologies, and processes to drive organizational and commercial excellence.
This position plays a critical role in the execution of our commercial go-to-market strategy including planning, reporting, target setting and monitoring, commercial organization and process optimization, program implementation, and support of recruiting and selection of commercial resource talent. The role will contribute with inputs to define the global CHI long-term strategy, the region’s annual Business Strategic Review process, and define and lead the short term (12-24 month) regionalization and implementation of go-to-market plans and commercial team execution in coordination with and supported by the Regional Marketing Lead. The role
This person will support the region and will work in coordination with the Regional Marketing Lead for collaborations with major Pharma/ Ingredients & Nutrition customers and facilitates all inputs and reviews with the global stakeholders as needed (ex.- global product management, market intelligence, and pricing teams).
Role Responsibilities
- Builds a capable and agile Americas sales organization with the commercial skills, technical skills, experience and know-how to define the optimal commercial processes for CHI Americas and implement appropriate systems and controls to sustainably deliver results.
- Create and execute a Go-to-market approach consistent with RBU strategy and CHI Divisional Commercial initiatives. Organize, define and allocate commercial roles as needed to deliver optimal results and build long-term customer relationships.
- Collaborate cross-functionally with Digital, Product Management, and Marketing teams to optimize go to market strategies for new and existing products.
- Through the regional sales leadership team, direct territory planning and business development efforts to quickly scale and maximize sales success, including developing commercial support tools, implementing go-to-market campaigns, and partnering with internal stakeholders, such as Regional Marketing and the global Commercial Excellence Teams.
- Collaborate with commercial leadership/ peers across CHI RBUs and other Lonza business units (BU) to identify opportunities to drive global strategic account management and capitalize on Lonza’s combined offering for larger customers working across therapeutic modalities.
- Define and determine the selling motions and other commercial best practices necessary to deliver sustainable, profitable growth of the RBU. Translate strategy into specific action plans to set annual performance goals and sales targets while ensuring efficient and compliant client and commercial processes.
- Collaborate with Commercial Excellence to develop, implement, train, and maintain all commercial policies and playbooks.
- Evaluate deal economics, commercial terms and conditions, operational requirements, and all other requests outside of market and company terms and conditions, supported by the Global Competitive Intelligence, Business Analysis, and Pricing teams.
- Manage, measure, review and constantly improve commercial policies and procedures from design through to completion.
- Coordinates sales forecasting, planning, and budgeting processes.
- Proactively identify opportunities for sales process improvement.
- Monitors the accuracy and efficacy of commercial reports and other intelligence essential to the RBU.
- Responsible for appropriate management/ governance systems are implemented to achieve regional business unit and company goals.
- Perform other duties as assigned.
Requirements:
- Bachelor's degree inBusiness, Science or related; MBA a plus
- Total 10+ years of relevant experience of which more than 5 years of leadership experience leading complex organizations
- Deep knowledge in Commercial functions in Life Sciences, CDMO, or other regulated sectors
- Sophisticated understanding of key business drivers globally, leveraging these insights to drive sound and timely decision making at the right organizational levels
- Proven leadership experience of commercial teams
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.
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.
United States
