Associate Director, Business Development, Biologics

Responsibilities

• New Business Generation: Hunt and secure new clinical and commercial contracts from prospective customers through intensive market penetration, frequent face-to-face customer visits, and extensive executive networking.
• Strategic Territory Planning: Develop, own, and execute a comprehensive commercial territory plan across the US West region, defining specific technology focus areas to maximize market share.
• Technical Portfolio Promotion: Differentiate Lonza from competitors by articulately pitching current technical capabilities and emerging modalities via tailored presentations, technical consultations, and high-impact value propositions.
• Executive Relationship Building: Establish and maintain trust-based, long-term commitments across target accounts, seamlessly bridging technical dialogues with scientists and commercial negotiations with C-suite leaders.
• Cross-Functional Strategy Collaboration: Partner closely with Global Marketing, Account Management, and Product Development teams to align commercial offerings with emerging customer needs and position Lonza as the premier solutions provider.
• Matrix Interface & Support: Navigate internal networks efficiently, interfacing with technical Subject Matter Experts (SMEs), Proposals, and Operations to design winning technical proposals and ensure flawless customer support.
• Pipeline Management: Maintain absolute accuracy within SalesForce.com (SFDC), tracking customer contact histories, managing deal stages, and forecasting sales metrics transparently.

Requirements

• Experience: Proven, successful track record of delivering year-on-year business targets by identifying, structuring, and closing complex, high-value outsourcing or service deals within the life sciences sector.
• Technical & Industry Intelligence: Deep, foundational understanding of the drug development, clinical manufacturing, and commercialization pathways for biological therapeutics.
• Commercial Presence & Gravitas: High level of professional gravitas, with a customer-facing attitude built on trust. Exceptional presentation skills with a proven ability to independently generate and deliver technical sales decks.
• Matrix Navigation & Influence: Adept at building a strong internal network and navigating a complex, multi-site global matrix organization to optimize technical and executive support for regional opportunities.
• Digital Tools: Practical, hands-on proficiency utilizing SalesForce.com (or equivalent CRM platform) for robust opportunity and pipeline management.
• Education: Bachelor's Degree in Life Sciences or Engineering (specifically Biology, Biochemistry, or a related Technical degree) is required. Advanced technical degrees or an MBA are a distinct advantage.
• About Lonza
• At Lonza, our people are our greatest strength. With 30+ sites across five continents, our globally connected teams work together every day to manufacture the medicines of tomorrow. Our core v

Benefits

Additional Information

Associate Director, Business Development, Biologics - San Francisco / Bay Area Location: San Francisco / Bay Area, CA (Remote). Note on Travel & Location: This is a field-based, remote position. Candidates must be ideally based within or near the San Francisco Bay Area to facilitate frequent direct travel and face-to-face engagements with clients across the US West territory. We are seeking a high-caliber, commercially astute sales leader to join our global Commercial organization as the Associate Director, Biologics Business Development . Managing the US West territory, this role is directly responsible for proactively identifying, penetrating, and securing new customer relationships to drive year-on-year revenue and pipeline opportunity growth for Lonza Pharma & Biotech. Focused on hunting and closing new clinical development business, you will effectively promote Lonza's comprehensive Biologics portfolio-including Applied Protein Services, Mammalian, Microbial, Bioconjugates, and Drug Product service offerings. Operating in a highly dynamic market, you will serve as a primary brand ambassador, navigating complex matrix structures internally while establishing trust-based partnerships with biotech and pharma clients from technical scientists up to C-suite executives. What you will get: The full-time base annual salary for this position is expected to range between $158,000 to $205,000 . Compensation within this range will be determined by the successful candidate's qualifications, skills, experience, and job-related knowledge. In addition, we offer a comprehensive benefits package: Performance‑related bonus program Corporate car allowance Comprehensive medical, dental, and vision insurance 401(k) plan with competitive company matching Company-paid life insurance, alongside short‑term and long‑term disability coverage Employee Assistance Programs (EAP) and retirement options Paid Time Off (PTO) Our full list of global benefits can be found here: https://www.lonza.com/careers/benefits .

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at Lonza? Share your experience