Senior Manager, Business Development APAC
Location: Japan/South Korea
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 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.
As a Senior Manager, you will be primarily responsible for driving new business acquisition and achieving ambitious year-on-year revenue and pipeline growth targets within a critical defined region.
What you will do:
1. New Business Generation & Customer Engagement
Customer Acquisition: Lead the effort to generate new business exclusively from new customers within your assigned region.
High-Touch Interaction: Maintain a high level of customer contact, including frequent direct customer visits and extensive professional networking activities.
Partnership Scouting: Proactively scout external partners, conduct thorough due diligence, and collaborate with internal Subject Matter Experts (SMEs) to rigorously evaluate new business and partnership opportunities.
2. Strategic Market Leadership
Market Intelligence: Demonstrate deep strategic business awareness of the market, competitive landscape, and customer needs to effectively differentiate Lonza from the competition.
Territory Planning: Develop and execute a comprehensive territory plan, capturing the nuances and strategic roadmap necessary for aggressive growth within your region.
Commercial Leadership: Identify critical commercial opportunities and take the lead on all pre-signature engagements (from initial lead qualification through to deal closure).
3. Deal Structure & Execution
Deal Ownership: Be accountable for leading the transactional aspects of the deal.
Commercial Documentation: Define the deal structure and oversee the preparation of the term sheet (Master Service Agreement - MSA).
Process Management: Lead the Proposal process, define the Pricing strategy, manage negotiation activities, and ensure seamless deal execution.
Collaboration and Internal Alignment
Stakeholder Consensus: Internally drive consensus among key stakeholders (Commercial Development, Legal, Finance, Proposal, and Technical teams) to ensure an optimum outcome for both the Client and Lonza.
Teamwork: Work in close collaboration with internal stakeholders to ensure the successful closure and handover of opportunities.
Cross-Functional Strategy: Partner with Marketing, Account Managers, Finance, Legal, and Product Development to develop strategies and a robust territory plan that solidify Lonza’s position as the leading solutions provider.
External Engagement and Relationship Management
Technical Promotion: Effectively promote current technical capabilities and emerging/new technologies to facilitate the generation and closing of new business. This will be achieved through professional methods including:
E-mail communications and phone conversations.
Face-to-face meetings and customer-tailored presentations.
Relationship Building: Network and build trust-based relationships throughout target accounts, engaging personnel from the technical level up to the executive level.
Ambassador Role: Act as a Lonza ambassador, representing the company at industry conferences and partnering events. You will be responsible for expanding customer engagement and developing/managing relationships with potential clients.
Contract Negotiation: Effectively communicate Lonza’s position and negotiate contracts where appropriate.
Customer Support: Provide timely, industry-leading customer support and effectively define and interface with internal resources when necessary.
Market Strategy and Value Proposition
Expert Knowledge: Maintain strong technical and market knowledge to enable meaningful and insightful conversations with prospective customers.
Value Creation: Formulate compelling value propositions designed to generate opportunities that directly address the customers' specific needs.
Market Insight: Identify market trends, thoroughly assess market potential, and develop data-driven strategies to grow market share. Communicate these findings effectively with internal stakeholders.
What we are looking for:
Degree in a relevant field of study and with minimum 5 years working experience within the same field
Great working attitude and with appetite for collaboration and partnership with both internal and external stakeholders
Proven track record in managing commercials and portfolio expansions in region
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.