Director, Account Management (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 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.
This Director, Account Management role within Capsules Health & Ingredients is a key growth driver for Lonza's Pharma Services Business Unit. The position is responsible for building and executing the Pharma Services strategic plan to expand our global presence in oral and inhalation drug delivery, while identifying opportunities for innovation in emerging technologies. With a focus on acquiring new accounts and strengthening existing client partnerships, this role will lead sales growth and pipeline development across the Northeast and Midwest regions. Serving as the primary point of contact for clients and prospects, the incumbent will be accountable for delivering approximately $8M USD in annual revenue and securing at least 10 new programs, ensuring long-term success through expansion, retention, and strategic relationship management.
This is a remote position based in the Mid-Atlantic area, requiring a professional home office with reliable high-speed internet for confidential virtual meetings. The role requires strong self-management to work effectively across global time zones in a fast-paced, results-driven environment. The position involves regular travel (up to 40%) for client meetings, internal events, industry conferences, and site visits—including laboratories, cleanrooms, and GMP manufacturing areas—with appropriate PPE as needed.
Key Responsibilities:
Develop and execute sales and retention strategies for existing and new customers in Lonza's Pharma Services portfolio, ensuring pipeline growth and account expansion.
Analyze global inhalation and OSD markets to define business models, identify opportunities, and differentiate Lonza from competitors.
Collaborate with sales, marketing, and site leadership to target opportunities, implement strategic plans, and align initiatives with company goals.
Manage and strengthen customer relationships, serving as the primary point of contact and advocate, while overseeing program execution, account health, and satisfaction.
Organize and lead Joint and Executive Steering Committees, guiding new customers from program award through onboarding and handover.
Track and report on KPIs to evaluate sales effectiveness and make data-driven adjustments.
Identify opportunities to expand services or introduce new business units to existing clients, balancing technical and business considerations.
Key Requirements:
Master's and/or MBA preferred (Chemistry, Chemical Engineering, or Pharmaceutical Sciences preferred)
15+ years in CDMO small molecule drug product sales or equivalent dosage formulation development
Proven track record of year-over-year sales growth and new account acquisition
Established customer network within the territory
Strong networking and relationship-building with internal and external stakeholders
Solid understanding of clinical drug development, bioavailability enhancement, and oral/inhaled formulation activities
Knowledge of small molecule GMP and regulatory requirements
Ability to manage long sales cycles and adapt strategies based on client feedback and market changes
High ethical standards, transparency, and ability to build client trust
Awareness of market trends, competitive landscape, and emerging opportunities
Proficiency with Salesforce and digital marketing tools for client engagement and lead generation
Strong communication skills to effectively coordinate with multiple business units
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 remote position is $229,000.00 – $254,000.00. 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.
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.
