Senior Director, Bioprocessing Sales, EMEA

Germany, Cologne

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.

We are looking for a Senior Director, Regional Sales, will be a pivotal leader within our Commercial organization, responsible for driving above market revenue growth and market share expansion for our diverse life sciences product portfolio across the assigned region.

This role requires a visionary leader with a deep understanding of the life sciences market, a proven track record in building and leading high-performing sales teams, and exceptional strategic acumen to capitalize on regional opportunities.

The Senior Director will lead a team comprising Business Development Managers, Account Managers, and Subject Matter Experts, fostering a culture of excellence, collaboration, and customer-centricity.

Join us today and apply for this exciting opportunity at Lonza.

Key Responsibilities

• Develop and execute a comprehensive regional sales strategy aligned with global commercial objectives, focusing on revenue growth, market penetration, and profitability for bioprocessing consumables including cell culture media, testing reagents and equipment, software and other life sciences products.
• Recruit, lead, mentor, and develop a high-performing regional sales team, including Business Development Managers, Account Managers, and Subject Matter Experts. Foster a culture of accountability, continuous improvement, and customer success.
• Drive strategic business development initiatives to identify new market opportunities, forge key customer relationships, and expand our customer base within the region.
• Establish ambitious sales targets, implement robust forecasting methodologies, and manage the regional sales pipeline to consistently achieve and exceed revenue goals.
• Monitor regional market trends, competitive landscapes, and customer needs to inform sales strategies, product development, and marketing initiatives.
• Collaborate closely with Marketing, Product Management, R&D, Operations, and Customer Service teams to ensure seamless go-to-market strategies, product launches, and outstanding customer experiences.
• Oversee strategic key account relationships, ensuring exceptional service delivery and identifying opportunities for expansion and long-term partnerships.
• Manage the regional sales budget effectively, optimizing resource allocation to maximize sales efficiency and return on investment.
• Drive the effective utilization of CRM systems (e.g., Salesforce) and continuously optimize sales processes to enhance efficiency, data integrity, and reporting capabilities.

Key Requirements

• Bachelor's degree in Life Science discipline, Business or a related field required.
• Highly Experienced in Progressive sales leadership experience within the life sciences, biotechnology, pharmaceutical, or diagnostics industry, with a strong focus on selling consumables and lab equipment / tools.
• Advanced experience in Regional leadership role experience (e.g., APAC, EMEA, Americas), managing diverse sales teams across multiple countries or sub-regions.
• Exceptional strategic planning and execution skills, with the ability to translate market insights into actionable sales plans.
• Strong financial acumen and experience with sales forecasting, budgeting, and P&L management.
• Outstanding leadership, coaching, and team-building capabilities.
• Excellent communication, negotiation, and presentation skills, with the ability to influence at all levels.
• Deep understanding of the sales cycle for complex life sciences products and solutions.
• Proficiency in CRM software (e.g., Salesforce) and sales analytics tools.
• Ability to thrive in a fast-paced, complex, and evolving global environment.
• Demonstrated success in consistently exceeding sales targets and driving significant revenue growth in a competitive market.
• Proven experience leading and developing multi-layered sales organizations, including Business Development, Account Management, and technical Subject Matter Experts.
• Experience with both direct sales models and channel partner management.

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.

Reference: R72357

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