Senior Manager, Sales-Pharma Solutions (Lonza – Capsugel)
Lonza
Summary
At Lonza, we are looking for a commercially driven and customer-focused Senior Manager, Sales – Pharma Solutions to join our Global Pharma Solutions team. In this highly visible role, you will be responsible for driving pipeline growth, expanding strategic customer relationships, and supporting commercial success across our oral and inhaled drug product development and manufacturing services portfolio. You will serve as the primary commercial lead for late-stage and commercial pharmaceutical customers while collaborating closely with technical, operational, and project teams to deliver exceptional customer experiences.
Job description
What will you do:
At Lonza, we are looking for a commercially driven and customer-focused Senior Manager, Sales – Pharma Solutions to join our Global Pharma Solutions team. In this highly visible role, you will be responsible for driving pipeline growth, expanding strategic customer relationships, and supporting commercial success across our oral and inhaled drug product development and manufacturing services portfolio. You will serve as the primary commercial lead for late-stage and commercial pharmaceutical customers while collaborating closely with technical, operational, and project teams to deliver exceptional customer experiences.
- Develop and execute territory sales strategies aligned with Lonza's strategic objectives, growth priorities, and market opportunities.
- Drive pipeline generation through proactive prospecting, lead qualification, and targeted business development activities.
- Manage and grow key customer accounts by expanding existing business, increasing account penetration, and ensuring customer retention.
- Serve as the primary commercial contact for late-stage and commercial pharmaceutical customers throughout the sales lifecycle.
- Lead customer business reviews, Joint Steering Committees, and Executive Steering Committees to strengthen strategic partnerships and drive customer satisfaction.
- Partner with technical, operational, and project management teams to ensure successful program onboarding, execution, and customer experience.
- Identify opportunities for cross-selling and introducing customers to additional Lonza services, technologies, and business units.
- Utilize CRM tools, market intelligence, and key performance metrics to manage sales pipelines, forecast revenue, and drive data-informed business decisions.
What we are looking for:
- Bachelor's degree in Life Sciences, Pharmaceutical Sciences, Chemistry, Engineering, Chemical Engineering, or a related scientific discipline.
- Minimum of 5 years of experience in pharmaceutical CDMO sales, business development, account management, or pharmaceutical development and commercialization.
- Demonstrated success meeting or exceeding sales goals while growing strategic customer relationships.
- Strong understanding of pharmaceutical development, manufacturing, commercialization, and GMP-regulated environments.
- Excellent communication, negotiation, influencing, and relationship-building skills.
- Experience managing complex sales cycles and engaging cross-functional stakeholders within matrix organizations.
- Ability to effectively prioritize opportunities, manage multiple accounts, and drive business outcomes.
- Experience using Salesforce or similar CRM platforms.
- Knowledge of oral dosage forms, inhalation products, and bioavailability enhancement technologies and established network within the pharmaceutical and biotechnology industry.
- Willingness and ability to travel up to 30% as business needs require.
Requirements
- Bachelor's degree in Life Sciences, Pharmaceutical Sciences, Chemistry, Engineering, Chemical Engineering, or a related scientific discipline.
- Minimum of 5 years of experience in pharmaceutical CDMO sales, business development, account management, or pharmaceutical development and commercialization.
- Demonstrated success meeting or exceeding sales goals while growing strategic customer relationships.
- Strong understanding of pharmaceutical development, manufacturing, commercialization, and GMP-regulated environments.
- Excellent communication, negotiation, influencing, and relationship-building skills.
- Experience managing complex sales cycles and engaging cross-functional stakeholders within matrix organizations.
- Ability to effectively prioritize opportunities, manage multiple accounts, and drive business outcomes.
- Experience using Salesforce or similar CRM platforms.
- Knowledge of oral dosage forms, inhalation products, and bioavailability enhancement technologies and established network within the pharmaceutical and biotechnology industry.
- Willingness and ability to travel up to 30% as business needs require.
Benefits
- Performance-related bonus
- Medical, Dental & Vision
- 401(k) Matching
- Life Insurance
- Short & Long-term Disability
- Employee Assistance Programs
- Paid Time Off
Company overview
Lonza is a pioneering global Contract Development and Manufacturing Organization (CDMO) and a world leader in pharmaceutical manufacturing services. Founded in 1897 in Switzerland, the company has evolved into the first and original CDMO, now operating as one of the largest Western CDMO networks with approximately 19,000 employees across more than 30 sites spanning five continents. Lonza specializes in transforming therapeutic discoveries into life-saving and life-enhancing treatments for patients worldwide. The company's comprehensive services span from early development to drug substance and drug product manufacturing, covering established and emerging technologies including mammalian biologics, small molecules, highly potent APIs, bioconjugates, mRNA, microbial products, and cell and gene therapies. With a focus on cutting-edge science, smart technology, and lean manufacturing, Lonza serves a diverse customer base ranging from emerging biotechs to global pharmaceutical companies, delivering integrated solutions throughout the entire treatment lifecycle.