What are the responsibilities and job description for the Technical Sales Manager position at Lonza?
Today, Lonza is a global leader in life sciences operating across three 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.
The Technical Sales Manager role is a unique technical role embedded in a commercial environment.
A key activity of the Technical Sales Manager is to provide scientific as well as operational input and support to the sales and project acquisition process. The Technical Sales Manager is responsible for providing timely and accurate estimates of project timelines, cost, and quality objectives for a defined scope of work. Related opportunities and risks are outlined in this work as well (evaluation process).
The corresponding requests for such evaluation activities are coming from pharma customers resulting from the engagement of the sales team with these customers (RfI, RfPs). Requests from internal stakeholder are possible as well (Business Platform).
Subsequently, the incumbent is responsible for converting the outcome of the evaluation work into a convincing proposal. The proposal will then be sent and presented to either internal or external customers in collaboration with the Sales team (Business Development and Account Management). This goal is achieved by a cross-functional approach of the Technical Sales Manager with experts within operations, product development, as well as the commercial functions and Finance.
The proposed role covers the Small Molecules Drug Product site in Tampa, FL (USA).
Key Responsibilities:
Perform technical project evaluations in the SODF area based on customer RFPs and informal requests, in close collaboration with subject matter experts from Product Development, Manufacturing, Packaging, Distribution, Proposal Managers and other appropriate Support Services
Support the commercial teams on pre-evaluations with and without customers with qualitative assessments of technology and facility fit, project complexity, risk, cost, and timelines needed to define the general approach for a specific opportunity.
Provide agreed (proposal) deliverables to BD/KAM and Commercial Development to finalize the offer (incl. support of the internal approval processes, establishment of commercial models, assistance in the proposal defence process with customers)
Support Commercial Functions/Business platforms as requested at customer calls and visits, conferences, trade shows, contract negotiations, capacity expansion projects and other strategic initiatives.
Maintain and enhance evaluation tools for the assigned site and services to drive continuous improvement in the evaluation process and assure consistency.
Participate in and support Pipeline review and priority-setting meetings with CD.
Key Requirements:
BS required. Preferred area of study: Life Sciences, physical chemistry, drug product manufacturing technologies or equivalent
Solid experience in the pharmaceutical, biopharmaceutical or related industry. Detailed knowledge of all aspects of DP development and manufacturing and requirements thereof (R&D work based on specific problem statements/TPPs, Analytics, technology transfer, validation activities and requirements, CTM and regular manufacturing, cost aspects and value generation). Sound knowledge of GMP standards and international regulations. Knowledge of pharma customers and their needs towards CMO services, knowledge of MS Office applications), knowledge or willingness to learn about financial and controlling aspects
Ability to interpret customer RfPs and other mandates to prepare tailored and compelling offers for customers taking strongly into account Lonza’s needs.
Project management capabilities to drive complex proposal processes in cross-functional teams with an understanding of internal/external customer needs and priorities. Experienced in customer
Promote safety and demand high-quality standards for work being performed
Team player, an open and reliable character with good interpersonal, negotiation and communication skills.
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.
