Associate Director, Business Development
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Job Description
Assoc. Director responsible for building new customer relationships to drive revenue at Lonza. Position involves frequent travel and collaboration within a complex matrix organization.
Responsibilities:
- Responsible for generating new business from new customers through a high level of customer contact including frequent direct customer visits and extensive networking activities.
- Demonstrate strategic business awareness of the market and customers in order to differentiate Lonza from the competition.
- Effectively promote current technical capabilities and emerging / new technologies as they become available to facilitate generation and closing of new business opportunities.
- Primary means of achieving through e-mail communications, phone conversations, face-to-face meetings, and customer tailored presentations.
- Network and build trust-based relationships throughout target accounts from technical personnel to the executive level.
- Work with marketing, account managers and product development to develop strategies and a territory plan that ensure Lonza’s position as the leading solutions provider.
- Formulate value propositions to generate opportunities to address the customers' needs.
- Provide timely, industry leading customer support and defines and interfaces with internal resources, when necessary.
- Close collaboration and teamwork with internal stakeholders to ensure successful closure and of opportunities.
Requirements:
- Proven track record in delivering year on year business targets for complex high-value deals
- Strong understanding of drug development and commercialization processes
- Proven ability to generate PowerPoint presentations
- Effective at working with scientists and other customer stakeholders, up to and including C-Suite leaders, to discuss the value proposition of Lonza’s offerings, whether it be a small or large value deal
- Understanding of SalesForce.com customer contact management system
- Adept at building strong internal network and navigating a complex matrix organization to optimize influence for ensuring appropriate support levels for territory opportunities
- Customer-facing attitude.
- The ability to build relationships based on trust and long-term commitment.
- Strong gravitas, particularly in specific technology area of focus
Benefits:
- Performance-related bonus.
- Medical, dental and vision insurance.
- 401(k) matching plan.
- Life insurance, as well as short-term and long-term disability insurance.
- Employee assistance programs.
- Paid time off (PTO).
- Retirement options, where applicable.
- and much more!
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