Associate Director, Account Management

Shanghai, China

The actual location of this job is in Shanghai, China

This role is responsible for proactively managing customer relationships and ensuring the successful execution of ongoing projects. By strengthening customer relationships, increase account penetration, and uncovering new avenues of business. The role will also be responsible to deliver year on year customer satisfaction targets, and territory/account financial targets

What you will get

• An agile career and dynamic working culture.
• An inclusive and ethical workplace.
• Compensation programs that recognize high performance.
• A variety of benefits dependent on role and location.

The full list of our global benefits can be found here: https://www.lonza.com/careers/benefits .

What you will do

• To develop robust and well thought out strategic account plans, and to obtain sales management and business unit approval of the plans. Account planning should be based on but not limited to current market/industry trends, and a sound understanding of the accounts pipeline a commercialization strategy
• Manage ongoing account business and contractual negotiations. Ensure on time delivery and execution of Scope of Work. Organize and host Lonza & Customer Joint Steering Committees and Executive Steering Committees. Ensures that all lead and opportunity is consistently kept up to date to apprise senior management on the overall status of the incumbent’s account opportunity pipeline
• Plan and perform the selling, proposal and contract negotiation processes, developing and deploying robust value propositions and action plans to close deals effectively and maximize margin
• Act as the customer advocate and leverage internal team expertise to resolve problems and follow through on commitments, elevating critical issues to the appropriate management level for removal of organizational barriers to resolve customer problems
• Builds a broad base of support among key decision makers and influencers. Understands/interprets company & customer financial data to demonstrate value to customer and customer's customer
• Build strong relationships with existing accounts.
• Monitors, manages, and ultimately improves customer satisfaction.
• Support Business Development team in hunting for new customers
• Performs regular account health checks
• Perform other duties as assigned

What we are looking for

• Demonstrate experience in managing ongoing accounts and negotiating contracts (eg. MSAs,etc)
• Demonstrate competence in collaboration, teamwork and communication with customer, as well as internal Commercial Leadership
• Demonstrate proven experience in hunting for and closing complex deals with multiple projects across all Lonza technologies
• 5 -10 years of commercial experience in Pharmaceutical, Biotech or CDMO space.
• Bachelor’s degree in biology, Biochemistry, Molecular Biology, Cell Biology or any related science degree

About Lonza

At Lonza, our people are our greatest strength. With 30+ sites across five continents, our globally connected teams work together every day to manufacture the medicines of tomorrow. Our core values of Collaboration, Accountability, Excellence, Passion and Integrity reflect who we are and how we work together. Everyone’s ideas, big or small, have the potential to improve millions of lives, and that’s the kind of work we want you to be part of.

Innovation thrives when people from all backgrounds bring their unique perspectives to the table. At Lonza, we value diversity and are committed to creating an inclusive environment for all employees. If you’re ready to help turn our customers’ breakthrough ideas into viable therapies, we look forward to welcoming you on board.