Territory Sales Manager

Today Lonza is a global leader in life sciences. 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.

Lonza’s Capsules & Health Ingredients business is the trusted partner for innovative products, including capsules and health ingredients, customization services and end-to-end dosage form solutions for pharmaceutical and nutraceutical companies.
- Colmar, France | Lonza

is currently looking for a Territory Sales Manager who will focus on Hard Empty Capsules sales at existing customers with special focus on Pharma and OTC French and Swiss customers. Identify and evaluate business opportunities to grow Lonza’s share in the oral dosage marketplace. Work closely with divisional and regional business leaders in order to identify and select strategic business opportunities and to define effective plans to secure growth for Lonza Capsule Health Ingredients (CHI). Find ways to develop business by developing partnership with the main accounts by establishing tight and long term relation with R&D, Quality, Marketing and Purchasing departments. Assist in analyzing CHI market to identify strategic opportunities designed to enhance the overall business. Coordinate assigned cross functional projects with the objective to grow the business. Responsible for establishing the market evaluation positioning and introduction of new products, services, and technologies in the region.

The key objective of the role is to grow our sales, coordinate projects and build the networks and relationships that open up growth opportunities and create value for the customer and Capsule Health Ingredients. Strong Sales & Business Development skills will enable working with customers to ensure the successful development of new products and growth initiatives. At times, the role might also require troubleshooting when needed and the energy and responsiveness to rapidly resolve issues as they arise while always keeping customer’s satisfaction at the highest.

A close working relationship must be maintained with colleagues at CHI EMEA to coordinate projects and developments. This includes coordination with the EMEA sales and Business Development team. It involves close liaison with support centers in Bornem Belgium and Colmar France.

Position is expected to be home office based in France.

Key responsibilities:
- Responsible for sales and generating new business & expansion of the customer base through direct customer visits- Must be able to generate and close new business opportunities by promoting current technologies and emerging technologies as they become available- Identify market trends, assess market potential and develop strategies to grow CHI market share in the Pharmaceutical Industries.- Make presentations and implement development projects at customers, set in place the required project plans, execute the plan and close new business.- Provide timely customer support, define and interface with internal resources, when necessary.- Work with CHI marketing, sales and product development to develop strategies that ensures CHI position as a multi products solution provider for customers’ existing products and new product introductions.- Ability to sell and manage to all levels of relationships including VP and Director of CHI customers.

Key requirements:
- Bachelor’s degree in sciences, Pharmaceutical & chemistry and a postgraduate qualification in Business, or Technical field, Advanced degree is a valuable asset.- Experience in Strategic Business Planning, including Sales, Product Development, Marketing and Business Development- Must have project management experience in developing and implementing the introduction of new lines of products or new technologies to the marketplace, and be able to manage the project to conclusion with a results oriented focus.- Must be willing to travel extensively (50%).- Knowledge of product life cycles is required.- Must be action and execution oriented, possess the ability to work independently and organizational agility.- Experience in identifying market trends and establishing action plans that capitalize on those trends.- Must be able to work across regions and multiple functions.- Sales driven and result oriented with a high degree of enthusiasm, creativity and an entrepreneurial mindset.- Fluent in French and English.

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