Director, Head of Indirect Sales and Sales Strategy

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 an inspirational and agile Director, Head of Indirect Sales and Sales Strategy EMEA.

This role could potentially be based in other locations in Europe remotely.

**Key Responsibilities**:

- ** Leadership**:

- Develop and implement a comprehensive sales strategy for the EMEA region, focusing on distributor and agent sales channels
- Identify and capitalize on growth opportunities within the region to drive revenue and market share
- Align regional sales strategy with the global GTM strategy, ensuring consistency and effectiveness
- ** Team Management**:

- Lead, mentor, and develop a high-performing team of distributor sales professionals
- Foster a culture of excellence, collaboration, and continuous improvement within the team
- Set clear performance expectations and provide regular feedback to drive team success
- ** Change Management**:

- Lead the transformation from traditional distributor models to more innovative, value-driven approaches
- Develop and execute change management strategies to ensure smooth transitions and adoption of new processes and systems
- Communicate the vision and benefits of change effectively to all stakeholders, gaining their support and commitment
- ** Distributor and Channel Management**:

- Build and maintain strong relationships with key distributors and agents in the region
- Develop and execute channel programs to enhance partner engagement and performance
- Monitor and analyze distributor performance, providing insights and recommendations for improvement
- ** Collaboration and Interdependencies**:

- Coordinate closely with direct sales teams to ensure alignment and synergy in sales efforts
- Manage interdependencies between distributor sales, direct sales, and other internal functions to drive cohesive and effective sales operations
- Work collaboratively with marketing, product management, and customer service teams to support sales initiatives and customer needs
- ** Performance Monitoring and Reporting**:

- Establish and track key performance metrics to measure the success of regional sales initiatives
- Provide regular reports and insights to senior leadership on sales performance, market trends, and growth opportunities
- Utilize data-driven approaches to make informed decisions and drive continuous improvement

**Key requirements**:

- Embodies 4 core behaviors of Accountability, Insightfulness, Tenacity and Collaboration and lives this by example through each interaction, internally and externally
- Bachelor’s degree in Business, Marketing, or a related field; MBA or advanced degree preferred
- Proven experience in a sales leadership role, with a focus on distributor and channel sales
- Strong understanding of the EMEA market and regional business dynamics
- Demonstrated success in developing and executing sales strategies that drive revenue growth, in particular with distributors and agents
- Exceptional leadership and team management skills, with the ability to inspire and motivate a diverse team, and champion the mindset of coach, communicate and care
- Excellent communication and interpersonal skills, with the ability to build strong relationships with internal and external stakeholders
- Analytical and data-driven mindset, with proficiency to analyze sales analytics and reporting tools.
- Ability to travel within the region as needed
- English fluent, other language an advantage
- Knowledge of Pharmaceutical and/or nutrition business is preferred