Associate Director, Account Management
At a glance
Leadership Account Management role at Lonza. Shanghai · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build strategic account plans from market trends and pipeline insight, then secure approval from sales management and business units
- Run account operations and contract talks while keeping Scope of Work delivery on schedule
- Lead customer and internal steering committees, including joint and executive sessions
- Keep opportunities current, advance complex proposals, and negotiate deals that protect margin
- Champion customer issues internally, improve satisfaction, and help business development win new customers
What you bring
- Five to ten years of commercial work in pharmaceuticals, biotech, or the CDMO sector
- A bachelor’s degree in biology, biochemistry, molecular biology, cell biology, or a related science
- Hands-on account management and contract negotiation experience, including agreements such as MSAs
- A record of collaborating and communicating with customers and internal commercial leaders
- Experience finding and closing complex deals spanning multiple Lonza technologies
Who this fits
You’ll suit a senior commercial account role focused on existing relationships, expansion, complex negotiations, and new-customer support. The position is based in Shanghai, China and calls for scientific training alongside pharmaceutical, biotech, or CDMO experience.
From the employer
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 marginAct 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 customerBuild 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.
Ready to shape the future of life sciences? Apply now.
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