Senior Distribution Manager – Bioprocessing Sales

🔥 3 minutes ago

🦀 Maryland – Remote

🦀 Maryland – Remote

💵 $97k - $155k / year

⏰ Full Time

🟠 Senior

🔗 Supply Chain

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Lonza

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1897

🧬 Biotechnology

💊 Pharmaceuticals

🏭 Manufacturing

💰 $444.8M Post-IPO Debt - Lonza on 2023-11

Biotechnology • Pharmaceuticals • Manufacturing

Lonza is a Swiss-based, global contract development and manufacturing organization (CDMO) and life sciences company. It provides integrated end-to-end offerings across biologics and small-molecule drug development and manufacturing — including cell line development, process and analytical development, formulation and primary packaging, drug substance and drug product manufacturing, and regulatory/CMC support. Lonza's capabilities span advanced synthesis and APIs (including HPAPIs), bioconjugation and ADCs, specialized modalities such as cell & gene therapies, mRNA/LNP, microbial processes, and capsule and health-ingredient products. Founded in Switzerland in 1897, Lonza describes itself as a pioneer and world leader in the CDMO industry and operates with ~20,000 colleagues across five continents to support pharmaceutical and biotech customers.

📋 Description

• Responsible for developing, managing, and optimizing indirect sales channels by building strong relationships with third-party partners (e.g., distributors, resellers, Marketplace). • Drives revenue growth through effective distributor recruitment, enablement, performance management, and compliance. • Owns the regional distributor strategy for assigned countries/territories and ensures distributors meet agreed sales targets, service levels, forecasting accuracy, and operational standards. • Collaborates closely with the Head of Distributor Management, Sales, Marketing, SMEs, and Service teams to ensure a scalable, high-performing distributor network. • Develops and executes regional distribution sales strategies to expand market penetration and revenue growth. • Defines and aligns distributor targets, KPIs, and expectations in collaboration with the Head of DM. • Manages sales delivery and forecasting for designated distributors, ensuring transparency and accuracy. • Ensures optimal stock levels at distributor warehouses, avoiding overstocking and supply disruptions. • Recruits, evaluates, and contracts new distributors in line with regional strategy. • Plans, coordinates, and manages distributor training and enablement programs, including product, application, sales process, and compliance training.

🎯 Requirements

• Bachelor’s degree in a relevant field (e.g., Bioengineering, or related discipline); advanced degree preferred. • Minimum of 3-5 years of sales experience within the life sciences or pharmaceutical industry, with a proven track record of driving revenue and profit growth in complex sales environments. • Strong understanding of customer needs, competitive landscape, and market dynamics across drug discovery, drug manufacturing/QC, and cell & gene therapy segments within biotech/biopharma. • Demonstrated success leading and developing high-performing global sales teams, including talent development, coaching, performance management, and problem resolution. • Exceptional core selling skills (prospecting, funnel management, closing, consultative and technical selling, creating customer value, and delivering effective sales presentations). • Excellent strategic thinking, problem-solving, and analytical abilities. • Outstanding communication, negotiation, presentation, and public-speaking skills, with demonstrated effectiveness across a wide range of audiences. • Ability to work collaboratively across departments and with international teams, including Executive Leadership; strong track record of effective cross-functional partnership. • Willingness and ability to travel across North America approximately 30% of the time to meet business objectives. • Fluency in Portuguese is a plus.

🏖️ 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).