Associate Director, Sales Excellence

🕒 6 days ago

🦀 Maryland – Remote

🦀 Maryland – Remote

💵 $150k - $200k / year

⏰ Full Time

🟠 Senior

🤑 Sales

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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

• Act as the central driver for commercial effectiveness, process rigor, and operational governance across our global Advanced Synthesis (ADS) sales organization. • Serve as a strategic partner to sales leaders. • Develop and manage sales performance frameworks, maximizing adoption of modern digital tools (including Salesforce/SFDC, AI/Copilot, and digital enablement platforms). • Provide data-driven analytics to optimize pipeline quality, forecast accuracy, and overall sales force productivity. • Own the implementation, standardization, and continuous improvement of sales operating procedures, pipeline governance, and CRM discipline across all global ADS regions. • Lead the adoption and optimization of commercial platforms (SFDC, Omni, BigTinCan, Copilot/AI, LMS) to streamline sales workflows and drive process automation. • Establish performance management frameworks, executive dashboards, win/loss analyses, and incentive tracking (SIP/SPIFF) to convert commercial data into actionable strategic insights. • Coordinate leadership operating rhythms, strategic business reviews, cross-functional initiatives, and organizational accountability. • Serve as the core bridge between Sales and enabling functions—including Commercial Excellence, Marketing, Commercial Development, Finance, and Legal—to ensure rapid, aligned commercial execution. • Identify commercial capability gaps and roll out targeted enablement programs, tools, and training solutions to maximize team readiness.

🎯 Requirements

• 5–10 years of advanced experience in Sales Excellence, Commercial Excellence, Sales Operations, or Commercial Analytics within a complex, global matrixed organization. • 5–10 years of deep hands-on expertise with Salesforce (SFDC) and modern sales enablement, analytics, or AI-assisted commercial platforms. • A self-starter and "trailblazer" mindset—someone who instinctively follows the thread, identifies process gaps, and independently builds solutions without needing step-by-step direction. • Proven track record of working comfortably alongside Senior Leadership Teams (SLT), influencing senior stakeholders, and driving alignment without direct line authority. • Prior life sciences or CDMO experience is not strictly required; we welcome strong commercial excellence professionals from diverse global industries. • Bachelor’s degree in Business Systems, Business Administration, Life Sciences, or a related discipline is required. An advanced degree (MBA, Master's) is preferred.

🏖️ Benefits

• An agile career and dynamic working culture. • An inclusive and ethical workplace. • 401(k) matching plan. • Life insurance, as well as short-term and long-term disability insurance. • Compensation programs that recognize high performance, plus comprehensive health, dental, vision, and generous PTO packages.