Associate Director, Business Development, Licensing (West Coast)

Lonza, Inc.•Portsmouth, NH

28d•$175,000 - $224,000•Remote

About The Position

The purpose of this role is to seed the innovator market in given territory (N. America/West Coast) with Lonza technologies. Specifically, this role identifies and secures opportunities to grow the N. American (West Coast) Licensing customer pool based on deep market understanding and customer insights. The Associate Director will also ensure that sales activities, marketing, and communication strategies deliver on defined territory Business Development targets.

Requirements

Strong hunting and prospecting skills with proven Pharma business development / direct sales experience and significant contact network within innovative Pharma/Biotech industry in N. America
Demonstrated negotiation and presentation skills, strong business awareness and commercial acumen
Bachelor's degree
Experience in use of Salesforce or similar CRM in managing opportunity and lead pipeline.
Strong interpersonal and communication skills. Creative, adaptable, capable of self-motivation and independence
Strategic and critical thinker, able to process market information, identify opportunities and develop appropriate strategies to realise them
Highly collaborative: Able to work effectively in a matrix organisation and inspire and motivate colleagues in distant locations to collaborate on common goals
Fundamental understanding/experience with biologics manufacturing along with basic scientific background to understand the principles of bioprocess technology and biotherapeutics (i.e. antibodies, proteins, DNA, gene therapies, cell therapies)
Fundamental understanding of Intellectual Property, in general, and as it applies to N. America
Fundamental understanding and awareness of pharma/biotech regulation in N America
Ability to travel as required.

Responsibilities

Drive adoption of Lonza technologies by pharma/biotech innovators by actively prospecting for and securing customers via out-licensing agreements (research evaluation agreements). Achieve N. America (West Coast) Business Development goals which contributes to an overall team goal and is typically expressed as numbers of specific deal types.
Collaborate with Marketing, Business Development and Account Managers across Lonza Platforms and other functions within the business unit to design, implement, and deliver marketing, business development, and communication strategies.
Drive achievements through N. America (West Coast) focused marketing campaigns including attending relevant conferences, roadshows, and digital programs.
Provide feedback from customers to internal stakeholders, including relevant business unit team members to ensure we evaluate ways to continuously improve our licensing product offerings.
Contribute to strategic planning activities to maximize Licensing goals in N. America (West Coast).
Work with relevant Lonza colleagues and assess relevant market research to establish a thorough understanding of the innovator ecosystem in N. America (West Coast) in order to define the Licensing market opportunity, customer perspectives, and competitor analysis.