Head of Distribution Sales, Americas

Lonza • Greenwood, SC

136d

About The Position

Today, Lonza is a global leader in life sciences operating across five continents. 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. We are excited to introduce a remarkable opportunity at Lonza as the Head of Distribution Sales, Americas. This position will be crucial in directing and leading our distributor network across North, Central, and South America. This is your chance to join a world-class team, contributing to outstanding growth and innovation at Lonza!

Requirements

• Bachelor’s degree or equivalent experience is required; MSc or MBA or equivalent experience preferred.
• Strong understanding of principal-distributor dynamics in competitive and technical B2B environments.
• Proven track record of developing and implementing sales strategies that boost revenue growth, especially with distributors and agents.
• Analytical and data-driven approach, with expertise in analyzing sales analytics and reporting tools.
• Willingness to travel within the region, up to 50%, as required.

Responsibilities

• Build and implement a comprehensive indirect sales approach for the Americas, emphasizing distribution and agency channels in line with global objectives.
• Identify and capitalize on regional growth opportunities to increase revenue and market share through distribution.
• Lead the channel partner selection process across the AMERs region and build a high-performing network of distributor sales professionals.
• Foster a culture of excellence, collaboration, and continuous improvement across the distributor and agent network, setting clear performance expectations and providing regular feedback.
• Develop and implement channel programs to improve partner engagement and monitor distributor performance, offering insights and recommendations for improvement.
• Lead the transition from conventional distributor relationships to a more strategic approach, backed by successful change management and adherence to Lonza CHI processes.
• Collaborate with the Global Distribution Leader to improve global initiatives and oversight in the AMER region.
• Collaborate with direct sales teams and internal stakeholders—including marketing, product management, and customer service—to ensure cohesive and aligned sales operations.
• Oversee distribution contract negotiations and governance in close coordination with the global distribution leader.
• Establish and manage key performance indicators to evaluate indirect sales outcomes and provide regular reports and insights to senior leadership on performance, white space, and growth opportunities.
• Apply data-driven decision-making to continuously improve the distribution network.

What This Job Offers

• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees