Senior Director, Business Development US West Coast

Lonza•Bend, OR

1d•Remote

About The Position

Providing leadership, direction, and resource stewardship to the Advanced Synthesis (ADS) sales function, The Senior Director, Sales & Business Development West Coast will lead the West Coast Business Development team, with a primary focus on driving new CDMO business. This individual will partner closely with the commercial development team to support strategic growth initiatives, expanding the customer base, strengthening client relationships, and driving revenue growth. The role is critical to positioning the company as a trusted partner within the pharmaceutical and biotech manufacturing landscape. This position requires a deep understanding of the CDMO market, strong commercial acumen, and the ability to develop and execute strategies aligned with organizational objectives. This role can sit anywhere on the West Coast, United States.

Requirements

Demonstrated hunter mindset, with the ability to coach teams in proactive, opportunity-driven sales strategies
Strong strategic thinking and analytical problem-solving skills
Excellent communication and networking abilities, with a track record of building internal and external stakeholder relationships
Ability to develop tailored solutions that address customer needs and gaps
Solid understanding of: Clinical drug development phases, Small molecule drug substance (process development and manufacturing, including late-phase requirements), Oral solid dosage forms (formulation development and manufacturing), GMP and regulatory requirements
Skilled in managing long sales cycles by adapting strategies based on client feedback, behavior, and market conditions
High ethical standards, with a focus on transparency and trust-building
Strong awareness of market trends and competitive landscape, with the ability to align strategies to long-term business goals
Comfortable leveraging digital marketing to engage clients and generate leads
Effective negotiator with experience managing both external client agreements (MSAs, CSAs, T&Cs) and internal cross-functional alignment
Bachelor’s degree in Life Sciences or Engineering required (e.g., Chemistry, Chemical Engineering, Pharmaceutical Sciences); Master’s and/or MBA preferred
12+ years of experience, with a proven track record of achieving revenue targets and closing complex deals
Established network within the pharmaceutical and biotech sectors, particularly within the West Coast territory
Prior experience in CDMO business development required
Previous people management experience required
Willingness to travel (~40%) for client meetings, site visits, internal meetings, and industry conferences

Nice To Haves

Master’s and/or MBA preferred

Responsibilities

Develop and execute a comprehensive sales and business development strategy to achieve revenue and growth targets
Identify new market opportunities and emerging industry trends within the CDMO sector
Build and maintain strong relationships with key decision-makers across pharmaceutical and biotech organizations
Lead negotiations and close complex, high-value contracts for development and manufacturing services
Drive expansion into new therapeutic areas and geographic markets
Collaborate with marketing and technical teams to effectively position service offerings and grow market share
Lead, mentor, and develop a high-performing sales and business development team, fostering a strong “hunter” mentality
Promote a culture of accountability, collaboration, and continuous improvement
Partner with operations, R&D, and quality teams to ensure seamless execution and high levels of client satisfaction
Provide insights on market trends, customer needs, and competitive dynamics to inform service development and pricing strategies