Senior Director, Commercial Strategy & Operations Execution – AMER

Lonza•Greenwood, SC

13d

About The Position

Today, Lonza is a global leader in life sciences operating across three 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. Serves as the commercial ops and strategic partner to the AMER RBU Lead, driving execution of commercial strategy, value drivers and programs across the region. The role ensures consistent application of global standards, enables cross-functional alignment, and reinforces commercial subject area to improve performance and accountability. In this role the leader will heavily influence regional commercial leaders and analysts within the AMER region to ensure sales excellence and consistently is evident!

Requirements

Experience & Background
10+ years in commercial roles such as Sales, Sales Operations, commercial strategy, Business Intelligence, GTM leadership, or Chief of Staff
Prior experience in a matrixed and global B2B environment, ideally life sciences
Proven ability to lead cross-functional initiatives without direct authority
Skills & Capabilities
Strong knowledge of sales process, pipeline management, CRM (Salesforce), and planning cycles
High comfort working with data and commercial performance metrics
Executive communication and collaborator management skills
Able to operate with ambiguity, prioritize quickly, and deliver results across competing priorities

Responsibilities

Regional Execution of Global Strategy
Translate global go-to-market and revenue operations strategies into actionable plans for the AMER region, incl. but not limited to:
Pricing programs roll out and adoption
Value driver roll out and ongoing reporting in partnership with global teams (VMI/CMI, Tech Support, Machine deals, Digital initiatives)
Contract management
Line of Business Strategy execution management and reporting
Regional Product Launch execution and reporting
Lead adoption of commercial processes, tools, and performance management practices (SFDC, BW/BI, Competitive Intel Portal, Mind Tickle)
Cross-Functional Coordination
Serve as the central connector across Sales, Marketing, Finance, Customer Success, and Operations
Ensure commercial priorities are aligned across functions and embedded in day-to-day activities
Facilitate operating rhythms and governance across business units within AMER
Commercial Performance & Subject area
Monitor key commercial execution metrics (pipeline health, forecast accuracy, account plan adoption) and drive modern commercial tool adoption
Drive performance reviews and follow-up actions with regional and BU sales leadership
Identify process gaps or friction points and lead efforts to resolve them
Change Management & Communication
Lead change initiatives related to commercial systems, processes, and tools
Reinforce the adoption of Salesforce, forecast tools, and standardized ways of working
Act as a communication bridge between global RevOps and AMER teams
Internal communications for RBU
Central Initiative Support
Support or lead special projects (e.g., segmentation, account prioritization, headcount modeling, sales incentive alignment)
Help prepare strategic inputs for budget cycles, business reviews, and leadership meetings