Testing Solutions SME

Lonza • Walkersville, MD

12d • $142,200 - $165,900 • Remote

About The Position

The Testing Solutions Subject Matter Expert (SME) serves as the primary technical authority for Lonza's Endotoxin Testing Solutions portfolio, including Limulus Amebocyte Lysate (LAL)-based testing technologies and associated QC microbiology applications. As a strategic partner to Business Development Managers and Account Managers, the SME provides deep scientific, regulatory, product, and application expertise throughout the customer journey. This individual plays a critical role in supporting complex sales opportunities, advising customers on endotoxin testing strategies and compliance requirements, and driving successful adoption of Lonza's testing solutions across pharmaceutical, biotechnology, cell and gene therapy, and medical device markets. The SME serves as a trusted technical advisor, helping customers navigate testing challenges while translating scientific concepts into clear business value.

Requirements

• Bachelor's degree in Life Sciences, Biotechnology, Biology, Chemistry, Microbiology, Biochemical Engineering, or a related technical field.
• Significant experience in a technical role, field application support, technical sales, quality control, or technical services within the life sciences industry.
• Deep understanding of GMP-regulated manufacturing environments and quality systems.
• Experience supporting pharmaceutical, biotechnology, biologics, vaccine, cell and gene therapy, or medical device manufacturers.
• Strong understanding of method validation, assay qualification, data interpretation, laboratory investigations, and troubleshooting related to endotoxin testing.
• Exceptional presentation, communication, and training delivery skills for both technical and commercial audiences.
• Proven ability to translate complex scientific and technical concepts into clear, customer-focused business value propositions.
• Demonstrated success leading technical workshops, customer engagements, and large-group presentations.
• Strong analytical and problem-solving skills with the ability to investigate and resolve complex technical issues.
• Demonstrated ability to collaborate effectively across scientific, operational, and commercial teams.
• Excellent project management and organizational skills with the ability to manage multiple priorities.
• Expert-level knowledge of life science applications and the ability to quickly develop deep expertise across Lonza's testing solutions portfolio.
• Ability to travel nationally and regionally up to 50% to support customer meetings, training activities, and commercial initiatives.

Nice To Haves

• Advanced degree (Master's or Ph.D.) preferred.
• Direct experience with bacterial endotoxin testing (BET), Limulus Amebocyte Lysate (LAL) assays, rapid microbial testing, or pharmaceutical QC microbiology strongly preferred.

Responsibilities

• Lead the technical strategy for complex, high-value sales opportunities in partnership with Account Managers and Business Development Managers to improve win rates and reduce technical and regulatory risk.
• Serve as the technical authority for Lonza's LAL-based endotoxin testing portfolio during customer engagements, including workshops, troubleshooting, demonstrations, and proof-of-concept projects.
• Lead technical discussions with pharmaceutical and biotechnology customers regarding bacterial endotoxin testing (BET), method validation, assay performance, and regulatory compliance.
• Support customer adoption through demonstrations, proof-of-concept studies, method transfer activities, technical workshops, and implementation support.
• Prioritize technical support activities based on revenue impact, strategic relevance, customer needs, and business risk.
• Deliver advanced technical and application training for internal sales teams, distributors, and key customers.
• Coach and mentor commercial teams on technical positioning, application differentiation, competitive advantages, and objection handling.
• Investigate and resolve escalated technical, application, and product performance issues, ensuring sustainable, root-cause-driven solutions.
• Act as a trusted technical partner to strategic customers to support solution adoption, portfolio expansion, and long-term success.
• Collaborate with Marketing, Product Management, R&D, Quality Assurance, Service, Regulatory Affairs, and other key stakeholders to ensure technically sound, compliant, and scalable solutions.
• Provide structured feedback to Product Management, R&D, and Marketing by translating customer insights, competitive intelligence, and application gaps into development opportunities.
• Support new product launches by shaping technical messaging, application positioning, customer education, and sales enablement materials.
• Review and contribute to technical documentation, white papers, application notes, competitive analyses, and customer-facing educational resources.
• Build and maintain relationships with key opinion leaders, industry experts, and regulatory stakeholders.
• Present technical data, endotoxin testing applications, regulatory trends, and market insights at industry conferences, customer events, and internal forums.

Benefits

• Performance-related bonus.
• Medical, dental and vision insurance.
• 401(k) matching plan.
• Life insurance, as well as short-term and long-term disability insurance.
• Employee assistance programs.
• Paid time off (PTO).

What This Job Offers

• Job Type: Full-time
• Career Level: Senior