Senior Director, Relationship Management

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.

Portfolio companies within Incubators and Venture Capital (VC) firms play a crucial role in expanding Lonza’s customer base across all modalities. The Senior Director, Relationship Management will be responsible for identifying, vetting, and prospecting Incubators and VC firms whose portfolio companies align with Lonza’s customer profile. The efforts will directly contribute to new business opportunities, supporting Lonza’s sales teams in securing new business acquisitions and driving growth from portfolio companies.

This is a global role, with a primary focus on organizations in Boston, San Francisco, and European hubs. Preference will be given to candidates located in the U.S. (Boston or San Francisco) or Europe. This role can be fully remote or aligned to a Lonza site.

Key Responsibilities:

• Identify and establish relationships that align with Lonza’s target customer profile for all Business Platforms including Integrated Biologics, Advanced Synthesis, and Specialized Modalities - Contract Development and Manufacturing (CDMO) Services for Mammalian, Drug Product, Cell and Gene Therapy, mRNA, microbial, small molecules and bioconjugates.

• Build and maintain strong partnerships to expand Lonza’s customer base.

• Engage biotech consultants involved in Chemistry, Manufacturing, and Controls (CMC) activities to support the Sales team.

• Lead negotiations on partnership agreements with selected organizations, working closely with legal.

• Introduce and integrate the new relationships internally in Lonza

• Provide strategic guidance and operational support between said organizations and Lonza.

• Connect portfolio companies with Lonza’s platforms, ensuring seamless engagement.

• Provide assistance in addressing challenges that may arise during the course of service contract.

• Manage and strengthen current relationships across Europe, the U.S., and APAC regions.

• Lead regular meetings with relationship partners to maintain contract integrity and align business objectives.

• Report, at minimum quarterly, to Integrated Biologics Sales leadership or Platform leadership as required with regards to progress. Ensure all other Lonza platform stakeholders are included as necessary.

• Collaborate across Lonza Business Platforms and work closely with all Business Platforms including sales and legal to ensure alignment on strategies and objectives.

• Support Sales teams to win new business from portfolio companies.

• Contribute industry insights to Lonza’s overall Integrated Biologics strategy and growth plans.

• Utilize Salesforce to track all opportunities and status to ensure transparency to organization.

• Perform other duties as assigned.

Key Requirements:

• Bachelor’s Degree required. Preferred in a Life Science discipline (Biology, Microbiology, Biochemistry, Chemistry etc.).

• Intimate understanding of how Incubators and VC’s do business

• Well-developed external network in Funding organizations preferred.

• Contract negotiation experience.

• Highly collaborative with an ability to influence without authority internally.

• Builds strong relationships across teams to gain buy-in and support for initiatives.

• Uses communication skills to shape outcomes and align stakeholders with organizational goals.

• Demonstrates strong negotiation skills to reach mutually beneficial agreements with internal and external partners.

• Balances assertiveness with collaboration to achieve desired outcomes while maintaining positive relationships.

• Prepares thoroughly and adapts strategies during negotiations to address emerging challenges or opportunities.

• Demonstrates cultural awareness and respect by adapting communication and behavior to build trust and inclusivity across diverse backgrounds.

• Responds flexibly and effectively to changing priorities and obstacles, maintaining focus under pressure and uncertainty.

• Embraces change with a positive attitude and actively seeks opportunities for continuous improvement.

Every day, Lonza’s products and services have a positive impact on millions of people. For us, this is not only a great privilege, but also a great responsibility. How we achieve our business results is just as important as the achievements themselves. At Lonza, we respect and protect our people and our environment. Any success we achieve is no success at all if not achieved ethically.

People come to Lonza for the challenge and creativity of solving complex problems and developing new ideas in life sciences. In return, we offer the satisfaction that comes with improving lives all around the world. The satisfaction that comes with making a meaningful difference.

Originally posted on Himalayas