At Lonza, we invest in great people. We encourage our employees to challenge themselves and we offer an environment that fosters creativity and success. Headquartered in Basel, Switzerland, we operate production, R&D, and business sites around the world, including Europe, North America, and Asia.
Our vision :
We strive to be the leading supplier using science and technology to improve the quality of life.
Our mission :
We work with passion, using advanced technologies, to transform life science into new possibilities for our customers.
Do you want to help us as we shape the future of this great organization?
Job Description Summary
Great Opportunity for an Account Manager in Lonzas Personal Care Division. Personal Care is one of the identified growth areas for the North America region. At Lonza, you will find a culture that empowers our teams to make decisions for growing the business and rewards them for their success.
Incumbent is charged with delivering budgeted revenue, margin, and volume out of a territory consistent in size and complexity with standard Sales roles in the specialty chemicals industry. Maintains and develops relationships at assigned customers and prospects, several of which are deemed regionally strategic by the business team. Manages territory in support of business team objectives for accounts, applications, channels, and markets.
Maintain and develop relationships at assigned accounts and prospects. Provide superior customer service. Penetrate accounts broadly and deeply. Align customer needs with Lonzas capabilities in order to yield economically sustainable value growth. Apply the Challenger sales model
Enable the business teams short, medium, and long-term objectives for accounts, applications, channels, and markets within the territory. Collaborate with business leaders to negotiate, drive, and implement pricing strategies. Coordinate as necessary with Sales colleagues with respect to interregional accounts. In line with business team goals, participate in select marketing activities and promotional programs
Continuously monitor, analyze, and report on competitive activities, new business opportunities, Regulatory developments, customer perceptions, and market needs. Author, distribute, and log timely, comprehensive call reports for all pertinent customer and market activities.
Maintain accuracy of product/customer forecasts and remedy variances as requested. Submit internal reports as required. Comply with annual budgeting activities. Consistently utilize Salesforce.com in conjunction with business team needs. Fulfill territory obligations in strict observance of travel and entertainment budget.
Implement Distribution strategy within the territory in accordance with directives from business team. Maintain a face-to-face presence at hub and branch locations of all territory distributors. Facilitate regular distributor training sessions. Transmit leads and record feedback so as to drive a robust and productive opportunity pipeline with each distributor in territory. Effectively manage distributor price supports.
Actively manage all territory new business opportunities within Salesforce.com and/or IPM database. As required, report out/up each opportunitys status. Drive opportunities to closure in collaboration with relevant functions (Marketing, Product Management, Manufacturing, Regulatory, Legal, etc.) and in concert with overarching business strategies.
Travel estimated at 50%
B.S. in Food Science or related discipline a must. M.S. and/or M.B.A. is a plus.
Minimum 5 plus years prior experience in Food or Health Ingredient Sales and/or Marketing. Prior experience managing specialty chemical distribution accounts is a plus.
Refined verbal, written, and formal presentation skills.
Complete fluency in the English language.
Proficient with Microsoft Office programs Word, Excel, and PowerPoint as well as Salesforce.com. Working knowledge of SAP is a plus.
Lonza is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a qualified individual with disability, protected veteran status, or any other characteristic protected by law.