• Job Description

  Req#: R56090

  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.

  The position will be responsible for defining, improving and implementing sales processes and sales business models, advancing the commercial operations process and systems and supporting the commercial strategy development. As well as the training to the commercial team and other customer facing teams. In addition he/she will manage the customer centricity project portfolio and drive customer centricity engagement across the division.

  The Head of Sales Excellence will also need to align and embed the commercial processes across other sales enabling functions within the Biologics Division and other divisions. This position will help to establish and drive a culture of commercial excellence by building process, relationships and influence with other functional areas to actively drive a commercial mindset.

  The position will be responsible for the identification, development, measurement, communication and adoption of global sales practices and processes by advanced commercial analytics. This role partners closely with internal and external stakeholders to drive sales initiatives and consistency with a focus on the following :People: (alignment, incentives); Process (training, process optimization, KPI, generation of relevant business analytics); Systems (SFDC implementation)Success will be measured by consistent improvement against key performance indicators of sales force effectiveness and efficiency. The position will be responsible for leading customer centricity communications to the division, set up, co-ordination and reporting of customer centricity projects.

  Key responsibilities:

  • Being a proven business leader. The Global Head of Sales Excellence will drive projects to improve the overall commercial process strategically and operationally across businesses and sales functions including interfaces to commercial development/business units, proposals management, strategic marketing and program management the incumbent will lead improvements and follow lean principles.
  • Improves Commercial Operations Performance by process standardization and harmonization within the Biologics Division as well as commercial analytics.
  • Customer Centricity is a key enabler for growth. The incumbent will support the LPS process and then lead the establishment and reporting progress of improvement projects across the division and co-ordinate across divisions and corporate functions.
  • Building and managing partnership relationships. The Head of Commercial Excellence will build and maintain critical external relationships with professional societies and organizations.
  • Management Reporting in collaboration with central functions.
  • Develop in close collaboration with the head of sales and HR the sales incentive programs that will drive the high-performance behavior
  • Perform other duties as assigned.

  Key requirements:

  • Masters in life sciences or related, economics; MBA.
  • English Business fluent. Multi-lingual is preferred.
  • Advanced no. of years of experience in commercial role with a global sales organization thereof and in commercial / sales excellence
  • Must have managed at least one time in the career the implementation and upgrade of a commercial excellence program
  • Must have the ability to jungle numbers & clearly instruct business analyst on how to compress & make data understandable to support business decision – synthetize business developments / trends in easy to manage / understand KPIs
  • Have extensive experience with a CRM system – preferably SFDC (Sales Force Dot Com)
  • Ability to operate in a global / fast pace / dealing with ambiguity environment
  • Go getter / self-starter
  • Must have experience in building a commercial excellence organization aligned to the business needs
  • Must have strong commercial and business acumen
  • Experience working with SFDC or a comparable CRM system
  • Must have a builder or architect mentality and capabilities to create programs and develop projects
  • Must be able to collaborate across various functions as well as manage up and down
  • Strong Communication skills (i.e. verbal, graphic, and presentation)
  • Comfortable communicating with leadership
  • Critical thinking – ability to take complex problems or ideas and simplify
  • Ability to operate with a long view while managing to the near and mid-term
  • Process Improvement and Problem Solving
  • Comfortable leading change / Change Management
  • Plan and coordinate resources
  • Sets and manages by clear goals and priorities
  • Comfortable holding other to account
  • Demonstrate the ability to lead cross departmental collaboration
  • Strong sense of urgency and personal accountability
  • Be hands-on with excellent attention to detail

  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.

• About the company

  Lonza Group is a Swiss multinational chemicals and biotechnology company, headquartered in Basel, with major facilities in Europe, North America and South Asia.

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