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.
We strive to be the leading supplier using science and technology to improve the quality of life.
We work with passion, using advanced technologies, to transform life science into new possibilities for our customers.
Role Purpose: The account manager will maintain and develop relationships at assigned customers and prospects, most of which are deemed regionally strategic by the business team. Manages territory in support of business team objectives for accounts, applications, channels, and markets.
Should be motivated, independent and passionate about brokering deals.
Growth - Deliver the territory’s budgeted revenue, margin, and volume.
Customer Management – Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which link back to Lonza Solutions. Maintain and develop the right relationships at assigned accounts as well as identify the right prospects within the industry. Drive customer consensus around Lonza’s solutions within the customer's organization.
Strategic Alignment – Enable the business team’s 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 global accounts. In line with business team goals, participate in select marketing activities and promotional programs.
Market Insights – 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.
Administrative – 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.
Account Planning – Author, maintain, and utilize comprehensive account plans for any / all regionally strategic accounts in territory on ALTIFY platform or as power point document.
Minimum Bachelor’s degree in any discipline with a strong academic track record
Sales experience in Personal Care and/or Hygiene & Preservation
Profound industry knowledge of Personal Care and/or Hygiene & Preservation markets in Russia and surrounding countries, customers, products and competition
Strategic Thinking—Systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs; brainstorms with team members to devise solutions to solve complex deal challenges
Communication—Tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills in Russian and English language
Interpersonal Influence—Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in his or her favor
Networking—Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success
Ownership and leadership—Goes out of his or her way to complete a job and has relentless drive to achieve results; is independent