Job Overview
Location
US - Walkersville MD - REMOTE
Job Type
Full-time
Category
Product Management
Date Posted
June 18, 2026
Full Job Description
đź“‹ Description
- • Manage and optimize indirect sales channels by building and maintaining strong relationships with third-party distributors, resellers, and Marketplace partners across assigned regions.
- • Develop and execute regional distribution sales strategies to expand market penetration and drive revenue growth in the bioprocessing and life sciences sector.
- • Define, align, and monitor distributor targets, KPIs, and expectations including sales performance, forecasting accuracy, service levels, and payment terms in collaboration with the Head of Distributor Management.
- • Create and maintain distributor scorecards to track performance, identify trends, and ensure accountability across the distributor network.
- • Oversee sales delivery and forecasting for designated distributors, ensuring transparency, accuracy, and alignment with company objectives.
- • Ensure optimal inventory levels at distributor warehouses to prevent overstocking and supply chain disruptions while maintaining product availability.
- • Recruit, evaluate, contract, and onboard new distributors in alignment with regional growth strategies and market needs.
- • Lead structured offboarding processes for underperforming or non-compliant distributors while preserving brand integrity.
- • Manage and grow a portfolio of existing distributor partners, driving continuous performance improvement and adherence to company policies.
- • Resolve operational conflicts and partnership challenges to sustain productive, long-term distributor relationships.
- • Plan, coordinate, and deliver comprehensive distributor training and enablement programs covering product knowledge, application use, sales processes, and compliance requirements.
- • Ensure effective utilization of internal support resources including SMEs, application specialists, service teams, and customer support to meet distributor and customer needs.
- • Act as the primary liaison between distributors and internal cross-functional teams to ensure timely, high-quality support and issue resolution.
- • Identify capability gaps within distributor organizations and implement targeted coaching or training interventions to close performance gaps.
- • Collaborate with Marketing to co-develop and execute partner marketing campaigns, sales tools, and promotional initiatives.
- • Partner with SMEs, Product Management, and Service teams to support complex sales opportunities and address technical customer requirements.
- • Develop annual regional distributor business plans integrating sales, marketing, and business development activities.
- • Travel approximately 30% of the time across North America to conduct distributor meetings, training sessions, and business reviews.
- • Maintain deep understanding of customer needs, competitive dynamics, and market trends in drug discovery, drug manufacturing/QC, and cell & gene therapy segments within biotech/biopharma.
- • Demonstrate exceptional consultative and technical selling skills, including prospecting, funnel management, closing, and delivering compelling sales presentations.
- • Work collaboratively across departments and with international teams, including Executive Leadership, to align distributor strategy with broader company goals.
- • Maintain a proactive, independent, and self-directed work style with strong accountability and commitment to continuous improvement.
🎯 Requirements
- • Bachelor’s degree in a relevant field (e.g., Bioengineering or related discipline); advanced degree preferred
- • Minimum of 3-5 years of sales experience within the life sciences or pharmaceutical industry with proven revenue and profit growth in complex sales environments
- • Strong understanding of customer needs and market dynamics in drug discovery, drug manufacturing/QC, and cell & gene therapy segments
- • Demonstrated success leading and developing high-performing global sales teams, including talent development and performance management
- • Exceptional core selling skills: prospecting, funnel management, closing, consultative and technical selling, and delivering effective sales presentations
- • Willingness and ability to travel approximately 30% of the time across North America
🏖️ Benefits
- • Performance-related bonus
- • Medical, dental, and vision insurance
- • 401(k) matching plan
- • Life insurance, short-term and long-term disability insurance
- • Employee assistance programs
- • Paid time off (PTO)
Skills & Technologies
See exactly how your profile matches this role — strengths, skill gaps, and what to do about them.
About Lonza Group Ltd.
Lonza Group manufactures and supplies active pharmaceutical ingredients, biologics, cell and gene therapies, microbiome therapeutics, and specialty chemicals for the pharmaceutical, biotech, nutrition, and consumer care markets. Headquartered in Basel, Switzerland, it operates global development, manufacturing, and testing facilities serving drug development, clinical trial, and commercial production stages. Core capabilities include mammalian and microbial bioprocessing, viral and plasmid production, small-molecule synthesis, endotoxin and sterility testing, and integrated CDMO services from early development through commercial supply. Founded in 1897, Lonza is publicly listed on the SIX Swiss Exchange and employs over 18,000 people worldwide.
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