Head of Distribution Sales, Americas

Key responsibilities

Build and implement a comprehensive indirect sales approach for the Americas, emphasizing distribution and agency channels in line with global objectives.

Identify and capitalize on regional growth opportunities to increase revenue and market share through distribution.

Lead the channel partner selection process across the AMERs region and build a high-performing network of distributor sales professionals.

Foster a culture of excellence, collaboration, and continuous improvement across the distributor and agent network, setting clear performance expectations and providing regular feedback.

Develop and implement channel programs to improve partner engagement and monitor distributor performance, offering insights and recommendations for improvement.

Lead the transition from conventional distributor relationships to a more strategic approach, backed by successful change management and adherence to Lonza CHI processes.

Collaborate with the Global Distribution Leader to improve global initiatives and oversight in the AMER region.

Collaborate with direct sales teams and internal stakeholders—including marketing, product management, and customer service—to ensure cohesive and aligned sales operations.

Oversee distribution contract negotiations and governance in close coordination with the global distribution leader.

Establish and manage key performance indicators to evaluate indirect sales outcomes and provide regular reports and insights to senior leadership on performance, white space, and growth opportunities.

Apply data-driven decision-making to continuously improve the distribution network.

Key requirements

Bachelor’s degree or equivalent experience is required; MSc or MBA or equivalent experience preferred.

Strong understanding of principal-distributor dynamics in competitive and technical B2B environments.

Proven track record of developing and implementing sales strategies that boost revenue growth, especially with distributors and agents.

Analytical and data-driven approach, with expertise in analyzing sales analytics and reporting tools.

Willingness to travel within the region, up to 50%, as required.

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.

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 a disability, protected veteran status, or any other characteristic protected by law.

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