Head of Global Key Account Management

Today, Lonza is a global leader in life sciences operating across five 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.

At Lonza, we are looking for a Global Head of Key Accounts to lead and scale a globally coordinated Key Account Management approach across our Capsules & Health Ingredients (CHI) business. CHI’s leading pharmaceutical and nutrition customers require differentiated value, strong executive engagement, and consistency across regions — and this role will ensure we deliver on that promise.

In this strategic leadership position, you will design and lead the Global Key Account Management strategy across CHI, driving growth across our most strategically important customers in both Pharma and Nutrition. You will build the global operating model, lead the global KAM network across regions, and partner closely with senior commercial, marketing, operational, and functional leaders to unlock new value and growth opportunities.

Key responsibilities:

• Define and implement CHI’s global Key Account Management strategy, including governance, role architecture, and account planning standards
• Lead a global network of Key Account leaders across regions, ensuring strong coordination and consistent execution for top-tier customers
• Drive executive engagement with CHI’s most strategic accounts, strengthening long-term partnerships and identifying growth opportunities
• Ensure global account plans are developed and executed across functions, with clear priorities, ownership, and measurable outcomes
• Partner with Sales, Marketing, Operations, Supply Chain, R&D, Finance, and RevOps to deliver a unified customer experience globally
• Establish a structured cadence for global customer governance (e.g., QBRs, executive steering, account reviews), ensuring transparency, accountability, and consistent decision-making across regions
• Build strong discipline around performance tracking, including account-level revenue growth, retention, pipeline, and customer satisfaction
• Drive cross-regional value creation initiatives such as portfolio expansion, innovation partnerships, and supply optimization, aligning CHI’s end-to-end capabilities to customer priorities
• Act as escalation point for complex customer topics, ensuring fast alignment and resolution across internal stakeholders
• Maintain strong market awareness and customer insight to shape commercial strategy and future priorities

Required Qualifications:

• Proven experience in strategic account management, commercial leadership, or global go-to-market roles in a B2B life sciences environment
• Strong understanding of customer needs across Pharma and/or Nutrition segments, ideally with exposure to both
• Proven success building or scaling Key Account Management programs in a global, matrixed organization
• Strong stakeholder management and executive presence, with the ability to influence across regions and functions
• Strong commercial acumen and a practical, execution-driven mindset
• Experience with account planning disciplines, CRM tools, and performance analytics
• Bachelor’s degree required (MBA preferred)
• Willingness to travel internationally (up to ~50%)

At Lonza, we recognize the importance of transparent and relevant information regarding your potential compensation. The annual base salary for this position generally falls within a target hiring range of USD 204’000  to USD 289’000. The role is to be located in Morristown or on a remote basis on the East Coast for proximity to clients purposes.

Our target hiring range is determined by market standards and internal budget considerations. This reflects our commitment to equipping you with the information necessary to make informed decisions about your career. 

The final offer will be determined through a comprehensive assessment of your location, experience, education, skills, internal equity, and other relevant factors evaluated during the hiring process. This approach ensures a compensation package that is both equitable and competitive, underscoring our commitment to supporting and valuing our employees. 

Lonza’s total compensation package is designed to give you a sense of security, value, and recognition for your performance. It includes a comprehensive benefits package that covers your medical and dental needs, a 401(k) plan for your future, life and disability insurance for your peace of mind, an employee assistance program for your well-being, paid time off (PTO) for your work-life balance, and opportunities for learning and growth for your career development.

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.