Job Description

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.

Join Lonza as the Distribution Manager, LATAM in Brazil. In this role you will play a pivotal part in building and leading our distributor network across LATAM! Join us at Lonza and be part of a team that values accountability, insightfulness, tenacity, and collaboration. Your efforts will help us continue to deliver world-class solutions and improve lives around the globe!

Key responsibilities:

• Develop and implement a comprehensive indirect sales strategy for the LATAM market, focusing on developing distributor and agent sales channels while ensuring alignment with the global strategy.

• Identify and capitalize on growth opportunities to drive revenue and market share through distribution.

• Develop and manage a high-performing network of regional distributor sales professionals.

• Develop and implement channel programs to improve partner engagement and performance.

• Monitor and analyze distributor performance, providing insights and recommendations for improvement.

• Lead the transformation from traditional distributor and agent relationships to a more strategic approach.

• Develop and complete change management strategies to ensure smooth business transitions and adherence to Lonza CHI processes and systems. Coordinate closely with direct sales teams to ensure alignment and alliance in sales efforts.

• Manage interdependencies between distributor sales, direct sales, and other internal functions to drive cohesive and effective sales operations.

• Work collaboratively with marketing, product management, and customer service teams to support sales initiatives and distributor needs.

• Establish and track key performance metrics to measure the success of regional indirect sales initiatives.

• Provide regular reports and insights to senior leadership on indirect sales performance, white space, and growth opportunities.

• Apply data-driven approaches to make informed decisions and drive continuous distribution network improvement.

Key requirements:

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

• Strong understanding of sub-regional LATAM markets and regional business dynamics.

• Proven success in developing and completing sales strategies that drive revenue growth, particularly with distributors and agents.

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

• Ability to travel within the region as needed.

• Required proficiency in English and Spanish; Portuguese is preferred.

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.

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