Full-Time
Commercial Project and Revenue Team Lead
Lonza
10,001+ employees
Global life sciences contract manufacturer
No salary listed
Hyderabad, Telangana, India
Hybrid
Hybrid work arrangement in Hyderabad; some on-site days.
Bachelor's, MBA
 Operations & Logistics (1) |
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- Bachelor's degree in Business, Finance, Accounting, Business Administration, or a related discipline.
- MBA or equivalent postgraduate qualification preferred.
- CPA, CA, CMA, or MBA equivalent (Required).
- Lean Six Sigma Black Belt certification preferred.
- 10+ years of experience in Commercial Operations, Order-to-Cash, Revenue Operations, Contract Management, Finance Operations, Project Administration, or related business functions.
- Proven experience leading and developing high-performing teams.
- Strong experience with Sales Order Management, contract interpretation, and WBS governance.
- Experience supporting revenue recognition, billing, and financial reporting processes.
- Experience working with SAP ERP systems, including SAP S/4HANA transformation initiatives.
- Experience driving operational excellence, process standardization, and business transformation programs.
- Experience operating in complex, global, cross-functional environments.
- Strong understanding of Sales Order Management, Contract-to-Cash, and Revenue Operations processes.
- Knowledge of IFRS 15 revenue recognition principles and performance obligations.
- Experience with WBS structures, project governance, billing processes, and commercial operations.
- Advanced SAP ERP and SAP S/4HANA knowledge.
- Strong leadership, coaching, and stakeholder management capabilities.
- Excellent analytical, problem-solving, and decision-making skills.
- Strong communication and change management skills.
- Experience developing KPIs, governance frameworks, and operating models.
- Continuous improvement mindset with experience driving automation and process optimization.
- Lead, coach, and develop a team responsible for Sales Order Management and WBS setup, governance, and lifecycle maintenance activities.
- Ensure accurate, timely, and compliant processing of sales orders and WBS structures in alignment with customer contracts, business requirements, and service level expectations.
- Manage team priorities, workload, operational performance, and resource allocation to achieve defined KPIs and SLAs.
- Provide technical guidance and capability development across sales order processing, contract interpretation, WBS governance, and ERP processes.
- Foster a culture of accountability, customer focus, operational excellence, and continuous improvement.
- Oversee end-to-end sales order activities including creation, amendments, cancellations, and exception management.
- Ensure customer purchase orders and contractual requirements are accurately reflected within system transactions and operational processes.
- Manage escalations related to pricing discrepancies, order blocks, delivery issues, billing dependencies, and customer-impacting exceptions.
- Partner with Commercial, Program Management, Supply Chain, Planning, Logistics, Operations, and Finance teams to resolve complex order-related issues.
- Ensure sales order processes support efficient order fulfillment, billing, and revenue recognition activities.
- Oversee interpretation of customer contracts, statements of work, and commercial agreements to ensure translation into appropriate WBS structures.
- Ensure WBS structures align with contractual deliverables, performance obligations, billing requirements, operational execution, and financial reporting needs.
- Govern the creation, maintenance, modification, and closure of WBS structures throughout the contract lifecycle.
- Drive standardization and governance of WBS structures across regions and business platforms.
- Identify opportunities to enhance WBS design and supporting processes in response to evolving commercial models and revenue recognition requirements.
- Oversee governance and quality of key master data supporting sales order and WBS processes, including customer, material, pricing, billing, and commercial master data.
- Ensure adherence to data governance standards, controls, and quality requirements.
- Drive the resolution of master data issues impacting order processing, billing accuracy, revenue recognition, or customer experience.
- Support continuous improvement and standardization of master data management processes.
- Ensure sales order and WBS structures support compliance with IFRS 15 revenue recognition requirements and performance obligations.
- Support internal controls, audit readiness, and compliance with pricing approvals, contractual requirements, and governance standards.
- Partner with Finance and Commercial stakeholders to ensure operational alignment with accounting and reporting requirements.
- Identify, assess, and escalate risks impacting revenue recognition, billing accuracy, financial reporting, and operational compliance.
- Act as a key business lead for Sales Order Management and WBS-related activities during SAP S/4HANA implementation and rollout.
- Support process design, SIT/UAT testing, defect resolution, cutover planning, training, and hypercare activities.
- Drive harmonization, automation, standardization, and continuous improvement of global processes.
- Support the implementation of scalable operating models that enable business growth and evolving revenue models.
- Champion operational excellence initiatives using process improvement methodologies and best practices.
- Support the establishment and scaling of a new global Sales Order and WBS Management capability.
- Define governance frameworks, service delivery models, standard operating procedures (SOPs), and team ways of working.
- Develop and monitor operational KPIs to drive performance, quality, compliance, and continuous improvement.
- Build strong partnerships across Commercial, Finance, Program Management, Operations, Digital, and ERP teams.
- Drive a culture of innovation, collaboration, and operational excellence.
- Lean Six Sigma Black Belt certification preferred.
Lonza is a global provider of development and manufacturing services for the pharmaceutical, biotechnology, and nutrition sectors. It supports clients from early development through to commercial production, offering integrated processes such as process development, GMP manufacturing, formulation, fill-finish, and quality assurance to bring medicines and nutrition products to market. Lonza’s model is built on end-to-end CDMO capabilities, enabling companies to move from concept to scalable, compliant production with reliable supply chains. What sets Lonza apart is its long history and global footprint, combining decades of experience across chemistry, biology, and nutrition with a broad, end-to-end service network that supports projects from discovery to commercialization. The company aims to be a trusted, long-term partner in life sciences by helping customers efficiently develop and manufacture their products at scale while maintaining strict regulatory and quality standards.
Company Size
10,001+
Company Stage
IPO
Headquarters
Basel, Switzerland
Founded
1897
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Simplify's Take
What believers are saying
- H1 2026 revenue reached CHF 3.4 billion, up 16%, with 34.8% core EBITDA margin.
- On 30 June 2026, Lonza expanded Visp HPAPI capacity for ADC payload-linkers.
- A major US biopharmaceutical collaboration expanded on 1 July 2026, validating demand.
What critics are saying
- Vacaville’s H2 2026 shutdown will depress sales and expose execution slippage.
- Siegfried’s May 2026 Noramco acquisition overtook Lonza in HPAPI leadership.
- Any FDA quality finding at Visp or Vacaville can freeze programs and trigger customer exits.
What makes Lonza unique
- Lonza’s Visp and Vacaville investments make it a rare end-to-end ADC CDMO.
- The 2026 Engitix licensing deal deepens Lonza’s proprietary linker-payload technology moat.
- Lonza’s 2026 pivot to a pure-play CDMO aligns sales with pharma outsourcing demand.
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Benefits
Hybrid Work Options
Growth & Insights and Company News
6 month growth
↑ 17%1 year growth
↑ 17%2 year growth
↑ 17%Lonza and Engitix partner to develop next-generation antibody-drug conjugates. Lonza and Engitix have entered into a licensing agreement to support the development of antibody-drug conjugates (ADCs), combining Engitix's extracellular matrix (ECM)-based discovery platform with Lonza's conjugation and linker-payload technologies. Under the agreement, Engitix will license Lonza's ADC technology platform for a single therapeutic target, including the company's SYNtecan E linker-payload technology together with GlycoConnect and HydraSpace platforms. The collaboration aims to develop targeted therapeutics by combining Engitix's approach to identifying disease-associated extracellular matrix targets with established ADC technologies designed to selectively deliver potent therapeutic payloads. ADCs have traditionally targeted proteins on the surface of tumour cells. Engitix's proprietary human ECM platform instead focuses on components of the extracellular matrix, offering an alternative strategy for identifying therapeutic targets in oncology and other diseases characterised by pathological tissue remodelling. Under the terms of the agreement, Lonza will receive upfront, clinical, regulatory and commercial milestone payments, together with royalties on future product sales. The company will manufacture components related to its proprietary technologies, while Engitix will be responsible for research, development, manufacturing and commercialisation of resulting ADC candidates. Jan Vertommen, Vice President of Commercial Development, Advanced Synthesis at Lonza, said: "By combining our ADC development and manufacturing expertise with Engitix's unique ECM-based discovery platform, we aim to advance next-generation ADCs and unlock new possibilities in targeted therapies for patients." Engitix said the agreement supports its strategy to build a pipeline of precision therapeutics targeting fibrosis, oncology and other diseases driven by pathological tissue remodelling, while expanding the application of extracellular matrix biology to drug development.
Siegfried and Lonza lead four-way CDMO race in outsourced HPAPI. 24 July 2026 Known for their low-dose therapeutic efficacy and high target affinity, high-potency active pharmaceutical ingredients (HPAPIs) are in high demand by biopharma companies, which often outsource their production. Approximately 41% of innovator and biosimilar HPAPIs come from contract development and manufacturing organizations (CDMOs). With strategic acquisitions and expansions of HPAPI facilities reshaping the HPAPI outsourcing market, four CDMOs - Lonza (LONN: SIX), Siegfried, Aspen, and Veranova - are competing for leadership, with two of them, Lonza and Siegfried, pulling out in front, according to pharma intelligence firm GlobalData. This article is accessible to registered users, to continue reading please register for free. A free trial will give you access to exclusive features, interviews, round-ups and commentary from the sharpest minds in the pharmaceutical and biotechnology space for a week. If you are already a registered user please login. If your trial has come to an end, you can subscribe here. Try before you buy Free. 7 day trial access * All the news that moves the needle in pharma and biotech * Exclusive features, podcasts, interviews, data analyses and commentary from its global network of life sciences reporters. * Receive The Pharma Letter daily news bulletin, free forever. Become a subscriber £820. Or £77 per month * Unfettered access to industry-leading news, commentary and analysis in pharma and biotech. * Updates from clinical trials, conferences, M&A, licensing, financing, regulation, patents & legal, executive appointments, commercial strategy and financial results. * Daily roundup of key events in pharma and biotech. * Monthly in-depth briefings on Boardroom appointments and M&A news. * Choose from a cost-effective annual package or a flexible monthly subscription The Pharma Letter is an extremely useful and valuable Life Sciences service that brings together a daily update on performance people and products. It's part of the key information for keeping me informed Chairman, Sanofi Aventis UK More on this story... 6 July 2026 11 June 2026 16 June 2026 Company news directory. Sign up to receive email updates Join industry leaders for a daily roundup of biotech & pharma news Today's issue. 24 July 2026 Company spotlight. A Santa Cruz, California-based biotechnology company developing orally delivered macrocyclic peptides that combine biologic-level potency with small-molecule drug-like properties to engage previously undruggable targets across cardiovascular and immunology. More features in pharmaceutical. 24 July 2026
Lonza Group reported strong financial results for the first half of 2026, with revenue reaching CHF3.4 billion and core EBITDA of CHF1.2 billion, representing a margin of 34.8%. The Swiss pharmaceutical company achieved 16% sales growth in constant exchange rates compared to the same period in 2025. Free cash flow improved by CHF300 million year-on-year to CHF426 million. All three business segments showed robust performance: Integrated Biologics grew 10%, Advanced Synthesis jumped 27.7%, and Specialized Modalities increased 22.6%. The company upgraded its full-year core EBITDA margin outlook to 33%-34% whilst reconfirming sales growth expectations of 11%-12%. Return on invested capital rose nearly 3 percentage points to 13.2% on an annualised basis. However, Lonza faces headwinds including a 5-percentage-point impact from foreign exchange fluctuations and anticipated slower growth in the second half due to higher prior-year comparisons.
Four contract development and manufacturing organisations are competing for leadership in outsourced high-potency active pharmaceutical ingredient production, according to GlobalData's Drugs By Manufacturer Database. Siegfried leads with 28 HPAPI drugs, followed by Lonza with 23, whilst Aspen and Veranova are tied at 15. Siegfried overtook Lonza following its acquisition of Noramco in May 2026, adding 13 controlled drugs and two US HPAPI sites. The deal included Extractas Bioscience's Westbury site in Tasmania, expanding Siegfried's global supply chain. Switzerland-based Lonza and Siegfried operate facilities across multiple countries, whilst South Africa's Aspen manufactures exclusively at its Dutch facilities. Lonza focuses on immunosuppressants and cytotoxics for oncology, whereas 86% of Siegfried's contracts involve controlled drugs for central nervous system indications.
Speciality versus diversity: the four-way CDMO race in outsourced HPAPI manufacturing. GlobalData's Drugs By Manufacturer Database reveals the top four CDMOs for innovator and biosimilar HPAPI contract manufacturing, with Lonza and Siegfried leading the race. Known for their low-dose therapeutic efficacy and high target affinity, HPAPIs are in high demand by biopharma companies, which often outsource their production. Approximately 41% of innovator and biosimilar high-potency active pharmaceutical ingredients (HPAPIs) come from contract development and manufacturing organisations (CDMOs), usually when in-house facilities lack specialised capabilities or capacity. With strategic acquisitions and expansions of HPAPI facilities reshaping the HPAPI outsourcing market, GlobalData's Drugs By Manufacturer Database reveals four CDMOs, namely Lonza; Siegfried; Aspen; and Veranova, are competing for leadership, with two of them, Lonza and Siegfried, pulling out in front. HPAPIs are typically categorised as cytotoxic, high-potency non-cytotoxic, or others requiring containment (including sex hormones and controlled drugs), and need to be manufactured in specialised, regulated facilities to ensure safety for the environment and operators. Within this sector, Siegfried leads with 28 HPAPI drugs, followed by Lonza with 23, with Aspen and Veranova tied at 15. Lonza was previously ahead but has since been overtaken by Sigfried following its acquisition of Noramco, which included two US HPAPI sites in Wilmington, Delaware; and Athens, Georgia. The deal, finalized in May 2026, added 13 controlled drugs to Siegfried's contract manufacturing portfolio and expanded its presence in the US, where the majority of outsourced HPAPI manufacturing takes place. Included in this announcement was the acquisition of Extractas Bioscience's Westbury site on the Australian island of Tasmania, further globalising Siegfried's supply chain. Meanwhile, South Africa-based Aspen manufactures all of the innovator and biosimilar HPAPIs outsourced to it at its Dutch facilities. As the sole contract manufacturer of HPAPIs in the Netherlands, according to GlobalData's Drugs By Manufacturer Database, Aspen's portfolio places the country in the global top five for innovator and biosimilar HPAPI contract manufacturing. Lonza and Siegfried, both Switzerland-based companies, manufacture a large portion of their HPAPIs in facilities within their home country but, unlike Aspen, their production sites have a wider geographic distribution. This includes the US, Europe, and, in Lonza's case, Singapore, reflecting the broader trend toward supply chain globalisation. For its part, Lonza has a diverse portfolio of small molecule and biologic HPAPI contracts, though it mainly focuses on the immunosuppressant and cytotoxic products that play a key role in oncology. By contrast, 86% of Sigfried's HPAPI contracts involve controlled-drug manufacturing, primarily marketed for central nervous system indications. Aspen and Veranova also appear to be adopting a specialisation strategy, with Aspen focusing on sex hormones and Veranova on controlled drugs. Specialisation appears to be a successful approach for three out of the leading four CDMOs, offering one rationale for Siegfried's acquisition. On the other hand, Lonza has announced new strategies that may enable it to challenge Siegfried's lead. On June 30, 2026, the CDMO announced plans to expand its HPAPI capacity at its Visp site in Switzerland, focusing on antibody-drug conjugate (ADC) payload-linker capabilities to support the growing ADC market. With Lonza leading in contract manufacturing of biologic and cytotoxic HPAPIs, the company seems well placed as the biopharma industry looks to those two growth areas.