Testing Solutions SME

Location: United States, Walkersville (Maryland) – fully remote, reliable internet required, East Coast preference.

Pay

The full-time base annual salary for this position is expected to range between $142,200 to $165,900.

Benefits

• Performance-related bonus
• Medical, dental and vision insurance
• 401(k) matching plan
• Life insurance, as well as short-term and long-term disability insurance
• Employee assistance programs
• Paid time off (PTO)

Responsibilities

• Lead the technical strategy for complex, high-value sales opportunities in partnership with Account Managers and Business Development Managers to improve win rates and reduce technical and regulatory risk.
• Serve as the technical authority for Lonza's LAL-based endotoxin testing portfolio during customer engagements, including workshops, troubleshooting, demonstrations, and proof-of-concept projects.
• Lead technical discussions with pharmaceutical and biotechnology customers regarding bacterial endotoxin testing (BET), method validation, assay performance, and regulatory compliance.
• Support customer adoption through demonstrations, proof-of-concept studies, method transfer activities, technical workshops, and implementation support.
• Prioritize technical support activities based on revenue impact, strategic relevance, customer needs, and business risk.
• Deliver advanced technical and application training for internal sales teams, distributors, and key customers.
• Coach and mentor commercial teams on technical positioning, application differentiation, competitive advantages, and objection handling.
• Investigate and resolve escalated technical, application, and product performance issues, ensuring sustainable, root-cause-driven solutions.
• Act as a trusted technical partner to strategic customers to support solution adoption, portfolio expansion, and long-term success.
• Collaborate with Marketing, Product Management, R&D, Quality Assurance, Service, Regulatory Affairs, and other key stakeholders to ensure technically sound, compliant, and scalable solutions.
• Provide structured feedback to Product Management, R&D, and Marketing by translating customer insights, competitive intelligence, and application gaps into development opportunities.
• Support new product launches by shaping technical messaging, application positioning, customer education, and sales enablement materials.
• Review and contribute to technical documentation, white papers, application notes, competitive analyses, and customer-facing educational resources.
• Build and maintain relationships with key opinion leaders, industry experts, and regulatory stakeholders.
• Present technical data, endotoxin testing applications, regulatory trends, and market insights at industry conferences, customer events, and internal forums.

Requirements

• Bachelor's degree in Life Sciences, Biotechnology, Biology, Chemistry, Microbiology, Biochemical Engineering, or a related technical field. Advanced degree (Master's or Ph.D.) preferred.
• Significant experience in a technical role, field application support, technical sales, quality control, or technical services within the life sciences industry.
• Direct experience with bacterial endotoxin testing (BET), Limulus Amebocyte Lysate (LAL) assays, rapid microbial testing, or pharmaceutical QC microbiology strongly preferred.
• Deep understanding of GMP-regulated manufacturing environments and quality systems.
• Experience supporting pharmaceutical, biotechnology, biologics, vaccine, cell and gene therapy, or medical device manufacturers.
• Strong understanding of method validation, assay qualification, data interpretation, laboratory investigations, and troubleshooting related to endotoxin testing.
• Exceptional presentation, communication, and training delivery skills for both technical and commercial audiences.
• Proven ability to translate complex scientific and technical concepts into clear, customer-focused business value propositions.
• Demonstrated success leading technical workshops, customer engagements, and large-group presentations.
• Strong analytical and problem-solving skills with the ability to investigate and resolve complex technical issues.
• Demonstrated ability to collaborate effectively across scientific, operational, and commercial teams.
• Excellent project management and organizational skills with the ability to manage multiple priorities.
• Expert-level knowledge of life science applications and the ability to quickly develop deep expertise across Lonza's testing solutions portfolio.
• Ability to travel nationally and regionally up to 50% to support customer meetings, training activities, and commercial initiatives.

About Lonza

At Lonza, our people are our greatest strength. With 30+ sites across five continents, our globally connected teams work together every day to manufacture the medicines of tomorrow. Our core values of Collaboration, Accountability, Excellence,