Interview with Dr. Manuela Schneider-Höfferer, Head of Commercial Development and Strategic Marketing at Lonza

In Conversation with World Pharma Today at CPHI Milan 2024:

Dr. Manuela Schneider-Höfferer, Head of Commercial Development and Strategic Marketing at Lonza, discusses the company’s strategic focus, its response to market demands, and the significance of partnerships in the pharmaceutical industry. She emphasizes Lonza’s commitment to capacity expansion and flexibility, particularly in the context of increases in outsourcing demands and customer-oriented solutions. This interview sheds light on the company’s initiatives and future outlook in the evolving pharmaceutical sector.

World Pharma Today: Thank you for joining us today, Manuela. Can you introduce yourself and describe your role at Lonza?

Manuela Schneider-Höfferer: Thank you for having me. My name is Manuela Schneider, and I joined Lonza six months ago as Head of Commercial Development and Strategic Marketing. In this role, I focus with my team and in close collaboration with our customers on developing strategies for their products, to identify the best assets and ensure their satisfaction with our services.

World Pharma Today: What do you enjoy most about attending events like CPHI Milan?

Manuela Schneider-Höfferer: I appreciate the opportunity to reconnect with current and former colleagues and friends while engaging with our customers. These interactions are both professional and social, which strengthens our partnerships.

World Pharma Today: Lonza is known for its quality. What do you think sets it apart in the industry?

Manuela Schneider-Höfferer: Several key factors distinguish Lonza:

• Scale and Flexibility: We are one of the largest manufacturing organizations in the pharmaceutical sector, with approximately 18,000 employees across more than 30 sites, allowing us to meet diverse customer needs – for clinical and commercial manufacturing –
• Capacity Expansion: We have significantly increased our capacity, most recently in mammalian manufacturing in Vacaville (US). This is crucial as we anticipate a shift towards 60% mammalian capacity outsourced to CDMO versus produced in house by the pharmaceutical industry by 2028
• Customer Collaboration: We focus on establishing strong partnerships with customers, which allows us to develop tailored solutions and support their growth

World Pharma Today: What are the current challenges in the pharmaceutical landscape?

Manuela Schneider-Höfferer: The industry is currently facing several challenges:

• Capacity Constraints: Many companies are struggling with capacity, which is crucial for scaling
• Outsourcing Trends: There is an increasing trend towards outsourcing, necessitating reliable manufacturing
• Regulatory Challenges: Navigating complex regulatory environments is more important than ever.

World Pharma Today: Can you elaborate on the importance of partnerships in your strategy?

Manuela Schneider-Höfferer: Partnerships are vital for several reasons:

• Customized Solutions: They enhance our ability to deliver tailored services for small biotech as well as mid and large biopharmaceutical companies.
• Mutual Growth: Strong collaborations support shared growth and
• Agility: Working closely with customers allows us to adapt quickly to their changing

World Pharma Today: How is Lonza adapting to the changing market needs?

Manuela Schneider-Höfferer: We emphasize agility and change management, which are crucial in today’s dynamic market. Our focus on portfolio management ensures that we can meet long-term customer needs for existing as well as new customers, while maintaining flexibility in our operations.

World Pharma Today: What trends do you foresee in the pharmaceutical sector over the next decade?

Manuela Schneider-Höfferer: The industry is becoming increasingly competitive, especially with the rise of emerging markets. Key trends include:

• Innovation Focus: Companies will need to prioritize innovation to stay
• Capacity Expansion: Driven by growing needs of the pharmaceutical industry for rare diseases as well as potential blockbuster-indications.
• Cost-Effective Strategies: There will be a growing emphasis on efficiency and cost
• Regulatory Adaptation: Adapting to evolving regulatory environments will be crucial for success.

World Pharma Today: How do regulatory challenges influence your expansion plans?

Manuela Schneider-Höfferer: Regulatory environments are becoming increasingly stringent, making it essential to approach market expansion carefully. Compliance with global standards is a priority for us, ensuring that we can effectively navigate these challenges.

World Pharma Today: Any final thoughts on the future of Lonza and its role in the industry?

Manuela Schneider-Höfferer: Lonza is fully committed to supporting our customers through innovative solutions and ongoing capacity expansion. We aim to remain a trusted partner in the evolving pharmaceutical landscape.