Senior Manager, Strategic Customer Development

Description

Who is USP? The U.S. Pharmacopeial Convention (USP) is an independent scientific organization that collaborates with the world’s leading health and science experts to develop rigorous quality standards for medicines, dietary supplements, and food ingredients. At USP, we believe that scientific excellence is driven by a commitment to fairness, integrity, and global collaboration. This belief is embedded in our core value of Passion for Quality and is demonstrated through the contributions of more than 1,300 professionals across twenty global locations, working to strengthen the supply of safe, high-quality medicines worldwide. At USP, we value inclusive scientific collaboration and recognize that attracting diverse expertise strengthens our ability to develop trusted public health standards. We foster an organizational culture that supports equitable access to mentorship, professional development, and leadership opportunities. Our partnerships, standards, and research reflect our belief that ensuring broad participation in scientific leadership results in stronger, more impactful outcomes for global health. USP is proud to be an equal employment opportunity employer (EEOE) and is committed to ensuring fair, merit-based selection processes that enable the best scientific minds—regardless of background—to contribute to advancing public health solutions worldwide. We provide reasonable accommodations to individuals with disabilities and uphold policies that create an inclusive and collaborative work environment.

Brief Job Overview This role will serve as the Strategic Customer Development (SCD) Lead in South Asis. They will coach and mentor the SCD team to achieve their objectives of setting and achieving revenue goals through effective planning and execution, analyzing data and projecting future performance. The role will work closely with relevant functions to, convert new leads to customers, expand the target customer base, develop and implement account plans, and set performance goals with the objective of market growth and increase utilization of USP’s standards in the region. Reporting functionally to the Vice President, Global Strategic Customer Development, this role will serve as a conduit between VP-GSCD and field sales. This position will be based in Hyderabad

How will YOU create impact here at USP? As part of our mission to advance scientific rigor and public health standards, you will play a vital role in increasing global access to high-quality medicines through public standards and related programs. USP prioritizes scientific integrity, regulatory excellence, and evidence-based decision-making to ensure health systems worldwide can rely on strong, tested, and globally relevant quality standards. Additionally, USP’s People and Culture division, in partnership with the Equity Office, invests in leadership and workforce development to equip all employees with the skills to create high-performing, inclusive teams. This includes training in equitable management practices and tools to promote engaged, collaborative, and results-driven work environments. The Sr. Manager, Strategic Customer Development has the following responsibilities:

• Responsible to mentor/coach Strategic Customer Development staff in the region on operationalization of USP sales approach and requirements to drive attainment of revenue goals.
• Responsible for tracking and managing Salesforce utilization and adherence, in particular monitoring progress on territory opportunities and assigned tasks
• Works with Senior Director in analyzing data, preparing reports on sales trends for USP and competitor products, and make recommendations on business impact and direction.
• Responsible to ensure that Account plans, including for Key Accounts, are built with appropriate goals, actions and next steps and are progressing toward success. Providing course correction as needed and report on progress
• Maintain and strengthen existing customer relationships and develop new potential customer relationships. Ensure a consistent, strong sales pipeline and maintain a healthy prospect list
• In collaboration with Scientific Affairs and other relevant functions, develop and implement engagement strategies to increase USP’s account penetration and enhance customer experience with USP
• Actively manage distributors and develop account specific plans and performance targets. Performs monthly financial reviews of overall performance and performance against targets.
• Perform other related duties as assigned.
• Travel can be up to 50-60% within the region.

Key Competencies

• Integrity and trust: Never does or coerce others to do anything unethical, immoral, illegal, or something that goes against a company’s core values
• Empathy and ability to understand customer needs, viewpoints and customer service
• Excellent Communication skills. Aware of the message transmitted to their team, how it’s delivered, and how it’s perceived.
• Ability to build relationships with peers, cross-functional counterparts, and upper management: Committed to helping others be successful.
• Analytical skills: Use data-driven reports to spur sales coaching sessions and empower SCDs to take ownership of their opportunity pipelines and drive sales growth
• The ability to prioritize and effectively manage time for work-life quality

Who is USP Looking For? The Successful Candidate Will Have a Demonstrated Understanding Of Our Mission, Commitment To Excellence Through Inclusive And Equitable Behaviors And Practices, Ability To Quickly Build Credibility With Stakeholders, Along With The Following Competencies And Experience

• Bachelor's degree in a life sciences discipline (preferably analytical chemistry, biochemistry, biology, biotechnology) with business experience.
• A hands-on commercial leader with 8+ years of experience in Sales and at least 5 years experience leading a regional sales team, ideally in the life sciences, biopharma, or related industry.
• Proven track record of driving revenue growth and leading geographically dispersed teams across Asia Pacific.
• Excellent knowledge and understanding of the pharma and biotech industries, customer needs and commercial dynamics, with established contacts within the Research and Development, QA/QC lab, Regulatory Affairs, manufacturing and purchasing departments.
• Passion for building high-performance teams and organizations.
• Entrepreneurial mindset with the drive to open new doors and create new opportunities.
• Strong relationship-builder with the ability to influence senior decision-makers across global organizations.
• Ability to gain customer confidence and build long-term relationships.
• Ability to listen and gather customer/stakeholder insights and respond with creative solutions.
• Proficiency with data analytical platform (e.g. Tableau) and CRM (e.g. Sales Force)
• Strong problem-solving skills with customer-centric approach.
• Bias to action and results driven with a track record of successful outcomes.
• Excellent interpersonal skills, presentation, communications skills
• Ability and desire to work well with diverse employees and customers in a cooperative and friendly manner.

Additional Desired Preferences

• Master’s degree preferred in either business or science with an MBA. Education and training in pharmaceutical sciences and business highly desired.
• Experience with regulatory, clinical development, quality assurance, GMP in pharma and biopharma market environment.
• Existing network with decision makers in the pharma/ biopharma Asia Pacific markets preferred, such as manufacturers, trade associations and/or retailers.

Supervisory Responsibilities

• A team of 5 customer engagement managers

Benefits USP provides the benefits to protect yourself and your family today and tomorrow. From company-paid time off and comprehensive healthcare options to retirement savings, you can have peace of mind that your personal and financial well-being is protected. Note: USP does not accept unsolicited resumes from 3rd party recruitment agencies and is not responsible for fees from recruiters or other agencies except under specific written agreement with USP.

Job Category Sales & Marketing

Job Type Full-Time