Director, Strategic Customer Development – NORAM

This is a fully remote position, open to applicants in United States, +11 more locations.

📋 Description

• Spearhead the execution of commercial strategies for USP's portfolio of standards within North America.

• Propel revenue and unit growth, enhance market presence, and amplify USP's influence in the North American pharmaceutical sector.

• Supervise sales operations and distribution channels throughout North America.

• Lead a geographically diverse sales team and cultivate senior-level client relationships.

• Formulate and implement strategic account plans, and support or take charge of multi-year supply agreement negotiations.

• Discover opportunities in emerging therapeutic areas and high-growth markets.

• Organize user forums, quality hours, workshops, and webinars in collaboration with Scientific Affairs, Science Leads, and Regulatory Affairs.

• Establish partnerships with regional distributors through training, resource sharing, and joint customer engagement initiatives.

• Represent USP at industry conferences, trade associations, and professional forums.

• Utilize Salesforce CRM and data analytics to manage the sales pipeline and monitor business performance.

• Analyze sales data and deliver monthly and quarterly business reviews to USP leadership.

• Keep abreast of industry trends, regulatory changes, and competitive movements.

• Lead and develop a regional sales team comprising 6 Strategic Customer Development managers, 2 Inside Sales Account managers, and 1 Sales Development Associate.

• Collaborate with Scientific Affairs, Customer Service, Technical Service, Pricing, Finance, and Marketing teams.

• Travel up to 60% to engage with customers, support regional team members, and expand USP's footprint.

• Define and implement the North America commercial strategy, annual priorities, operational objectives, and performance metrics.

• Advise the Vice President on opportunities for commercial growth and enhancing organizational effectiveness.

• Oversee territory alignment, customer segmentation, and resource distribution across the region.

⛳️ Requirements

• Over 10 years of experience in Sales.

• A minimum of 5 years in progressive sales leadership roles.

• At least 5 years of experience in people management.

• Bachelor's degree in a life sciences field, ideally in analytical chemistry, biochemistry, biology, or biotechnology.

• Proficiency in using a CRM platform, preferably Salesforce, and a data analytical tool such as Tableau.

• Demonstrated success in driving revenue growth, consistently meeting sales targets, and managing a geographically dispersed sales team.

• In-depth understanding of the pharmaceutical market, customer demands, and commercial dynamics.

• Strong problem-solving abilities with a focus on customer-centric solutions.

• Exceptional relationship-building skills and the capacity to influence senior decision-makers within global organizations.

• Proficient in Tableau or similar data analytical platforms and Salesforce or comparable CRM systems.

• Excellent interpersonal, presentation, and communication skills.

• Ability to work effectively with a diverse range of employees and clients.

• Primary residence in MD, VA, WV, DC, PA, MI, KS, FL, NC, IL, or MN, or in Canada.

• Willingness to travel domestically up to 60% of the time.

• A Master’s degree, MBA, experience in pharmaceutical sciences/business training, regulatory/clinical development/quality assurance/GMP experience, and an established North American pharmaceutical network are preferred or desired.

🏝️ Benefits

• Company-paid time off.

• Comprehensive healthcare options.

• Retirement savings plan.

• Reasonable accommodations for individuals with disabilities.

• Mentorship, professional development, and leadership opportunities.

• Training in equitable management practices and tools.

• Target annual bonus (varies based on the level of role).