Strategic Customer Development Manager, Europe
The U.S. Pharmacopeial Convention (USP) is an independent scientific organization that collaborates with the world's top authorities in health and science to develop quality standards for medicines, dietary supplements, and food ingredients.
About USP
We value inclusivity for all, recognizing the importance of building an organizational culture with meaningful opportunities for mentorship and professional growth.
At USP, we are committed to creating an inclusive environment in all aspects of our work, where every employee feels fully empowered and valued, irrespective of race, ethnicity, physical and mental abilities, education, religion, gender identity, and expression, life experience, sexual orientation, country of origin, regional differences, work experience, and family status.
Job Overview
This is a non-supervisory position responsible for managing the territory in the region Europe, specifically French speaking countries and other assigned countries.
The incumbent will be responsible for all Customer Engagement activity within the region, focusing on USP's Program Units associated with Small Molecules, Biologics, Excipients, Food & Dietary supplements accounts in the assigned territories.
The Strategic Customer Development Manager will work with the Director - Strategic Customer Engagement for the region and other relevant RPO staff to help develop and implement strategic sales plans and achieve revenue performance goals.
Main Responsibilities
* Develop and implement engagement strategies with customers and serve as a focal point for decision-makers for organizations that need USP's products and solutions.
* Identify, capture, and influence key decision-makers and influencers to adopt USP products and solutions, gaining understanding of customer needs and improving customer experience.
* Analyze territory sales data trends (revenue and units), customer segments, drivers, and barriers impacting accounts and territory performance.
* Support development of territory and account plans for future revenue growth, tracking progress to goals on a quarterly basis.
* Generate revenue by growing sales and expanding strategic relationships.
* Makes on-site calls to assigned accounts in the territories, identifying key decision-makers for USP products and solutions usage.
* Create and leverage high-valued relationships to increase USP's account penetration and overall value within each account.
* Participate in USP Customer engagement forums, visiting customers in-person to educate them on USP products and solutions.
* Collaborate with USP's scientific experts to provide technical and scientific support to customers.
* Cross-collaborate and engage with industry regulators through the regional external affairs and regulatory engagement team.
* Work with the digital marketing team for timely campaign execution.
* Improve the customer experience and implement, monitor, and measure impact with relevant teams.
Requirements
A Scientific Professional with a Bachelor's or Master's degree or PhD in Pharmacy/Life Sciences/Chemistry/Biological Sciences, preferably with a business management degree/MBA.
A minimum of 9-12 years of relevant experience in the Pharmaceutical, Biotechnology industries, and/or Analytical Instrumentation Industry.
Language Skills: English and French required.
Knowledge of change management, experience in business development, identifying revenue opportunities, and proficiency in Salesforce.
Sales and account management experience in the Pharmaceutical, Biotechnology, and/or Analytical Instrumentation industry.
Demonstrate account and project management skills, excellent written, verbal communication, and presentation skills.
Ability to collaborate extensively internally and externally, travel extensively for stakeholder engagements (up to 70% of work profile).