Strategic Customer Development Manager

Who is USP?

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. USP's fundamental belief that Equity = Excellence manifests in our core value of Passion for Quality through our more than 1,300 hard-working professionals across twenty global locations to deliver the mission to strengthen the supply of safe, quality medicines and supplements worldwide.

At USP, we value inclusivity for all. We recognize the importance of building an organizational culture with meaningful opportunities for mentorship and professional growth. From the standards we create, the partnerships we build, and the conversations we foster, we affirm the value of Diversity, Equity, Inclusion, and Belonging in building a world where everyone can be confident of quality in health and healthcare.

USP is proud to be an equal employment opportunity employer (EEOE) and affirmative action employer. We are committed to creating an inclusive environment in all aspects of our work—an environment where every employee feels fully empowered and valued irrespective of, but not limited to, 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. We are committed to working with and providing reasonable accommodation to individuals with disabilities.

Brief Job Overview

This is a Strategic Customer Development (SCD) Manager role located in Brazil, responsible for the management of a territory in Sao Paulo (70%) and Goias state (30%). The candidate will be responsible for all customer engagement initiatives including but not limited to: identifying and selecting key and potential accounts, developing and executing account plans in full alignment with the SCD director and other Region Program Operations (i.e., Customer Service, Marketing, Industry Programs, Commercial Operations), as well as Scientific and External Affairs functions aiming at driving and achieving desired customer outcomes and territory sustainability goals.

The incumbent will also be responsible for capturing and reporting accounts data, contact information, insights and feedback, and work closely with the territory designated as Authorized Distributors (ADs) defining, tracking, and measuring their KPIs. As main goals, the candidate will be responsible for visiting at least 3 key customers per week (in person and/or virtual meetings), developing and implementing key account plans, effectively using Salesforce 360 system, and the implementation of USP workshops/events, aiming to keep revenue sustainability and impact.

How will YOU create impact here at USP?

In this role at USP, you contribute to USP's public health mission of increasing equitable access to high-quality, safe medicine and improving global health through public standards and related programs. In addition, as part of our commitment to our employees, Global, People, and Culture, in partnership with the Equity Office, regularly invests in the professional development of all people managers. This includes training in inclusive management styles and other competencies necessary to ensure engaged and productive work environments.

The Strategic Customer Development Manager has the following responsibilities:

1. This position highly impacts USP mission, by identifying key people and decision-makers for USP’s products and services to support the improvement of quality medicines.
2. The candidate will impact USP’s sustainability by developing and implementing engagement strategies to grow sales and expand relationships with customers. Also, the candidate will convert industry prospects into customers and create high-valued relationships to increase USP’s account penetration and the overall value of USP within each account.
3. Works with LATAM Marketing & LATAM Sr. Director, other LATAM team members in analyzing data, preparing reports on sales trends for USP and competitor products, and make recommendations on business impact and directions.
4. Provides scientific and/or scientific resource experts (i.e. Reference Standard Technical department, Scientific Liaisons), technical and marketing support to customers and to relevant departments within USP.
5. Develop an overall understanding of USP’s business. Understands the macro and micro factors that influence USP’s overall business to factors relevant to specific users (of USP products and/or services) within manufacturer organizations.
6. Understand the relationship between USP, Regulatory, Public Health and Pharma markets both domestically and internationally, and how those relationships impact our Revenue and Mission.
7. Work in collaboration and supporting authorized distributors within the countries under the candidate’s responsibility.
8. Acquires knowledge on how the customers use USP products and identifies areas for potential new business.
9. Develops account specific plans and performance targets. Performs quarterly financial reviews of overall performance and performance against organizational reference standards, publications, and education revenue targets.
10. Identify opportunities to improve the customer experience and work with the HQ (Rockville), Marketing & CE Director and Regional Head & other relevant departments to implement, monitor and measure impact.
11. Analyzes sales data for domestic and regional accounts and identifies trends and patterns that can assist the RPO staff in developing strategic plans for future revenue growth.
12. Maintains and updates account information for all assigned accounts. Updates USP360 CRM database with customer contact and profiling information.
13. Participates in User Forums, face-to-face and/or virtual customer visits and USP trade shows to educate customers and to promote USP reference standards, publications, and education products.
14. Serves as an instructor in the USP Education platform.
15. Technical knowledge and ability to support customers.
16. Have knowledge about USP, compendiums, monographs.
17. Preferably have worked in the pharmaceutical industry in Analytical Development, R&D or Quality Control.
18. Dynamism and commercial skills.

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:

1. Bachelor’s degree in business or a related science field required.
2. Sales and account management experience in the Biotechnology, Pharmaceutical and/or Biopharma Lab Services industries.
3. Strong account and project management skills required.
4. Excellent interpersonal and communications skills.
5. Self-motivated and proactive with sense of urgency, ability to prioritize and focus on key objectives and able to work in a fast-paced multi-task environment.
6. Proven aptitude for building relationships, credibility, and trust with customers, and creating a collaborative work environment.
7. Ability to influence without direct authority.
8. Solution-oriented and innovative; can identify creative options for resolving issues that respond to multiple customer interests and needs.
9. Native Portuguese; Proficiency in English.

Additional Desired Preferences

1. Excellent knowledge and understanding of pharma industries with established contacts within the research, lab management and product development departments.
2. Scientific background and understanding coupled with successful sales track record strongly preferred.
3. Experience in an analytical laboratory desired.
4. Experience delivering oral presentations to groups of people desired.
5. Proven ability to convert prospects into customers and build long term relationships.

Supervisory Responsibilities

None.

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.#J-18808-Ljbffr

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