Strategic Customer Development Manager

DescriptionWho is USP?
The U.S. Pharmacopeial Convention (USP) USP is an independent scientific organization that collaborates with the world's top experts in health and science to develop quality standards for medicines, dietary supplements, and food ingredients.
USP's fundamental belief thatEquity = Excellencemanifests in our core value ofPassion for Qualitythrough our more than 1,100 talented professionals across five global locations to deliver the mission to strengthen the supply of safe, quality medicines and supplements worldwide.Brief Job OverviewWe are seeking a Strategic Customer Development (SCD) Manager, based in Brazil, responsible for the management of a territory comprised of Sao Paulo state (80%), and South (20%).
He / She will be responsible for all customer engagements initiatives including but not limited to identifying and selecting key and potential accounts, developing and executing account plans in full alignment with SCD director and RPO (Customer Service, Marketing, Industry Programs, Commercial Operations), and Scientific and External Affairs functions aiming at driving and achieving desired customer's outcomes and territory sustainability goals.
The incumbent will be also responsible for capturing and reporting accounts data,contact's information, insights and feedback, and work close to the territory designated Authorized Distributors (ADs) defining, tracking and measuring their KPIs.
As main goals, he/she will be responsible for visiting, at least, 5 customers / week (F2F / virtual meeting), develop and implement key account plans, effectively usage of Sales Force 360 system, implementation of some USP virtual and/or presential workshops/events, aiming at keeping territory revenue sustainability and impact.How will YOU create impact here at USP?
This position highly impacts USP's mission, by identifying key customers, stakeholders and and decision-makers for USP's products and services supporting the improvement of quality medicines.This person will impact USP sustainability by developing and implementing accounting plans and customer's engagement strategies to grow USP Revenue by improving USP visibility and relevance in him / her Territory.
Also, he/she 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.Works in collaboration with LATAM Marketing & LATAM Sr.
Director and other LATAM team members in analyzing data, preparing reports on sales trends for USP and competitor products, and making recommendations on business impact and directions.Provides scientific and / or identifying subject matter experts (i.e. Reference Standard Technical dept, Scientific Liaisons), technical and marketing supporting customers and training/delivering USP courses.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.Understand the relationship between USP, Regulatory, Public Health and Pharma markets both domestically and internationally, and how those relationships impact our Revenue andWork in collaboration, supporting and managing designated Authorized Distributor (AD) within his/her Territory.Acquires knowledge on how the customers use USP products and identify areas for potential new business.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.Identify opportunities to improve the customer experience and work with the appropriate RPO departments and programs (Marketing, Customer Service, Material Programs, etc.), Regional Head & other relevant departments to implement, track and measure impact.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.Maintains and updates account information for all assigned accounts.
Updates USP360 CRM database with customer contact and profiling information.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.Serves as an instructor in USP Education.Technical knowledge and ability to support customers.Have knowledge about USP, compendiums, monographs.Preferably have worked in the pharmaceutical industry in Analytical Development, R&D or Quality Control.Dynamism and commercial skills.Who USP is Looking For?
Bachelor's degree in business or a related science field required.Sales and account management experience in the Biotechnology, Pharmaceutical and / or Biopharma Lab Services industries.Strong account and project management skills required.Excellent interpersonal and communications skills.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.Proven aptitude for building relationships, credibility, and trust with customers, and creating a collaborative work environment.Ability to influence without direct authority.Solution-oriented and innovative; can identify creative options for resolving issues that respond to multiple customer interests and needs.Native Portuguese; Proficiency in English.Additional Desired PreferencesExcellent knowledge and understanding of pharma industries with established contacts within the research, lab management and product development departments.Scientific background / understanding coupled with successful sales track record strongly preferredExperience in an analytical laboratory desired.Experience delivering oral presentations to groups of people desired.Proven ability to convert prospects into customers and build long term relationshipsBasic knowledge in Spanish (listening and speaking).
Supervisory ResponsibilitiesNone, this is an individual contributor role.BenefitsUSP 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 CategorySales & MarketingJob TypeFull-Time