Job Information
The U.S. Pharmacopeial Convention (USP) Senior Donations Engagement Manager in Rockville, Maryland
Description
Brief Job Overview
This role is a non-supervisory position responsible for acquisition and complete submission of documentary standards from key stakeholders, primarily in the North America Region (NORAM). The incumbent works directly with donors, the NORAM region staff, PUT Co-leads, Strategic Customer Development Managers, Scientific Experts, and Business Leaders. This role will be responsible for delivering on USP monograph donations, through effective and appropriate stakeholder engagement. This role is housed within the Regions & Program Operations Division and reports to the Director, Standards & Program Integration.
How will YOU create impact here at USP?
Lead all monograph acquisition efforts primarily in NORAM, and as needed, in EMEA.
Identify and develop key contacts acquiring documentary standards required for USP’s public standards development process, for new monographs, modernization activities, and compendial requests.
Develop and donation account strategies, driving ongoing collaboration and alignment across all relevant internal stakeholders/partners.
Deliver on monograph donation targets, ensuring quality data/components for further development by Science and USP Expert Committees, in an expeditious and efficient manner.
Educate, support, and assist the sponsor of a potential monograph with guidance related to USP processes, requirements, and tools.
Support Procurement Team by identifying sources of free of cost material for efforts in CDL and RSL, as needed.
Regularly engages in business and relationship development activities with identified donors and other relevant stakeholders. Develops and nurtures relationships with key people and decision-makers within each account. Leverages internal USP resources to effectively position all relevant USP resources to further the mission of USP.
Regularly executes professional presentations to donors to include, but not limited to the C-suite, Regulatory Affairs, Quality and R & D departments (and their respective staff).
Develops an overall understanding of USP’s business (Small Molecules, Biologics, Growth Programs) to ensure that conversations with donors can foster broader collaborative dialogue between USP and targeted donors.
Understands the relationship between USP, Regulatory and Commercial markets both domestically and internationally and how those relationships affect USP and external accounts.
Has ability to provide scientific and technical support to assigned donors. Leverage internal USP counterpart resources such as SCD, Scientific Affairs and USP Education, for inquires and/or programs that need greater detail and program content expertise.
Develops account specific account plans and performance targets.
Maintains and updates account information for all assigned accounts. Updates USP360 with all relevant donor information. Uses information strategically to be proactive at engaging USP resources.
Make the requisite number of touch points (phone calls / emails / teleconferences / meetings / customer visits) to assigned donor accounts to the responsible individuals and decision-makers on USP’s standards development process, and opportunities for donor contributions, with a primary focus on monographs, and documenting calls, meetings and emails in Salesforce contemporaneously.
Support and execute donor events and workshops to enhance and promote the importance stakeholder contributions to the standards development process.
Identify companies willing to work with USP on new monographs, monograph improvement and bulk material.
Developing donor account plans and working them to meet the revenue and units targets along with gaining an understanding of customer needs and how USP may meet those needs.
Elevating donor insights and potential future customer needs as the quality paradigm changes.
Maintain and update account information for all assigned accounts within Salesforce.
Capturing insights from the donors to determine the drivers and barriers for growth and be solution seeking through documenting the insights in Salesforce.
Develop and report on understanding drivers and barriers for growth trends for donations. Keep track of the progress to goals, monthly.
Know and have complete understanding of USP business. Know what the macro factors are that influence our business in addition to detailed knowledge of customer needs.
Help to increase our understanding of the relationship between USP, Regulatory and Commercial markets both domestically and internationally and how those relationships effect our Mission.
Support opportunities for ET engagement among top donors.
Create points of intersection with other donations staff globally to benchmark and work together or similar programs.
Travel can be up to 50%, both domestic and international.
Perform other related duties as assigned.
Who USP is 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:
Donation Engagement Manager:
Bachelor's degree in Chemistry, or a related science field required or business degree or related field.
Five (5) years’ experience in a life sciences role preferably in the pharmaceutical industry or a contract lab that does testing for pharmaceutical industry or other evidence of experience in conducting USP-NF testing in an analytical laboratory.
Five (5) years’ experience providing account management to pharmaceutical or chemical/laboratory supply channels.
Experience in life sciences related work with demonstrated customer facing engagement activities including but not limited to face-to-face interactions and digital touchpoints.
Good interpersonal skills, communications skills, and telephone manner required.
Advanced understanding of pharmacopeia and use of compendial standards.
Advanced understanding of pharmaceutical industry.
The ability to influence without direct authority.
Results driven with demonstrated successful outcomes.
Ability and desire to work well with diverse employees and customers in a cooperative and friendly manner.
Ability to handle multiple priorities in a fast-paced environment.
Able to work flexible hours when needed, including travel between 40-60% of the time.
Senior Donation Engagement Manager
Bachelor's degree in Chemistry, or a related science field required.
A minimum of 8 years of experience in an analytical chemistry lab preferably in the pharmaceutical industry or a contract lab that does testing for pharmaceutical industry or other evidence of experience in conducting USP-NF testing in an analytical laboratory.
Experience providing account management to pharmaceutical or chemical/laboratory supply channels required.
Good interpersonal skills, communications skills, and telephone manner required.
Advanced understanding of pharmacopeia and use of compendial standards.
Advanced understanding of pharmaceutical industry.
The ability to influence without direct authority.
Results driven with demonstrated successful outcomes.
Ability and desire to work well with diverse employees and customers in a cooperative and friendly manner.
Ability to handle multiple priorities in a fast-paced environment.
Able to work flexible hours when needed, including travel between 40-60% of the time.
Additional Desired Preferences
Experience using data analytical platform (e.g., Tableau) and CRM platform (e.g. Sales Force) a plus.
Previous donation/stakeholder engagement (including sales) experience a plus.
Experience with regulatory, quality assurance or GMP background a plus.
Strong account management skills required.
Strong problem-solving skills with customer-centric approach.
Excellent relationship-building skills with donors.
Excellent in person & virtual presentation skills.
Self-motivated and able to work in a fast-paced multi-task environment.
Combined education in Pharma science and business highly desired. MBA is helpful.
Proficiency with Microsoft Office, data query, analysis, and reporting.
Superior interpersonal skills: professionalism, collaboration, accountability, delegation, coaching, mentoring, and customer service.
Ability to build effective work relationships quickly and work collaboratively in a global setting both internally and externally.
Ability to effectively manage multiple competing priorities with high attention to detail.
Knowledge of USP products and services highly desirable.
Demonstrated experience with project championing and ownership.
High business acumen abilities - can understand and deliver on business objectives.
High comfort with navigating through ambiguity and frequent change, and course-adjusting in the moment.
Demonstrated initiative and resourcefulness with good judgement about what can work.
Strong influence, negotiation, critical thinking, problem-solving and conflict resolution skills.
Supervisory Responsibilities
None.
Benefits
USP provides you with the benefits you need to protect yourself and your family today and tomorrow. From company-paid time off, comprehensive healthcare options to retirement savings, you can have peace of mind that your personal and financial wellbeing is protected.
COVID-19 Vaccination Policy (will apply to the selected candidate(s) hired):
As a condition of employment with the United States Pharmacopeial Convention's (USP) duty to provide and maintain a workplace free of known hazards, all employees and contingent staff hired after July 1st, 2021, must be fully vaccinated unless a reasonable accommodation is approved. Your recruiter will advise accordingly.
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—from the standards we make to the partnerships and conversations we cultivate. An environment where every employee feels fully empowered and valued irrespective of, but not limited to, personality, 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.
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
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
Job Category Technical Programs
Job Type Full-Time