The U.S. Pharmacopeial Convention (USP) Senior Market Development Manager in Rockville, Maryland
Summary of the Position
This is an individual contributor position responsible for executing on a comprehensive business plan that will focus on the verification activities for the excipient and active pharmaceutical ingredient (API) markets including donations for excipient monographs. The Senior Market Development Manager will be required to develop an understanding of relevant USP business requirements, understanding the customer needs and market dynamics, and working collaboratively with the verification team, marketing and the Excipients science team, as well as and external stakeholders. In addition, the Manager will be responsible for leading cross functional teams related to new product/service offerings and driving the creation and execution of strategic plans.
Reporting to the Director, Market Development, you must be truly passionate about being the face of the function in USP to customers and driving transformational customer outcomes around sales, professional services, customer success, and understanding industry trends. In this role, you will be a key member of the Market Development team driving proactive, cross-functional alignment and collaboration between sales, program operations, and product in service to our USP customers and partners.
Roles and Responsibilities
Develops business plans to manage and grow the verification services for the excipient and API verification programs and manage sales activities and reporting into Salesforce.
Supports annual business planning process with internal stakeholders to forecast industry trends and needs to effectively manage the verification products.
Applies technical knowledge to Excipients donations and identifies new donor opportunities to the Program Unit Team (PUT) and science team based on program prioritizations.
Tracks projects (both sales and donations), budgets and forecasting, manages all sales aspects of conferences and trade shows for the for Verification activities around Excipients and APIs .
Working with cross-functional groups (e.g., marketing communications, market intelligence, science, US and global sales teams) to build alignment and drive results.
Understands and develops insights into customer segment needs and market information, translating into tactical plans and executes against those plans.
Develops and drives the goals, objectives, strategies and tactics that meet established targets for profitable sales growth, market penetration and public health impact.
Develops and maintains comprehensive and accurate information on key competitors and utilizes the data to modify market development strategies and tactics.
Working with marketing and operations staff, creates clear and compelling messages that resonate with the target customer segment in the industry.
Participates in trade associations and professional groups influencing the target markets
Annually and/or routinely develops P&L forecast for USP products/services in the assigned program.
A bachelor’s degree in marketing, business, or scientific field is required.
Eight years’ experience, with a minimum of 3 years concentrated in market development experience and 2+ years in verification or laboratory services sales.
Ability to listen and gather customer/stakeholder insights and respond with creative solutions.
Strong project management, communication, and leadership skills.
Ability to handle multiple priorities in a fast-paced environment.
Strong communication skills (both verbal and written)
Team player who is self-motivated with strong interpersonal skills and works well in a collaborative entrepreneurial environment.
Demonstrated proficiency in translating marketing strategy to tactical plan development coupled with pull through.
Bias to action and results driven with examples of successful outcomes.
Ability and desire to work well with diverse employees and customers in a cooperative and friendly manner.
Combined education in Pharma science and business highly desired. MBA is helpful.
Proficiency with Microsoft Office, relational databases, data structure, data query, analysis and reporting.
Possess a technical understanding of the assigned product area and how customers use the products; can articulate customer needs.
Understanding of Salesforce or other CRM systems preferred.
Ability to gain customer confidence and establish relationships; Strong empathy for customers.
Global mindset and ability to travel - up to 40% - once external environment will allow.
USP offers an impressive benefits package, including:
Generous paid time off – 15 paid holidays, 10 sick days and 15 vacation days per year to start
An annual 401(k) contribution, beginning after 1 year of service, of 10% of pay (base and bonus) every pay period that vests immediately
Comprehensive individual and family healthcare plans with affordable premiums and low annual deductibles.
The U.S. Pharmacopeial Convention (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 brings together more than 1,100 talented professionals across five global locations to deliver its mission to strengthen the supply of safe quality medicines and supplements worldwide.
USP is proud to be an equal employment opportunity employer (EEOE) and affirmative action employer. Employment selection and related decisions are made without regard to sex, race, age, disability, religion, national origin, color, veteran status, sexual orientation, gender identity or any other protected class. We are committed to working with and providing reasonable accommodation to individuals with disabilities.
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.
The following COVID-19 provisions will apply to selected candidate(s) hired:
As a condition of employment with United States Pharmacopeial Convention’s (USP) duty to provide and maintain a workplace that is free of known hazards, all employees and contingent staff hired after July 1st, 2021 are required to be fully vaccinated unless a reasonable accommodation is approved. Your recruiter will advise accordingly.
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 Ext. Affairs, Regulatory, & Communications
Job Type Full-Time