The U.S. Pharmacopeial Convention (USP) Strategic Customer Development Manager in Rome, Italy
Summary of the Position
This is a professional level position wherein the incumbent will be responsible for the management of an assigned territory or region. He/she will be responsible for all Customer Engagement activity within their region which includes the management of customer accounts and authorized distributors. The Strategic Customer Development Manager will work with the Strategic Customer Development Lead and other relevant staff to help develop and implement Strategic Marketing Plans and performance goals. This position will coordinate and manage USP projects and services to support strategic initiatives and work closely with other Customer Engagement Managers and Strategic Marketing & Program Operation (SMPO) staff to identify product enhancements and new service offerings.
Roles and Responsibilities
Makes on site calls to assigned and unassigned accounts. Responsible for identifying key people and decision-makers for USP’s products and services.
Must be able to develop and implement engagement strategies to grow sales and expand relationships.
Convert industry prospects into customers. Create and leverage high-valued relationships to increase USP’s account penetration and the overall value of USP within each account.
Provides scientific and / or scientific resource experts (i.e. Reference Standard Technical dept, Scientific Liaisons), technical and marketing support to customers and to relevant departments within USP.
Identify companies willing to work with USP on new monographs, monograph improvement and bulk material.
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 and Commercial markets both domestically and internationally and how those relationships affect our Revenue and Mission.
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 SMPO staff personnel & relevant departments to implement, monitor and measure impact.
Analyzes sales data for accounts and identifies trends and patterns that can assist the team in developing strategic plans for future revenue growth.
Maintains and updates account information for all assigned accounts. Updates USP’s Salesforce.com CRM database with customer contact and profiling information.
Participates in User Forums, face-to-face customer visits and USP trade shows to educate customers and to promote USP reference standards, publications, and education products.
Serves as an instructor in the USP Education.
Perform other related duties as assigned.
Travel can be up to 50% both domestic (EMEA) and international.
Bachelor's degree (Chemistry, Biological Sciences) with degree in Business management desirable.
A minimum of 5 years of successful sales and account management experience in the Pharmaceutical, Biotechnology industries, knowledge about lab supply would be an additional asset. .
Knowledge, Skills and Abilities
Knowledge of Italian market, of other southern European markets and African Markets desirable.
Excellent knowledge and understanding of the pharma & biotech industries with established contacts within the research, lab management and product development departments.
Scientific background / understanding of Pharma & Biologics coupled with successful sales track record strongly preferred.
Self-motivated and able to work in a fast-paced multi-task environment
Strong account management skills required.
Excellent interpersonal skills, communications skills, and telephone manner required.
Ability to convert prospects into customers and build long term relationships
Experience in an analytical laboratory desired.
Experience delivering oral presentations to groups of people desired.
Language Skills Required: Italian, English
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 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.
Job Category Sales & Marketing
Job Type Full-Time