The U.S. Pharmacopeial Convention (USP) Strategic Customer Development Manager/Sr. Strategic Customer Development Manager , USP China in Shanghai, China
Strategic Customer Development Manager/Sr. Strategic Customer Development Manager , USP China
Summary of the Position
This is a professional level position wherein the incumbent will provide account management support for domestic reference standards, publications, and education accounts. The Strategic Customer Development Manager will work with the Director Strategic Customer Development and other Strategic Customer Development Managers to develop account specific plans and performance goals for all accounts assigned to the group. He/she will be responsible for keeping the customer informed about relevant USP information, current activities, and revenue growth for assigned regions and accounts. This position will coordinate and manage internal USP projects and services to support strategic initiatives and work closely with other Strategic Customer Development Managers and SMPO staff to identify product enhancements and new service offerings.
Roles and Responsibilities
Makes phone calls to assigned and unassigned accounts. Responsible for identifying key people and decision-makers for Reference Standards, Publications and Pharmacopeial Education purchases to drive revenue growth and USP awareness.
Develop an overall understanding of USP business. Know what the macro factors are that influence our business and not just the customer detail.
Understand the relationship between USP, Regulatory and Commercial markets both domestically and internationally and how those relationships effect our revenue and mission.
Provides scientific and technical support to assigned accounts and communicate key information about relevant USP activities.
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 customer performance and performance against organizational reference standards, publications, and education revenue targets.
Contacts existing and new customers regarding publications and reference standards to identify key contacts and determine how they are using USP products and the potential for additional business.
Analyzes sales data for domestic accounts and identifies trends and patterns that can assist in developing plans for future revenue growth.
Maintains and updates account information for all assigned accounts. Updates the database with customer contact 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 Pharmacopeial Education.
Identify companies willing to work with USP on new monographs, monograph improvement and bulk material.
Works with Strategy and Business Development (SBD) in analyzing data and preparing reports on sales trends for USP and make recommendations on business impact and direction.
Reviews each issue of the PF and prepare a summary of the scientific content for use by all Global Strategic Customer Development and SMPO staff
Maintains the database for the Reference Standard catalog.
Perform other related duties as assigned.
Travel can be up to 50%, both domestic and international
Education and Experience:
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.
Knowledge, Skills and Abilities:
Strong account and project management skills required.
Excellent interpersonal skills, communications skills, and telephone manner required.
Ability to analyze and evaluate data, and prepare reports necessary.
Self-motivated and able to work in a fast-paced multi-task environment.
Experience in an analytical laboratory desired.
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