Director, Strategic Customer Development – APAC

Who is USP

The U.S. Pharmacopeial Convention (USP) is an independent scientific organization that collaborates with the worlds leading health and science experts to develop rigorous quality standards for medicines dietary supplements and food ingredients. At USP we believe that scientific excellence is driven by a commitment to fairness integrity and global collaboration. This belief is embedded in our core value of Passion for Quality and is demonstrated through the contributions of more than 1300 professionals across twenty global locations working to strengthen the supply of safe high-quality medicines worldwide.

At USP we value inclusive scientific collaboration and recognize that attracting diverse expertise strengthens our ability to develop trusted public health standards. We foster an organizational culture that supports equitable access to mentorship professional development and leadership opportunities. Our partnerships standards and research reflect our belief that ensuring broad participation in scientific leadership results in stronger more impactful outcomes for global health.

USP is proud to be an equal employment opportunity employer (EEOE) and is committed to ensuring fair merit-based selection processes that enable the best scientific mindsregardless of backgroundto contribute to advancing public health solutions worldwide. We provide reasonable accommodations to individuals with disabilities and uphold policies that create an inclusive and collaborative work environment.

Brief Job Overview

The Strategic Customer Development (SCD) Director in APAC is a leadership role with a team of five SCD Managers as direct reports. The SCD Director will coach and mentor the SCD team to achieve their objectives of setting and achieving revenue goals through effective planning and execution analyzing data and projecting future performance. The role will work closely with the General Manager and Market Development Manager and collaborate with Scientific Affairs. External Affairs and other relevant functions to convert new leads to customers expand the target customer base develop and implement account plans and set performance goals with the objective of market growth and increase utilization of USPs standards in the region. Reporting functionally to the Vice President Global Strategic Customer Development this role will serve as a conduit between VP-GSCD and field sales. This position can be based either in Singapore Japan or Korea.

How will YOU create impact here at USP

As part of our mission to advance scientific rigor and public health standards you will play a vital role in increasing global access to high-quality medicines through public standards and related programs. USP prioritizes scientific integrity regulatory excellence and evidence-based decision-making to ensure health systems worldwide can rely on strong tested and globally relevant quality standards.

Additionally USPs People and Culture division in partnership with the Equity Office invests in leadership and workforce development to equip all employees with the skills to create high-performing inclusive teams. This includes training in equitable management practices and tools to promote engaged collaborative and results-driven work environments.

The Director Strategic Customer Development APAC has the following responsibilities:

• Responsible to mentor/coach Strategic Customer Development staff in the region on operationalization of USP sales approach and requirements to drive attainment of revenue goals.
• Responsible for tracking and managing Salesforce utilization and adherence in particular monitoring progress on territory opportunities and assigned tasks
• Works with General Manager and Market Development Manager in analyzing data preparing reports on sales trends for USP and competitor products and making recommendations on business impact and direction.
• Lead co-ordinate and/or participate in programs and projects include and not limited to region / countries short and long term growth strategies channel assessments new products and offerings opportunities and engagement with industry associations and other relevant stakeholders to achieve revenue and business goals
• Responsible to ensure that Account plans including for Key Accounts are built with appropriate goals actions and next steps and are progressing toward success. Providing course correction as needed and report on progress
• Maintain and strengthen existing customer relationships and develop new potential customer relationships. Ensure a consistent strong sales pipeline and maintain a healthy prospect list
• In collaboration with Scientific Affairs and other relevant functions develop and implement engagement strategies to increase USPs account penetration and enhance customer experience with USP
• Actively manage distributors and develop account specific plans and performance targets. Performs monthly financial reviews of overall performance and performance against targets.
• Perform other related duties as assigned.
• Travel can be up to 50-60% within the region.

Who is USP 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:

• Bachelors degree in a life sciences discipline (preferably analytical chemistry biochemistry biology biotechnology) with business experience.
• A hands-on commercial leader with 10 years of experience in Sales and at least 5 years experience leading a regional sales team ideally in the life sciences biopharma or related industry.
• Proven track record of driving revenue growth and leading geographically dispersed teams across Asia Pacific.
• Excellent knowledge and understanding of the pharma and biotech industries customer needs and commercial dynamics with established contacts within the Research and Development QA/QC lab Regulatory Affairs lab management product development departments manufacturing and purchasing departments.
• Passion for building high-performance teams and organizations.
• Entrepreneurial mindset with the drive to open new doors and create new opportunities.
• Strong relationship-builder with the ability to influence senior decision-makers across global organizations.
• Ability to gain customer confidence and build long-term relationships.
• Ability to listen and gather customer/stakeholder insights and respond with creative solutions.
• Proficiency with data analytical platform (e.g. Tableau) and CRM (e.g. Sales Force).
• Strong problem-solving skills with customer-centric approach.
• Bias to action and results driven with a track record of successful outcomes.
• Excellent interpersonal skills presentation communications skills.
• Ability and desire to work well with diverse employees and customers in a cooperative and friendly manner.

Additional Desired Preferences

• Masters degree preferred in either business or science with an MBA. Education and training in pharmaceutical sciences and business are highly desired.
• Experience with regulatory clinical development quality assurance GMP in pharma and biopharma market environment.
• Existing network with decision makers in the pharma/ biopharma Asia Pacific markets preferred such as manufacturers trade associations and/or resellers.

Supervisory Responsibilities

Yes this is a supervisory role. The incumbent will oversee a team consisting of the following positions:

• 3 Senior Strategic Customer Development Managers.
• 2 Strategic Customer Development Managers.

Benefits

USP 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.

Required Experience:

Director