Strategic Customer Development Manager (North India)

Who is USP?

 

The U.S. Pharmacopeial Convention (USP) is an independent scientific organization that collaborates with the world’s 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 1,300 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 minds—regardless of background—to 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

 

This is a non-supervisory position wherein the incumbent will be responsible for the management of the territory in the Northern part of India namely states of Delhi, Himachal, Rajasthan, Haryana, Punjab, Jammu & Kashmir, Uttarakhand and other assigned cities. The incumbent in this position will be responsible for all Customer Engagement activity within the region with a focus on USP’s Program Units associated with, Small Molecules, Biologics, Excipients, Food & Dietary supplements accounts in the assigned territories. Strategic Customer Development Manager will work with the Director - Strategic Customer Engagement for the region and other relevant PROpS staff to help develop and implement strategic sales plans and achieve revenue performance goals. This position will coordinate and manage USP products and solutions to support strategic initiatives and work closely with other SCD Managers, PROpS staff and the department head.  

 

How will YOU create impact here at USP?

 

In this role at USP, you contribute to USP's public health mission of increasing equitable access to high-quality, safe medicine and improving global health through public standards and related programs. In addition, as part of our commitment to our employees, Global, People, and Culture, in partnership with the Equity Office, regularly invests in the professional development of all people managers. This includes training in inclusive management styles and other competencies necessary to ensure engaged and productive work environments.

 

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, USP’s 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 SCD Manager has the following responsibilities:

Revenue Growth:

• Achieve revenues and units’ growth target for his/ her/ their territory and accounts.
• Develop and execute plans to protect and grow revenues at existing accounts and drive new customers’ acquisition. Manage sales activities in Salesforce CRM.
• Collaborate with business support functions (Marketing, Inside Sales, Science team, External Affairs team, Digital Marketing team) and support the execution of revenues growth initiatives in his/ her/ their territory.
• Identify and influence key decision makers in the buying process toward USP products and services.
• Responsible for following up on sales qualified leads.
• Identify and unlock opportunities, to position USP as a leader in pharmaceutical drugs standards.

Customer Engagement:

• Cultivate and strengthen customer relationships at all levels, positioning USP as a trusted advisor to pharmaceutical developers and manufacturers.
• Partner with customers to understand and help address critical quality challenges in pharmaceutical drugs development and manufacturing.
• Partner with Scientific Affairs, Science and Marketing teams, External Affairs and Digital Marketing teams to deliver seamless and differentiated customer experiences through organization of customer events.
• Attend industry trade shows, conferences, and professional forums as appropriate, elevating the organization’s visibility and influence.
• Ability to develop and implement engagement strategies with customers and be a focal point for decision-makers for the organizations that need USP’s products and solutions.
• Responsible for identifying, capturing and influencing key decision makers and influencers to adopt USP products and solutions while gaining understanding on customer needs and how USP may improve customer experience and ultimately increase USP standards usage.

Data-Driven Insights & Sales Intelligence:

• Use of Salesforce CRM and data analytics to track sales performance and inform your actions.
• Analyze and interpret your territory sales data—direct and through distributors—to identify revenue opportunities and provide strategic business reviews.
• Gather and consolidate market and customer feedback, providing actionable recommendations to Global Marketing and Strategy teams as appropriate.
• Analyze territory sales data trends (revenue and units), customer segments, along with drivers and barriers impacting accounts and territory performance
• Support development of territory & account plan for future revenue growth. Keep track of the progress to goals on a quarterly basis.
• Must be able to generate revenue by growing sales and expanded strategic relationships.
• Makes on site calls to assigned accounts in the territories and is responsible for identifying key decision makers for USP products and solutions usage.
• Create and leverage high-valued relationships to increase USP’s account penetration and the overall value of USP within each account by converting industry prospects into customers.
• Participates in USP Customer engagement forums, visiting customers in-person, to educate customers on USP products and solutions

 

Who is USP Looking For?

The successful candidate will have a demonstrated understanding of our USP’s 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:

 

Education and Experience:

• A Scientific Professional with Bachelor / master’s degree in pharmacy / Life Sciences / Chemistry / Biological Sciences with a business management degree/ MBA is preferred.
• A minimum of 9-12 years of relevant experience in the Pharmaceutical, Biotechnology industries and/or in Analytical Instrumentation Industry
• Proven experience in selling products or services to pharma and biopharma accounts (PD labs and QC labs target functions)
• Familiarity with pharmaceutical drugs manufacturing, Quality Assurance, Quality Control and clinical development process.
• 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
• Excellent relationship-building skills with customers.
• Strong time management, multi-tasking, and organizational skills
• Accountability and ownership of work
• Strong verbal and written communication skills
• Self-motivated and able to work in a fast-paced multi-task environment.
• Proficiency with Microsoft Office, data analytical platform (e.g. Tableau) and CRM (e.g. Sales Force)
• Ability and desire to work well with diverse employees and customers in a cooperative and friendly manner.
• Ability to travel extensively for USP related stakeholder engagements, as the travel required for this role is up to 70% of the work profile

 

Location responsible for: Delhi NCR. The incumbent in the role will primarily work from Delhi NCR location but may require flexibility to relocate to other cities as needed.  You may expect 70% of domestic travel.

 

Additional Desired Preferences

 

• Proficient with English, Regional Language
• Knowledge and understanding of pharma industries with established contacts within the research, lab management and product development departments.
• Experience using data analytical platform (e.g. Tableau) and other CRM platform a plus.
• Experience within regulatory, quality assurance or GMP background a plus.
• Strong problem-solving skills with customer-centric approach.
• Proficient in data analytical skills to understand and track financial performance.
• Ability to listen and gather customer/stakeholder insights and respond with creative solutions.
• Strong project management and communication skills.
• Experience with regulatory, quality assurance or GMP background.
• Existing relationships with decision makers in the pharmaceutical markets preferred, including manufacturers, trade associations and/or retailers.

 

Supervisory Responsibilities

 

None, this is an individual contributor role.

 

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.