Strategic Customer Development Manager

**Description**

**Brief Job Overview**

This is a non-supervisory position wherein the incumbent will be responsible for the management of the territory in the region Europe namely French speaking countries and other assigned countries. 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 RPO 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, RPO 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.

The Strategic Customer Development Manager, Europe has the following responsibilities:
Strategic External Engagement
- Ability to develop and implement engagement strategies with customers and be a focal point for decision-makers for the organizations that needs 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 increasing USP standards usage.
- Acquire knowledge and 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 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.
- Collaborate with USP’s scientific experts to provide technical & scientific support to customers.
- Collaborate with USP’s regional external affairs and regulatory engagement team to identify cross-collaborative and engagement opportunities between industry and regulators.
- Collaborate with USP’s regional digital marketing team for timely marketing campaign execution.
- Identify opportunities to improve the customer experience and work with the appropriate RPO, Global teams & relevant departments to implement, monitor and measure impact.
- Staying abreast of market conditions that may impact territory customer accounts and their purchasing behavior.

USP Acumen
- Develop an overall understanding of USP’s business. Understands the macro and micro industry environment that influence USP’s overall impact on industry.
- Responsible for being proficient on all new and existing products within the USP portfolio.
- To bridge the understanding on how customers use USP products and identify areas of potential opportunities for new partnerships.
- Understand the relationship between USP, Regulatory and industry both domestically and internationally in the region and how those relationships affect our mission and sustainability.

Performance Metrics and Analysis
- Develops account specific plans and responsible for implementing the annual plan in the assigned accounts. Analyzes sales data for accounts and identifies trends and patterns in developing strategic plans for revenue achievement and growth.
- Maintains and updates account information for all assigned accounts through updates in Salesforce.
- Maintain accounts data up to date for all territory assigned accounts on USP360 CRM platform including customer contact and profiling information.
- Work in collaboration and supporting authorized distributor within the territory under his/her responsibility.
- Responsible for being proficient at interpreting sales data, territory analysis, and product portfolios in search of opportunities for growth including customer pipeline initiatives.
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