Director, Strategic Customer Development – NORAM

US Pharmacopeia

. Lead commercial strategy execution for USP's portfolio of standards in North America .

Posted 10/14/2026full-timeRemote • United States, CanadaLead💰 $171,833 - $243,289 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading commercial strategy execution and driving revenue growth within the North American pharmaceutical industry. Proficient in managing sales operations, building senior-level relationships, and utilizing CRM and data analytics tools to enhance business performance.

Highest-signal resume keywords

Sales LeadershipRevenue GrowthSalesforce CRMData AnalyticsPharmaceutical Market Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy ExecutionSales Operations ManagementAccount PlanningData AnalysisCustomer SegmentationPeople ManagementNegotiation SkillsMarket AnalysisPerformance MeasurementRegulatory Compliance

Soft Skills

Relationship BuildingProblem-SolvingCommunication SkillsInterpersonal SkillsInfluencing Skills

Tools & Technologies

SalesforceTableauCRM PlatformsData Analytical Platforms

Certifications & Qualifications

Bachelor's Degree in Life SciencesMaster's Degree or MBA (Preferred)

Industry Keywords

Pharmaceutical IndustryCommercial StrategyCustomer EngagementSales Pipeline ManagementEmerging Therapeutic AreasRegulatory AffairsQuality AssuranceGMP Experience

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

Lead commercial strategy execution for USP's portfolio of standards in North America
Drive revenue and unit growth, expand market presence, and accelerate USP's impact across the North American pharmaceutical industry
Oversee sales operations and distribution channels across North America
Lead a geographically dispersed sales team and foster senior-level customer relationships
Create and execute strategic account plans and support or lead multi-year supply agreement negotiations
Identify opportunities in emerging therapeutic areas and high-growth markets
Create user forums, quality hours, workshops, and webinars with Scientific Affairs, Science Leads, and Regulatory Affairs
Build partnerships with regional distributors through training, shared resources, and joint customer engagement
Represent USP at industry conferences, trade associations, and professional forums
Use Salesforce CRM and data analytics to manage the sales pipeline and track business performance
Analyze sales data and provide monthly and quarterly business reviews to USP leadership
Monitor industry trends, regulatory dynamics, and competitive developments
Lead and develop a regional sales team of 6 Strategic Customer Development managers, 2 Inside Sales Account managers, and 1 Sales Development Associate
Collaborate with Scientific Affairs, Customer Service, Technical Service, Pricing, Finance, and Marketing
Travel up to 60% to engage customers, support regional team members, and expand USP's presence
Define and execute North America commercial strategy, annual priorities, operating objectives, and performance measures
Advise the Vice President on commercial growth opportunities and organizational effectiveness
Oversee territory alignment, customer segmentation, and resource allocation across the region

Requirements

What you’ll need

10+ years of experience in Sales
At least 5 years of progressive sales leadership experience
5+ years of people management experience
Bachelor's degree in a life sciences discipline, preferably analytical chemistry, biochemistry, biology, or biotechnology
Experience using a CRM platform, preferably Salesforce, and a data analytical platform such as Tableau
Proven track record of driving revenue growth, consistently achieving sales targets, and leading a geographically dispersed sales team
Deep understanding of the pharmaceutical market, customer needs, and commercial dynamics
Strong problem-solving skills with a customer-centric approach
Strong relationship-building and ability to influence senior decision-makers across global organizations
Proficiency with Tableau or similar data analytical platform and Salesforce or similar CRM
Excellent interpersonal, presentation, and communication skills
Ability to work well with diverse employees and customers
Primary residence in MD, VA, WV, DC, PA, MI, KS, FL, NC, IL, or MN, or in Canada
Ability to travel domestically up to 60% of the time
Master's degree, MBA, pharmaceutical sciences/business training, regulatory/clinical development/quality assurance/GMP experience, and an existing North American pharmaceutical network are preferred or desired

Benefits

Comp & perks

Company-paid time off
Comprehensive healthcare options
Retirement savings
Reasonable accommodations for individuals with disabilities
Mentorship, professional development, and leadership opportunities
Training in equitable management practices and tools
Target annual bonus (varies based on level of role)