Senior Strategic Customer Development Manager, Canada (North America)

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 professional level position wherein the incumbent will be responsible for a mixture of key, current, and new account management of an assigned territory. The incumbent will be responsible for developing and executing strategies associated with specific goals to drive growth. The Senior Manager of Strategic Customer Development (SCD) will work with closely with their Team Lead directly for direction, priorities, and areas of focus.  The incumbent will support the execution of account plans for their respective territory while capturing customer insights including drivers and barriers.  The incumbent is responsible for driving revenue and units sold for the entire region of Canada (all relevant provinces) and reporting to their supervisor on a frequent schedule, including taking actions as necessary to overcome challenges. The incumbent is also responsible for all engagement with regulators (Health Canada) and key stakeholders in collaboration with Global External Affairs team. This role has a potential for supervisory responsibilities, at a minimum a mentoring role to less tenured team members.

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, 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 Senior Strategic Customer Development Manager has the following responsibilities:

• Develop and execute account plans that incorporate growth strategies and specific goals to meet revenue targets for customer account management.
• Understand the territory numbers (revenue and units) explicitly, customer segments, along with drivers and barriers impacting growth and degrowth trends through data analysis. Keep track of the progress to goals on a quarterly basis.
• Responsible for identifying, capturing and influencing key decision makers and influencers to choose USP Products and services while gaining an understanding of customer needs and how USP may meet those needs.
• Responsible for co-creating and driving strategies to increase and strengthen engagement with regulatory bodies and key stakeholders within Canada in collaboration with Global External Affairs.
• Manage potential future Inside Sales roles for Canada.
• Work closely with Inside Sales team to develop Territory Plans and tailored growth strategies.
• Responsible for nurturing relationships with key stakeholders in both regulatory and industry when appropriate.
• Responsible for being proficient at interpreting sales data, territory analysis, and product portfolios in search of opportunities for growth including customer pipeline initiatives.
• Responsible for being proficient in all new and existing products within the USP portfolio including adjacent products and services.
• Responsible for following up on sales qualified leads.
• Work closely with other SCD Managers on global key accounts to share best practices, insights related to drivers and barriers and provide recommendations on overcoming challenges.
• Staying abreast of market conditions that may impact territory customer accounts and their purchasing behavior.
• Collaborate with other USP teams with respect to customer engagement objectives, both short, mid, and long-term revenue.
• Perform other related duties as assigned.
• Travel can be up to 50%, both domestic and international.

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:

• Residency in Canada a requirement.
• French speaking a requirement.
• Bachelor's degree in Chemistry or Biochemistry, or a related science field required.
• Eight (8) to ten (10) years-experience in a life sciences role 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.
• ten (10) to fifteen (15) years’ experience as an executive sales account manager providing account management to pharmaceutical or chemical/laboratory supply channels.
• Experience in life sciences related work with demonstrated customer facing engagement activities including but not limited to face-to-face interactions and digital touchpoints.
• Excellent interpersonal skills, presentation, communications skills, and telephone manner required.
• Excellent relationship-building skills with customers.

Additional Desired Preferences

• MBA a plus.
• Experience using data analytical platform (e.g. Tableau) and CRM platform (e.g. Sales Force) a plus.
• Experience with regulatory, quality assurance or GMP background a plus.
• Strong account management skills required.
• Strong problem-solving skills with customer-centric approach.
• Proficient in data analytical skills to understand and track financial performance.
• Ability to analyze and evaluate data and prepare reports related to territories and areas of focus as routine.
• Self-motivated and able to work in a fast-paced multi-task environment.

Supervisory Responsibilities

None, this is an individual contributor role. Potentially direct reports in the future: 3 Inside Sales Specialists.

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.