Strategic Customer Development Manager, West Coast (REMOTE)

Description Strategic Customer Development Manager – USP 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. How will YOU create impact here at USP? The Strategic Customer Development Manager leads the execution of the commercial strategy for USP portfolio of standards and materials in a West Coast United States territory. This important, non‑supervisory role is responsible for driving revenue growth, expanding market presence, and accelerating USP’s impact across the pharmaceutical industry in the United States. In this role, you will be accountable for meeting revenue and unit‑growth annual targets in your assigned territory. To achieve this, you will foster customer relationships at all levels and collaborate with multiple internal USP functions—including Technical and Customer Service, Marketing, Regulatory and Scientific Affairs—to deliver unmatched customer experiences. Your activities will include regular account management and business development customer visits, business‑lead follow‑up, and lead‑generation activities. You will lead the creation and execution of account plans to position USP portfolio of standards for long‑term growth. Your focus will be on identifying, understanding, and supporting resolution of key quality challenges that developers and manufacturers of pharmaceutical drugs routinely face. The successful candidate will be self‑motivated and results driven. They will enjoy working with people collaboratively, strengthening customer relationships, and developing their network in the pharmaceutical industry community. We are searching for a person who wants to grow and develop his/her/their own career, a future commercial leader with a passion for opening new doors and creating new opportunities. This is a remote position requiring 60% domestic travel. The position is based in West Coast (LosAngelespreferred). 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 Strategic Customer Development Manager has the following responsibilities: Revenue Growth: Achieve revenue and unit growth targets for your territory and accounts. Develop and execute plans to protect and grow revenues at existing accounts and drive new customer acquisition. Manage sales activities in Salesforce CRM. Collaborate with business support functions (Marketing, Inside Sales, Science team) and support the execution of revenue‑growth initiatives in your 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 drug 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 drug development and manufacturing. Partner with Scientific Affairs, Science and 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. Data‑Driven Insights & Sales Intelligence: Use of Salesforce CRM and data analytics to track sales performances and inform your actions. Analyze and interpret 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. Who is USP Looking For? Bachelor's degree in a life sciences discipline (preferably analytical chemistry, chemistry) with a minimum of 5‑years professional experience in life sciences industry. At least 3 years of experience as an account manager in life sciences industry, with a track record of consistently meeting sales targets. Proven experience in selling products or services to pharma and biopharma accounts (PD labs and QC labs target functions). Familiarity with pharmaceutical drug 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, presentation and communication 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. Additional Desired Preferences Master’s degree preferred in either business or science with an MBA. Education and training in pharmaceutical sciences and business highly desired. Ability to gain customer confidence and build long‑term relationships. Ability to listen and gather customer/stakeholder insights and respond with creative solutions. Team player who is self‑motivated with strong interpersonal skills and works well in a collaborative entrepreneurial environment. 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. Compensation Base Salary Range: USD $99,000.00 - $150,000.00 annually. Target Annual Bonus: % Varies based on level of role. Individual compensation packages are based on various factors unique to each candidate’s skill set, experience, qualifications, equity, and other job‑related reasons. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities 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. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights ( notice from the Department of Labor. Job Category Sales & Marketing Job Type Full‑Time #J-18808-Ljbffr