This is a professional level position wherein the incumbent will be responsible mainly for the management of USP customer and distributor relationships in the Russia and Commonwealth of Independent States (CIS) countries with additional responsibilities within priority countries in EMEA Region. He/she will be responsible for all Customer Development activity within these territories with a more heavily-weighted focus on chemical medicines and pharmaceutical accounts and a good grasp of the growing opportunities in the Biologics market. The Customer Development Manager will work with the Director, Strategic Customer Development (SCD) of the EMEA and other relevant Strategic Marketing & Program Operations (SMPO) staff to help develop and implement strategic sales, key account plans and performance goals. This position will coordinate and manage USP projects and services to support strategic initiatives and work closely with other Customer Engagement Managers, SMPO staff, the Region Head and authorized distributors to identify product enhancements and new service offerings.

Roles and Responsibilities

• Makes on site calls to assigned and unassigned accounts. Identifies key people and decision-makers for USP’s products and services.
• Develops and implements engagement strategies to grow sales and expand relationships.
• Converts industry prospects into customers. Creates and leverages high-valued relationships to increase USP’s account penetration and the overall value of USP within each account.
• Works with EMEA Region Head and Senior Management in analyzing data, preparing reports on sales trends for USP and competitor products, and makes recommendations on business impact and directions.
• Provides scientific and/or scientific resource experts (e.g. Reference Standard Technical dept, Scientific Liaisons), technical and marketing support to customers and to relevant departments within USP.
• Identifies companies willing to work with USP on new monographs, monograph improvement and bulk material.
• Develops an overall understanding of USP’s business. Understands the macro and micro factors, which influence USP’s overall business relevant to specific users (of USP products and / or services) within manufacturer organizations. 
• Understands the relationship between USP, Regulatory and Commercial markets, both domestically and internationally, and how those relationships affect our revenue and mission.
• Works in collaboration with and supports authorized distributors within the Region.
• Acquires knowledge on how customers use USP products and identifies areas for potential new business.
• Develops account specific plans and performance targets. Performs quarterly financial reviews of overall performance and performance against organizational reference standards, publications, and education revenue targets.
• Identify opportunities to improve the customer experience and work with the appropriate HQ (Rockville), Sr. Manager and Regional Head & other relevant departments to implement, monitor and measure impact.
• Analyzes sales data for domestic and regional accounts and identifies trends and patterns that can assist the SMPO staff in developing strategic plans for future revenue growth.
• Maintains and updates account information for all assigned accounts. Updates USP’s Salesforce.com CRM database with customer contact and profiling information.
• Participates in User Forums, face-to-face customer visits and USP trade shows to educate customers and to promote USP reference standards, publications, and education products.
• Serves as an instructor in the USP Education.
• Performs other related duties as assigned.
• Travels up to 70% within the EMEA Region with primary focus on Russia and CIS assigned countries.

Basic Qualifications

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• Bachelor's degree in Business or a related science field required.

CUSTOMER DEVELOPMENT MANAGER:

• A minimum of 5 years of successful sales and account management experience in the Biotechnology, Pharmaceutical and / or Biopharma Lab Services industries.
• Proficiency in Russian and English, spoken and written.
• Residence within the Russia, CIS territories and/or Eastern Europe Territories, preferred in Russia.

SENIOR CUSTOMER DEVELOPMENT MANAGER:

• A minimum of 8 years of successful sales and account management experience in the Biotechnology, Pharmaceutical and / or Biopharma Lab Services industries.
• Proficiency in Russian and English, spoken and written.
• Residence within the Russia, CIS territories and/or Eastern Europe Territories, preferred in Russia.

Preferred Qualifications

• MBA in Business Administration
• Experience in lab activities in the Pharmaceutical sector
• Strong account and project management skills
• Excellent interpersonal and communication skills, communications skills, and telephone manner
• Self-motivated and proactive with sense of urgency, ability to prioritize and focus on key objectives and able to work in a fast-paced multi-task environment
• Proven aptitude for building relationships, credibility and trust with customers, and creating a collaborative work environment.
• Ability to influence without direct authority.
• Solution-oriented and innovative; can identify creative options for resolving issues that respond to multiple customer interests and needs
• Excellent knowledge and understanding of pharma industries with established contacts within the research, lab management and product development departments.
• Scientific background / understanding coupled with successful sales track record strongly preferred
• Experience in an analytical laboratory.
• Experience delivering oral presentations to groups of people desired.
• Proven ability to convert prospects into customers and build long term relationships

Required Skills Required Experience

Ability to: Rread, write, comprehend and speak English sufficiently well to perform job functions:

Work well within team environment; Work to improve team skills set;  Show initiative; Utilize time effectively; Identify problems;  Use network applications for solving problems and for day-to day business.  Work independently.

Knowledge of: Cell's test operations. Leak checking. Microsoft Word. Microsoft EXCEL. Working from prints, procedures, planning schedules, and verbal and written instructions. Safety policies and procedures within the assembly process. Axcelis Operating Systems including Glovia, SmarTeam, and Insight.

 Skilled at: Problem solving. Troubleshooting, assembly, basic  testing, disassembly and rebuilding electromechanical units, subassemblies and complete machine modules.

Travel: Ability to travel on short notice.  Percent of travel required up to 5%.

May be certified in some of the cells' complex assembly and test operations.