Senior Manager, Strategic Customer Development, APAC

Summary of the Position

This role will serve as the Strategic Customer Development (SCD) Lead in APAC and will have a team of four SCD Managers as direct reports. He/She will coach and mentor the SCD team to achieve their objectives of setting and achieving revenue goals through effective planning and execution, analyzing data and projecting future performance. He/She will also have direct customer engagement responsibility for Oceania (Australia, New Zealand, Pacific Islands). 

The role will work closely with the General Manager, Market Development Manager and collaborate with Scientific Affairs. External Affairs and other relevant functions to, convert new leads to customers, expand the target customer base, develop and implement account plans, and set performance goals with the objective of market growth and increase utilization of USP’s standards in the region. Reporting functionally to  the Vice President, Global Commercial Operations, this role will serve as a conduit between VP-GCO and field sales.  This position can be based either in Singapore, Japan or Korea.

Roles and Responsibilities

• Responsible to mentor/coach Strategic Customer Development staff in the region on operationalization of USP sales approach and requirements to drive attainment of revenue goals.
• Responsible for tracking and managing Salesforce utilization and adherence, in particular monitoring progress on territory opportunities and assigned tasks
• Works with General Manager and Market Development Manager in analyzing data, preparing reports on sales trends for USP and competitor products, and make recommendations on business impact and direction. 
• In collaboration with Scientific Affairs and other relevant functions, develop and implement engagement strategies to increase USP’s account penetration and enhance customer experience with USP
• Actively manage distributors and develop account specific plans and performance targets. Performs monthly financial reviews of overall performance and performance against targets.
• Perform other related duties as assigned.
• Travel can be up to 50-60% within the region.
• Responsible to ensure that Account plans, including for Key Accounts,  are built with appropriate goals, actions and next steps and are progressing toward success. Providing course correction as needed and reporting quarterly on progress
• Maintain and strengthen existing customer relationships and develop new potential customer relationships. Ensure a consistent, strong sales pipeline and maintain a healthy prospect list

Key Competencies

• Integrity and trust: Never does or coerce others to do anything unethical, immoral, illegal, or something that goes against a company’s core values 
• Empathy and ability to understand customer needs, viewpoints and customer service
• Communication skills: listens first and speaks second. Aware of the message transmitted to their team, how it’s delivered, and how it’s perceived.
• Ability to build relationships with peers, cross-functional counterparts, and upper management: Committed to helping others be successful.
• Analytical skills: Use data-driven reports to spur sales coaching sessions and empower SCDs to take ownership of their opportunity pipelines and drive sales growth
• The ability to prioritize and effectively manage time for work-life quality

Basic Qualifications

• Experienced in Consultative selling with a prove track record
• At least 5 years experience of leading a regional sales team
• Bachelor's degree in Business or a related Science degree with business experience. MBA is preferred
• A minimum of 8 years of successful sales and account management experience in the Biotechnology, Pharmaceutical and / or Biopharma Lab Services industries.

Preferred Qualifications

• Excellent knowledge and understanding of the biotech and pharma industries with established contacts within the research, lab management, product development departments, manufacturing and purchasing 
• Scientific background  including a working understanding of Biologics.
• A  successful sales track record in supplying the pharmaceutical/biotech industry, strongly preferred.

Supervisory Responsibilities

• A team of 4 customer engagement managers