Strategic Customer Development Manager, South East Asia

Summary of the Position

This is a professional level position where the candidate will be responsible for the revenue growth in South East Asia countries, excluding Indonesia. He/she will report to the Strategic Customer Development Lead, APAC and will work collaboratively with Market Development Manager and other relevant Regions and Programs Operations staff to help develop and implement strategic sales plans to achieve performance goals. This position will convert industry prospects into customers, create and leverage high-valued relationships to increase USP’s account penetration and the overall value of USP within each account. Generally, the role is the internal Voice of Customer (VOC) for customers in the assigned South East Asia countries

Roles and Responsibilities

• Makes on site calls to assigned and unassigned accounts. Responsible for identifying key users, influencers and decision-makers for USP’s products and services.
• Acquires knowledge on how the customers use USP products and identify areas for potential new business
• Able to develop and implement account strategies to grow sales and expand relationships with customers
• Focused on Tier 1 (key accounts) and Tier 2 customers, both direct and working in partnership with authorized distributors in the assigned South East Asia countries. 
• Management of lead follow-up from campaigns/trade shows/events, Open Quotes and abandoned carts to increase territory utilization of USP Products and Services. 
• Collaborates with scientific affairs and marketing to enhance customer support and loyalty 
• Works with various internal and external stakeholders in analyzing data, preparing reports on customer sales trends for USP and competitor products to identify customer needs and sales opportunities. 
• Develops account specific plans and performance targets. Performs monthly and quarterly financial reviews of overall performance and performance against revenue targets.
• Maintains and updates account information for all assigned accounts. Updates USP’s Salesforce.com CRM database with customer contacts, profiling information and account plans
• Participates in User Forums, face-to-face customer visits and USP trade shows to promote USP reference standards and services
• Perform other related duties as assigned
• Travel can be up to 50-60% within the region.

Key Competencies

• Integrity and trust: Never does or coerce others to do anything unethical, immoral, illegal, or anything that goes against a company’s core values 
• Strong account management skills, able to uncover customer needs and sell solutions. 
• Excellent interpersonal, communications, and planning skills required. 
• Ability to convert prospects into customers and build long term relationships
• Self-motivated, bias towards actions and be results oriented
• Collaborative within various teams and successful track record working in a complex global, matrix and fast-paced multi-task environment.
• Experience in an analytical laboratory desired.
• Experience delivering oral presentations to groups of people desired
• The ability to prioritize and effectively manage time for work-life quality

Basic Qualifications

• Bachelor's degree in Business or a related science field required. 
• A minimum of 5 years of successful sales and account management experience in the Pharmaceutical, 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 and product development departments. 
• Scientific background / understanding of analytical science coupled with successful sales track record strongly preferred.

Supervisory Responsibilities

• None