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Description

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

The Business Development Manager, Digital Products Development is a key individual contributor position in USP’s Digital and Innovation division. The incumbent is responsible for B2B sales of USP’s digital products and for establishing collaborations with vendor/distributors. This role will be 100% remote.

The position reports to the Medicine Supply Map Senior Business Development Manager, in the Digital and Innovation division. USP’s Digital and Innovation division is developing next-generation digital tools for the future of analytical chemistry, pharmaceutical manufacturing, supply chain management, and more. In this position, you will help organizations to realize that digital future by leading external engagements that increase the adoption and sustainability of the digital products.

The applicant’s current portfolio includes USP method digitalization, NMR analysis, and digital standards related software products and services, but more may be added in the future.

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 Business Development Manager, Digital Products Development has the following responsibilities:

• New Business Development

o Prospect, identify, and engage decision-makers in pharmaceutical manufacturers, CROs, CDMOs, and quality control laboratories.

o Build a qualified pipeline of opportunities for digital products.

• Sales Execution

o Lead consultative sales conversations, uncover customer pain points, and demonstrate USP digital products’ value propositions.

o Deliver product demos that excite prospects.

o Collaborate with product and science teams to demonstrate proof-of-concept and/or feasibility for novel product applications that solve customer challenges.

o Manage the full sales cycle from prospecting through close.

o Collaborate with USP Legal to negotiate contracts with customers and vendors/distributors.

• Account Management

o Develop long-term relationships with customers and vendor/distributors, positioning USP as a trusted, value-adding collaborator.

o Collaborate with Customer Success and Product teams to ensure seamless onboarding and customer satisfaction.

• Market Feedback & Strategy

o Capture customer and vendor feedback to inform product roadmap and go-to-market strategies.

o Stay current on pharmaceutical laboratory technology, compliance requirements, and industry trends.

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:

• Bachelor degree in Life Sciences (chemistry, chemical engineering, cheminformatics, etc) or a related field.

• 3–5 years of B2B SaaS or laboratory technology sales experience, preferably in pharma, life sciences, or lab informatics.

• Proven track record of meeting or exceeding sales targets.

• Strong consultative selling and negotiation skills, with the ability to engage both technical and business stakeholders.

• Excellent communication and presentation skills, including experience leading product demonstrations.

• Familiarity with laboratory systems (e.g., Chromatography Data Systems, LIMS, ELNs).

• Familiarity with laboratory analytical technologies (e.g. HPLC, NMR, FTIR, Raman).

• Familiarity with pharmaceutical regulations (like 21.CFR.11) and USP Standards.

• Proficiency with CRM systems (e.g., Salesforce, HubSpot) is critical for pipeline.

Additional Desired Preferences

• Advanced scientific degree preferred.

• MBA preferred.

• Knowledge and experience with pharmaceutical process development, technology transfer, manufacturing, and QC.

• Experience with bio/pharma analytics products.

• Experience leading multiple, complex, cross-functional projects; and doing so in a highly matrixed organization.

• Experience with consultative sales and business development in bio/pharma.

• Excellent relationship-building, partnering, facilitating, negotiating and influencing skills.

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 $98.900.00 – $127,250.00 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.

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.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

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 (https://www.eeoc.gov/poster) notice from the Department of Labor.

**Job Category** Sales & Marketing

**Job Type** Full-Time