Director, Strategic Customer Development- NORAM

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Strategic Customer Development – NORAM based in the United States.** This senior commercial leadership role offers the opportunity to drive revenue growth, expand market presence, and strengthen strategic customer partnerships across the North American pharmaceutical industry. You will lead regional sales strategy, oversee distribution channels, and guide a geographically dispersed team toward ambitious commercial objectives. Working closely with pharmaceutical developers, manufacturers, and industry stakeholders, you will help address critical quality challenges and support access to high-quality medicines. The role combines strategic planning, customer engagement, market intelligence, and operational leadership in a science-driven environment. You will collaborate across scientific, regulatory, technical, marketing, and financial functions to deliver customer value and sustainable business growth. This is an opportunity for an experienced sales leader to build a high-performing organization, develop influential industry relationships, and shape long-term regional strategy. ### Accountabilities - **Revenue Growth and Market Expansion** - Lead regional commercial strategy to achieve annual revenue and unit growth targets while supporting sustainable long-term business performance. - Develop and execute strategic account plans to retain existing business, acquire new customers, and identify growth opportunities through direct and distribution channels. - Support strategic negotiations and multi-year supply agreements with key accounts. - Identify opportunities in emerging therapeutic areas and high-growth markets to expand market presence. - **Strategic Customer Engagement** - Build trusted relationships with senior stakeholders across pharmaceutical development and manufacturing organizations. - Partner with customers to understand and help resolve quality challenges affecting drug development and manufacturing. - Coordinate customer forums, workshops, webinars, and educational sessions with scientific and regulatory experts to demonstrate product value and address industry needs. - Develop strong partnerships with regional distributors through training, shared resources, and joint customer engagement. - Represent the organization at industry conferences, trade associations, and professional events. - **Market Intelligence and Performance Analytics** - Use Salesforce CRM and analytical tools to manage the sales pipeline, monitor performance, and strengthen accountability across the regional team. - Analyze direct and distributor sales data to identify opportunities and deliver monthly and quarterly performance reviews to senior leadership. - Monitor market trends, regulatory developments, customer priorities, and competitive activity to inform commercial strategy. - Consolidate customer and market feedback and provide actionable recommendations to marketing and strategy teams. - **Team Leadership and Cross-Functional Collaboration** - Lead, coach, and develop a regional team of nine or more professionals, including strategic customer development managers, inside sales account managers, and a sales development associate. - Build a high-performance culture focused on accountability, professional growth, collaboration, and results. - Partner with scientific affairs, customer service, technical service, pricing, finance, and marketing teams to deliver a consistent customer experience. - Collaborate with regional peers to share best practices, benchmark performance, and promote continuous improvement. - Travel across North America to support team members, engage strategic customers, and expand market presence. - **Strategic Leadership and Organizational Effectiveness** - Establish regional business priorities, operating objectives, and performance measures aligned with broader growth goals. - Advise senior leadership on commercial opportunities, regional priorities, and organizational effectiveness. - Oversee territory design, customer segmentation, and resource allocation to maximize business impact. - Represent the region's commercial priorities to executive leadership and recommend strategies for market development and growth. ## Requirements - Bachelor's degree in a life sciences discipline, preferably analytical chemistry, biochemistry, biology, or biotechnology. - At least 10 years of sales experience, including a minimum of 5 years in progressive sales leadership roles; life sciences or a related industry is preferred. - At least 5 years of people management experience. - Demonstrated success achieving sales targets, driving revenue growth, and leading geographically dispersed sales teams. - Strong understanding of the pharmaceutical market, customer needs, and commercial dynamics. - Experience with CRM and data analytics platforms, preferably Salesforce and Tableau. - Strong strategic planning, problem-solving, analytical, and decision-making skills, with a customer-focused approach. - Proven ability to build credibility, influence senior decision-makers, and establish long-term relationships with customers and stakeholders. - An entrepreneurial, results-oriented mindset, with the initiative to identify opportunities and develop new business. - Excellent communication, presentation, interpersonal, and relationship-building skills. - Ability to collaborate effectively with diverse colleagues, customers, and cross-functional teams. - Commitment to inclusive leadership, equitable practices, professional development, and a culture of quality and excellence. - **Preferred qualifications:** A master's degree in business or science, particularly an MBA; additional training in pharmaceutical sciences or business; experience in pharmaceutical regulatory affairs, clinical development, quality assurance, or Good Manufacturing Practices (GMP); and an established network of decision-makers across the North American pharmaceutical industry. ## Benefits - **Annual base salary:** $171,833–$243,289 for U.S.-based employees. - **Annual performance bonus:** Target bonus varies according to the level of the role. - Comprehensive healthcare options to support employees and their families. - Company-paid time off. - Retirement savings benefits. - Compensation packages tailored to candidates' skills, experience, qualifications, equity considerations, and other job-related factors. - Remote work arrangement, subject to location eligibility. - Leadership development and opportunities to influence regional strategy and commercial performance.