Global GTM Senior Director: Strategy & Distributors

US Pharmacopeia; Rockville (MD); On-site; USD 200,000 - 286,000; Full time

Job summary

U.S. Pharmacopeial Convention (USP) in Rockville, MD seeks a Senior Director, Global Go‑to‑Market to design and govern a unified commercial operating model across direct and indirect channels.

You will lead transformation of how we engage customers and distributors worldwide, collaborating with regional leaders and the VP Global Sales to align strategy and execution. The role requires a senior commercial leader capable of navigating a matrix organization, negotiating with distributors, and

Qualifications

• Bachelor's degree in Business Administration, Marketing, Economics, Supply Chain Management, Engineering, or related field.
• 12+ years in commercial leadership roles, ideally in global GTM, channel management, distribution strategy, or commercial operations.
• Proven track record managing complex distributor networks across multiple regions.
• Demonstrated success negotiating high‑stakes commercial agreements.
• Strong analytical and influencing skills at senior levels with stakeholder management.

Responsibilities

• Develop and own the global go‑to‑market strategy across direct and indirect channels with regional alignment.
• Segment and optimize the distributor network, define partnership models and incentives.
• Lead negotiations with distributors and ensure alignment with local market dynamics.
• Define KPIs and dashboards to measure GTM effectiveness and channel profitability.
• Collaborate across functions to ensure operational feasibility and scalability of GTM models.

Skills

Strategic thinking

Communication

Negotiation

Stakeholder management

Analytical skills

Influencing

Problem solving

Education

Bachelor's degree in Business Administration or related field

MBA preferred

Job description

U.S. Pharmacopeial Convention (USP) in Rockville, MD seeks a Senior Director, Global Go‑to‑Market to design and govern a unified commercial operating model across direct and indirect channels.

You will lead transformation of how we engage customers and distributors worldwide, collaborating with regional leaders and the VP Global Sales to align strategy and execution. The role requires a senior commercial leader capable of navigating a matrix organization, negotiating with distributors, and