Senior Director, Global Distributor Management & Strategic Partnerships
The U.S. Pharmacopeial Convention (USP)
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Résumé du poste
The U.S. Pharmacopeial Convention (USP) seeks a Senior Director, Global Distributor Management & Strategic Partnerships to lead a unified global commercial model across direct and indirect channels.
You will transform distributor engagement, ensure consistency across regions, and collaborate with senior leaders to align strategy and governance. Senior commercial leadership with deep distributor networks and ability to negotiate win–win partnerships is required to scale USP globally, improve
Qualifications
- Bachelor's degree in Business Administration, Marketing, Economics, Supply Chain Management, Engineering, or a 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.
- Experience operating in a matrixed global organization with multiple decision-makers.
- Background in industries with hybrid direct/indirect sales models.
Responsabilités
- Develop and own the global go-to-market strategy across direct and indirect channels with Region Managers.
- Partner with PROpS leadership and VP Global Sales to support objectives.
- Define optimal operating models for each country based on market maturity and priorities.
- Establish a global GTM governance framework for alignment and accountability.
- Segment and prioritize distributor networks based on value and fit.
- Define partnership models, performance expectations, and incentive structures.
- Lead complex distributor negotiations with Regional Managers to align with local dynamics.
- Own relationships with global or super-regional distributors and manage performance.
- Identify opportunities to consolidate or exit low-value distributor relationships.
- Provide tools and frameworks to country/regional teams for route-to-market decisions.
- Monitor distributor performance with Finance to balance risk and revenue.
- Ensure landed cost, delivery time, and margin implications are understood and optimized.
- Collaborate with cross-functional teams to ensure scalable GTM models.
- Support expansion of direct sales where strategic.
Connaissances
Formation
Description du poste
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.
The Senior Director, Global Distributor Management & Strategic Partnerships is responsible for designing, implementing, and governing a unified global commercial operating model across direct and indirect channels. This role leads the transformation of how we engage with customers and distributors worldwide, ensuring consistency, efficiency, and strategic alignment across regions. The role operates as a peer to the VP Global SCD and works hand in hand with the Global SCD VP to align strategy, governance, and execution globally.
The position requires a senior commercial leader with substantial experience managing complex distributor networks, building trusted B2B relationships, and negotiating win‑win partnerships that deliver measurable value for USP, its partners, and customers. The leader must navigate a complex matrix organization, influence senior stakeholders, and drive clarity in markets where go‑to‑market models vary significantly. The successful candidate will combine strategic thinking with hands‑on partnership and performance management, enabling USP and its distributors to scale effectively, improve customer outcomes, and grow market share globally.
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.
Develop and own the global go‑to‑market strategy across direct and indirect channels, in conjunction with the Region Managers, to ensure alignment with local market realities and commercial priorities.
Partner with PROpS leadership, with the VP Global Sales, to ensure the GTM strategy supports broader operational and commercial objectives.
Recommend the optimal operating model for each country based on market maturity, customer needs, cost‑to‑serve, and strategic priorities.
Establish a global GTM governance framework to ensure alignment, transparency, and accountability across regions.
Segment and prioritize the global distributor network based on value, capability, and strategic fit.
Define partnership models, performance expectations, and incentive structures that drive growth and market share expansion.
Lead complex negotiations with distributors (including commercial terms, exclusivity, service levels, and transition plans) in conjunction with the Regional Managers to ensure alignment with local market dynamics and strategic priorities.
Own the relationship with any global or super‑regional distributor and be accountable for their commercial performance and overall results.
Identify opportunities to consolidate, upgrade, or exit low‑value distributor relationships.
Provide country and regional sales teams with tools, frameworks, and decision support related to route‑to‑customer options only (e.g., direct, distributor, transfer‑order / back‑to‑back, or hybrid models). The role does not prescribe which option is most relevant in each case; instead, it equips sales teams with clear choices so they can guide customers toward the most suitable and efficient purchasing path.
Provide country and regional teams with the tools and frameworks needed to monitor distributor performance (including financial health and cash‑flow indicators) and, in cooperation with Finance, balance risk and opportunity to maximize revenue while ensuring business continuity.
Ensure landed cost, delivery time, and margin implications are understood and optimized across channels.
Collaborate with VP Global SCD, Supply Chain, Finance, Legal, Digital, and Customer Service to ensure GTM models are operationally feasible and scalable.
Support the expansion of direct sales where strategically appropriate.
Align country organizations together with the VP Global SCD and headquarters on GTM strategy, priorities, and execution plans.
Influence senior stakeholders across PROpS, Commercial, Operations, and Finance to drive adoption and resolve conflicts.
Serve as the global escalation point for distributor‑related commercial challenges.
Build strong relationships with regional leaders to ensure local realities are reflected in global GTM strategy.
Define KPIs and dashboards to measure distributor performance, channel profitability, and GTM effectiveness.
Monitor market dynamics and recommend modifications to GTM models as needed to maintain competitiveness.
Lead continuous improvement initiatives to simplify processes, reduce friction, and enhance customer experience.
Ensure compliance with global standards while allowing for local flexibility where needed.
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's degree in Business Administration, Marketing, Economics, Supply Chain Management, Engineering, or a 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.
Experience operating in a matrixed global organization with multiple decision‑makers.
Background in industries with hybrid direct/indirect sales models (e.g., medical devices, industrial goods, specialty manufacturing, consumer electronics).
Strong strategic thinking with the ability to translate strategy into actionable plans.
Exceptional stakeholder management and influencing skills at senior levels.
High commercial acumen, including pricing, margin management, and cost‑to‑serve analysis.
Ability to simplify complexity and drive alignment across diverse teams.
Strong analytical and problem‑solving capabilities.
Excellent communication, facilitation, and negotiation skills.
Ability to thrive in ambiguity and lead through change.
Demonstrated ability to work effectively across global markets and diverse cultures.
Demonstrated experience engaging, influencing, and partnering with senior leaders and external
Master's degree in Business Administration (MBA) or other relevant advanced degree preferred.
Experience with e‑commerce or digital sales channels.
Knowledge of transfer‑order / back‑to‑back invoicing models.
Multilingual capabilities.
Prior experience in a scaling or transformation environment.
Yes, potentially 1 direct report (TBD).
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.
Base Salary Range: USD $200,182.00 – $286,157.00 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.
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.
Sales & Marketing
Full-Time
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