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US Pharmacopeia · 4 days ago

Senior OEM Partnerships Manager, Scientific Instruments & QC (REMOTE)

United States

Full-time

Remote

Senior Level

$123K/yr - $157K/yr

5+ years exp

The U.S. Pharmacopeial Convention (USP) is an independent scientific organization that develops quality standards for medicines and food ingredients. The Senior OEM Partnerships Manager will be responsible for B2B sales of USP's digital products and establishing collaborations with vendor/distributors to enhance the adoption and sustainability of these products.

MedicalNon ProfitPharmaceuticalPublishing

Responsibilities

Identify, engage, and cultivate relationships with instrument and analytical technology OEM partners to jointly position digital USP reference standards within their product ecosystems

Develop joint go-to-market strategies with OEMs and distributors to drive adoption among pharmaceutical manufacturers, CDMOs, CROs, and QC laboratories

Serve as the primary liaison for partner enablement, including training, co-marketing, and pipeline development

Prospect and identify mutual opportunities with OEMs and end users to integrate USP’s digital products within existing instrument and informatics workflows

Build and maintain a qualified pipeline of partner-led opportunities, ensuring consistent alignment with joint business objectives

Lead consultative sales discussions with end users in collaboration with OEM partners, highlighting the value of digital USP reference standards in improving data integrity, compliance, and lab efficiency

Deliver co-branded product demos and presentations that showcase the integration of USP digital solutions with OEM instruments or QC workflows

Collaborate with USP Product, Science, and Legal teams to structure proof-of-concept engagements, negotiate agreements, and accelerate deal closure

Develop long-term, trust-based relationships with OEM partners and key customer accounts, ensuring sustained collaboration and market growth

Partner with Customer Success and Product teams to ensure seamless onboarding, integration, and customer satisfaction for OEM-linked deployments

Capture and communicate market insights from OEMs and end users to inform product roadmap and partnership strategy

Stay current on scientific instrument trends, lab digitalization initiatives, and regulatory standards (e.g., 21 CFR Part 11, USP–NF) to position USP as a forward-thinking collaborator in the digital QC space

Qualification

B2B SaaS salesPartner sellingQC laboratory workflowsCRM platformsAnalytical instrumentsConsultative sellingRelationship managementNegotiation skillsCommunication skillsPresentation skills

Required

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

5 years of B2B SaaS or laboratory technology, or scientific instrument sales experience, preferably in pharma, life sciences, or lab informatics

Demonstrated success in partner selling and go-to-market collaboration with instrument or analytical technology OEMs to drive end-user adoption

Strong understanding of QC laboratory workflows and the digitalization of analytical methods or reference standards

Experience engaging technical, commercial, and regulatory stakeholders to position joint solutions that deliver measurable value

Excellent consultative selling, negotiation, and account development skills, with a track record of building long-term partnerships

Familiarity with laboratory systems (Chromatography Data Systems, LIMS, ELNs) and analytical instruments (HPLC, NMR, FTIR, Raman, etc.)

Working knowledge of pharmaceutical quality and regulatory standards (e.g., USP–NF, 21 CFR Part 11, data integrity)

Exceptional communication, presentation, and OEM relationship management skills, including the ability to co-present joint digital solutions to end users

Proficiency with CRM platforms (Salesforce, HubSpot) and partner pipeline reporting for joint business planning and forecast management

Preferred

Advanced scientific degree preferred

MBA preferred

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

Experience with OEM or channel partnerships in pharma, life sciences, or QC environments

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

Benefits

Company-paid time off

Comprehensive healthcare options

Retirement savings

Company

US Pharmacopeia

Glassdoor3.6

US Pharmacopeia (USP) is an independent, scientific nonprofit organization that has focused on building trust in the supply of safe, quality medicines since 1820.

Founded in 1820

Rockville, Maryland, USA

1001-5000 employees