Senior Director, Global Go-to-Market

The U.S. Pharmacopeial Convention (USP) is an independent scientific organization collaborating with global health and science experts to develop rigorous quality standards for medicines, dietary supplements, and food ingredients. USP values inclusive scientific collaboration and attracts diverse expertise to strengthen public health standards. The organization fosters an equitable culture with mentorship, professional development, and leadership opportunities, ensuring broad participation in scientific leadership for stronger global health outcomes.

About the role

The Global Go-to-Market Senior Director is responsible for designing, implementing, and governing a unified global commercial operating model across direct and indirect channels. This role leads the transformation of customer and distributor engagement worldwide, ensuring consistency, efficiency, and strategic alignment. Operating as a peer to the VP Global SCD, the position requires navigating a complex matrix organization, influencing senior stakeholders, negotiating with diverse distributors, and driving clarity in varied go-to-market models. The successful candidate will combine strategic thinking with hands-on execution to scale the company and grow global market share.

As part of USP’s mission, you will help increase global access to high-quality medicines through public standards and related programs. USP emphasizes scientific integrity, regulatory excellence, and evidence-based decision-making. The People and Culture division, alongside the Equity Office, invests in leadership and workforce development, promoting equitable management practices and inclusive, high-performing teams.

Responsibilities

• Develop and own the global go-to-market strategy across direct and indirect channels, ensuring alignment with local market realities and commercial priorities.
• Partner with PROpS leadership and the VP Global Sales to align GTM strategy with broader operational and commercial objectives.
• Recommend optimal operating models 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 to drive growth and market share expansion.
• Lead complex negotiations with distributors (including commercial terms, exclusivity, service levels, and transition plans) in conjunction with Regional Managers.
• Own relationships with global or super-regional distributors, ensuring commercial performance and accountability.
• Identify opportunities to consolidate, upgrade, or exit low-value distributor relationships.
• Provide sales teams with tools, frameworks, and decision support for route-to-customer options (e.g., direct, distributor, transfer-order/back-to-back, or hybrid models).
• Equip regional teams with tools to monitor distributor performance (financial health, cash-flow indicators) and balance risk and opportunity with Finance.
• 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 expansion of direct sales where strategically appropriate.
• Align country organizations 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 reflect local realities 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 to maintain competitiveness.
• Lead continuous improvement initiatives to simplify processes, reduce friction, and enhance customer experience.
• Ensure compliance with global standards while allowing local flexibility where needed.

Requirements

• 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.
• Experience engaging, influencing, and partnering with senior leaders and external stakeholders.

Qualifications

• 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.

Supervisory responsibilities may include 1 direct report (TBD).

Benefits

USP provides benefits to protect yourself and your family today and tomorrow, including company-paid time off, comprehensive healthcare options, and retirement savings.

Pay

Base Salary Range: USD $200,182.00 – $286,157.00 annually. Target Annual Bonus: varies based on role level. Individual compensation packages consider factors such as skill set, experience, qualifications, and equity.

Schedule

Full-Time