Senior Manager, Business Development

Who is USP?

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.

Brief Job Overview

The Senior Manager, U.S. Government Business Development will lead and accelerate USP’s strategy to grow federal, state, and local government revenue for the USP Medicine Supply Map (MSM) – USP’s data and analytics platform that maps pharmaceutical supply chain risk and resilience. Based in the Washington, DC metro area, this individual will own the full government capture lifecycle for MSM – from prospecting and positioning through proposal, award, and post-award expansion – across the Department of Health and Human Services (HHS), Department of Defense (DoD), the Intelligence Community (IC), and economic-security agencies. The Senior Manager will translate MSM’s scientific authority into procurement-ready value propositions, build a sustained pipeline measured in eight figures, and serve as USP’s principal commercial contact with federal program managers, contracting officers, and congressional staff. This role will partner closely with USP’s policy, federal practice and government affairs teams to convert mission alignment into multi-year contracts.

How will YOU create impact here at USP?

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.

The Senior Manager, U.S. Government Business Development has the following responsibilities:

• Own and execute a multi-year U.S. Government revenue strategy for the USP Medicine Supply Map (MSM), with primary targets across HHS (ASPR, BARDA, FDA, CDC), DoD (DHA, DLA, DTRA, USTRANSCOM), the Intelligence Community (ODNI, NCSC, CIA Directorate of Analysis), and economic-security agencies (Commerce/BIS, Treasury), translating MSM’s scientific value into the language each buyer uses.
• Personally generate and qualify a sustained pipeline of $5M+ in addressable federal opportunities annually, with documented progression through capture, proposal, award, and post-award expansion.
• Lead end-to-end capture management: opportunity identification, gate reviews, teaming and prime/sub decisions, pricing strategy, color-team reviews, proposal-writing oversight, and orals coaching.
• Navigate federal contracting vehicles relevant to MSM, such as GSA Schedules, OASIS+, CIO-SP4, IDIQs, BAAs, OTAs, SBIR/STTR pathways, sole-source justifications, grants, cooperative agreements, and inter-agency agreements. Advise USP on the optimal vehicles to pursue.
• Build and maintain trusted relationships with federal program managers, contracting officers, GAO and CRS analysts, and prime-contractor BD counterparts (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE).
• Partner with USP’s Government Affairs team to align MSM positioning with active and emerging legislation (e.g., MAPS Act, NDAA pharmaceutical supply chain provisions, PAHPA reauthorization, EO 14017) and translate policy momentum into specific procurement actions.
• Deliver compelling executive briefings, demos, and capability statements; represent USP at industry days, RFI/RFP responses, and government conferences (e.g., AFCEA, INSA, ACT-IAC, AUSA, HIMSS Government Health, Health Datapalooza).
• Establish and report rigorous BD operating metrics (pipeline value, win rate, cycle time, contract value, agency penetration) to leadership on a monthly cadence.
• Provide structured market intelligence to MSM product team to inform roadmap, packaging, and go-to-market decisions for federal customers.
• Maintain disciplined CRM hygiene (Salesforce or equivalent) and serve as the system of record for USG opportunities, contacts, and competitive intelligence.

Who is USP Looking For?

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 required; advanced degree (MBA, MPP, MPA, MS) strongly preferred.
• 4-7 years of demonstrated U.S. Government business development success, with record of personally winning $5M+ in cumulative federal contracts.
• Pre-existing relationships or knowledge of organizations across at least two of the following clusters: (a) HHS / ASPR / BARDA / FDA / CDC; (b) DoD (DHA, DLA, DTRA, USTRANSCOM, OSD); (c) Intelligence Community (ODNI, NCSC, CIA, DIA); (d) economic-security and trade agencies (Commerce/BIS, Treasury, USTR).
• Hands-on capture and proposal experience, including teaming and subcontracting strategies with primes (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE) and direct prime work where appropriate.
• Proven ability to translate a technical or scientific data product into procurement-ready value propositions for non-technical government buyers.
• Knowledge of US Government procurement                 

• Pre-existing relationships or knowledge of organizations across at least two of the following clusters: (a) HHS / ASPR / BARDA / FDA / CDC; (b) DoD (DHA, DLA, DTRA, USTRANSCOM, OSD); (c) Intelligence Community (ODNI, NCSC, CIA, DIA); (d) economic-security and trade agencies (Commerce/BIS, Treasury, USTR).
• Hands-on capture and proposal experience, including teaming and subcontracting strategies with primes (e.g., Booz Allen, Leidos, Deloitte, Peraton, MITRE) and direct prime work where appropriate.
• Proven ability to translate a technical or scientific data product into procurement-ready value propositions for non-technical government buyers.
• Knowledge of US Government procurement.
• This is a Remote+ role with a strong preference for proximity to federal customers in the DMV.

Supervisory Responsibilities

None, this is an individual contributor role.

Benefits

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.

Compensation

Base Salary Range: USD $138,123.00 – $173,900.00 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.

 Note: USP does not accept unsolicited resumes from 3rd party recruitment agencies and is not responsible for fees from recruiters or other agencies except under specific written agreement with USP.