Dnagenotek10h ago

New

USD 159000–286000/yr

Senior Director, Strategic Growth & Commercialization

United StatesRemoteFull-Timesenior

OtherDirector

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Quick Summary

Overview

OraSure Technologies Inc. (OTI) empowers the global community to improve health and wellness by providing access to accurate, essential information.

Technical Tools

OtherDirector

OraSure Technologies Inc. (OTI) empowers the global community to improve health and wellness by providing access to accurate, essential information. Our ability to positively affect change is powered by the innovative tools and diagnostics we deliver to the market.

Together with its wholly owned subsidiaries, OTI provides its customers with end-to-end solutions.

It’s first-to-market, innovative products include rapid tests for the detection of antibodies to HIV and Hepatitis C (HCV) on the OraQuick® platform; sample self-collection and stabilization products for molecular applications; and oral fluid laboratory tests for detecting various drugs of abuse.

Overview

Here at OTI our innovative sampling tools and diagnostics unlock access to accurate, essential information that advances global health and well-being. Our products include molecular sampling kits for the genome and microbiome, and rapid diagnostics for infectious disease.

The Senior Director, Strategic Growth & Commercialization is a senior commercial leader at OraSure responsible for driving incremental revenue growth through the introduction of new and strategic technologies to select current and prospective customers, and through advancement of high-value commercial opportunities including those arising from new market entry, acquisitions, and other strategic initiatives.

Operating distinctly from the day-to-day sales organization, while also in connection with it, this role owns the customer-facing strategy and senior relationships required to commercialize emerging technologies, expand key and strategic accounts, and convert post-acquisition revenue opportunities into realized growth.

The Senior Director will carry an individual sales/revenue target tied to these strategic priorities and will flex focus and resources across the highest-value opportunities as the portfolio evolves. This leader will collaborate closely with senior leadership, Sales, Marketing, Product Management, R&D, Business Development, Regulatory, and Operations to align commercial messaging, pricing, partnership and channel decisions, and will serve as a senior commercial voice in shaping go-to-market strategy for new products and acquired businesses.

This role requires strong leadership, influence, negotiation, financial, strategic, organizational and problem-solving skills, along with a “driver” mentality, executive presence, and the ability to communicate effectively both internally and externally at senior levels will be keys to success.

Own and grow a defined revenue base for strategic and key accounts, carrying an individual sales target tied to the introduction of new and strategic technology offerings

Lead the customer-facing execution for commercializing new and emerging technologies to current and prospective customers and channels, including positioning, value proposition, and pricing approach

Identify, build and nurture senior-level relationships with select strategic and key customers, partners, and opinion leaders to advance OraSure’s strategic commercial agenda

Flex priorities and resources to address the highest-value commercial opportunities, including post-acquisition revenue acceleration, new market entry, and other strategic initiatives as defined by and with senior leadership

Collaborate with Commercial Leaders, R&D, Regulatory and Operations to translate emerging technology capabilities into compelling, market-ready commercial offerings

Define account-level and opportunity-level commercial strategies, including pricing, contracting and partnership structures, in coordination with Sales, Marketing, Product Management, and Legal

Provide voice-of-customer and competitive insight back into R&D and ELT to inform portfolio, technology investment and M&A priorities

Build and deliver executive-level proposals, presentations and negotiations with key customers, partners and acquisition targets

Coordinate closely with the broader Sales organization to ensure account-level alignment, solid hand-offs and shared visibility, while operating distinctly to protect focus on strategic priorities

Support Long-Range Planning (LRP) and ensure alignment of quarterly and annual revenue objectives within scope of role

Represent OraSure at industry conferences, customer summits and other external forums to advance the strategic commercial agenda

Partner with Business Development and Corporate Strategy on go-to-market integration of acquired companies; develop and execute commercial integration plans to realize revenue synergies and total deal model achievement post-close

Other duties deemed appropriate for a Sr. Director, Strategic Growth & Commercialization

Requirements

~5 min read

A reliable and high-speed internet connection is necessary for seamless communication while working remotely.

Well-developed knowledge of Microsoft Office (Outlook, Word, Excel, PowerPoint). Familiarity with SharePoint, OneDrive, and Teams.

Must be able to achieve results in a cross-functional, matrixed environment, exhibiting formal and informal leadership and communication skills along with strong goal / results orientation.

Proven track record of carrying and exceeding individual & team revenue targets in a complex B2B environment, particularly with strategic accounts and new technology introductions.

Demonstrated success commercializing new and emerging technologies, including the ability to translate technical capabilities into compelling customer value propositions resulting in end user adoption.

Experience executing post-acquisition commercial integration and capturing revenue synergies is preferred.

Strong executive presence with an established network of key opinion leaders (KOLs) in relevant markets and demonstrated ability to develop and sustain senior relationships with customers, partners, and KOLs.

Excellent business, financial and commercial acumen, including pricing strategy, deal structuring, contract negotiation and business case development.

Highly organized with strong record-keeping skills; proficient in Salesforce or similar CRM platforms, MS Office suite, and virtual meeting tools (e.g., Teams, Zoom).

Strong solution-based selling and relationship-building skills, particularly in enterprise sales environments.

Exceptional communication skills, including oral, written, and presentation abilities tailored to diverse audiences, including C-suite and senior executives.

The role primarily operates within an office and/or home office environment, necessitating the utilization of standard office equipment such as computers, keyboards and phones. Employees are expected to perform general mobility functions for desk-based work including sitting or standing for long periods of time while frequently viewing a computer screen and engaging in tasks that require fine motor skills, such as typing and handling paperwork. Additionally, the role may involve the ability to lift and/or move objects up to 15 pounds, as well as walking short distances.

Travel in this role may involve long periods of sitting and extended periods of standing during meetings or events.

May be required to participate in or support customer and partner calls across various time zones, including occasional early-morning or evening meetings.

Moderate travel of approximately 25–40% may be required for meetings with key customers, partners, acquisition targets, industry events, and collaboration with other company locations.

OTI encourages applications from all qualified candidates who represent the full diversity of the communities in which we operate. We apply a rigorous, consistent, and equitable standard to the assessment of all candidates, regardless of race, color, national origin, sex (including pregnancy), sexual orientation, gender identity, disability status, age, religion, veteran status or any other protected characteristic. We are committed to creating a diverse and inclusive environment where all employees are welcomed and belong.

What we have to offer:

- Tiered Medical PPO, EPO, Vision and Dental coverage

- Disability and Life Insurance Benefits

- Generous 401K plan and company-matching contributions

- Highly competitive paid time-off

- Maternity Leave and Parental Leave Coverage

- Employee Referral Program – you may be eligible for a cash bonus if your referrals are hired

- Employee Assistance Program

- Employee Service Recognition

- Job-related Training Programs

- Ability to participate in Teams, Committees, Events and Clubs

- Depending on the role you may be eligible to work in a hybrid environment or fully remotely

- Free Onsite Parking

Please note, the above applies to full-time permanent positions.

Culture, People & Community

OTI recognizes that the long-term health of our business is directly connected to the health of the planet, local communities and OTI employees.

- LIVE IT Committee – committed to creating an environment that embodies our values

- All Means U: Employee Committee on Belonging hosts various events across all company locations such as monthly book club and mentorship program

- Wellness Committee empowers colleagues to make critical decisions to improve and protect health

- Sustainability Committee aims to minimize impact on the environment

- Social Committee who organize and run events for both remote and onsite employees, to create connection and community

At OTI, we have a clear vision; cultivate an environment of equal employment opportunity where we do not tolerate discrimination or allow the harassment of employees or applicants on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by law with regard to any employment practices.

OTI aims to create and foster workplaces that reflects and contributes to the global communities in which we do business and the customers and partners we serve. This includes all communities impacted by our corporate presence. As part of this commitment, OTI and its subsidiaries will ensure employees and applicants are provided reasonable accommodation per request. If you require disability-related accommodation during the recruitment process, please contact Katheryn Viau at katheryn.viau@dnagenotek.com. OTI will consult with all applicants who request disability-related accommodation during the recruitment process to ensure that the accommodation provided takes into account the applicant's individual accessibility needs.

Bachelor’s Degree, preferably in a health, science, business or related field. Advanced degree or MBA are highly desirable.

Ten plus (10+) years of progressive commercial leadership experience including sales, business development, strategic account management, and/or commercial leadership of new product introductions in life sciences, diagnostics, biomedical or related markets.

Demonstrated experience selling through a variety of complex customer environments (e.g., large Health Systems/IDNs, Distribution Partners, Reference Labs, Pharma/CRO, Retail, etc.).

Demonstrated experience operating in a senior individual-contributor or commercial leadership capacity carrying an individual revenue target.

Experience supporting or leading commercial aspects of M&A integration and revenue growth strategies for acquired businesses is preferred.