OraSure Technologies

• 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

• Meet monthly, quarterly and yearly sales quotas and account “close” goals and provide customer feedback to improve OraSure products to best meet our market demands • Prospect new customers within a prescribed territory • Market/promote products within the assigned territory to meet or exceed sales quota and account closure goals. Portfolio productions include Point of Care tests for HIV, Hepatitis C and Syphilis, as well as an OTC HIV test • Support and train new customers, assist with validations as required • Support and manage appropriate distribution partners to help drive demand for OraSure products with their end customers • Prepare and present business reviews for all key customers as defined by your Sales Manager • Follow up with all new and existing customers to ensure training is completed, product is being utilized correctly, and seek opportunities to expand business in existing accounts • Provide customer support as needed • Introduce new OraSure products/services when applicable • Work cooperatively and synergistically with team members and across business units • Annual/daily revenue forecasting as required by Sales Manager • Responsibility for meeting sales objectives in the assigned territory, including prospecting, forecasting and closing business • Ensuring the success of distribution partners through educating, directing, and holding accountable those that carry OraSure products in the territory • Provide sales management with accurate forecasts, business plans and territory reports • Gathering competitor intelligence, researching customer base • Scheduling appointments and associated business travel • Meet and exceed goals for demand generating KPI’s (Key Performance Indicators), including customer meetings, phone calls, and other critical activities • Product demonstration and instruction in assigned territory • Attending trade shows and conferences, as directed by Sales Director • Prompt follow-up to customer inquiries, by phone, email or written correspondence • Use of OraSure’s Customer Relationship Management (SFDC) program on a daily basis to enter customer contact information, leads, and pipeline management • Face to face and virtual client appointments, presentations to decision makers, in-service demonstration for staff • Provide outstanding customer service to both new and existing customers. • Proactively identify customer issues and assist in their resolution • Timely completion of all administrative assignments, including monthly reports, routine forecasts, expense reports, and SFDC documentation • Performs job duties and tasks in compliance with OraSure Technologies’ standards and specifications. • Ensures job duties and tasks conform to FDA and ISO regulations that apply to OraSure Technologies, Inc.

• Develop and execute a multi-year product roadmap for the business by identifying and quantifying market opportunities, developing and assessing product concepts, and driving the development and commercialization of the products. • Establish and execute product lifecycle management plans for each product line, including evolution of claims, COGS reduction, pricing analysis, SKU consolidation and product rationalization. • Provide strategic leadership to the cross-functional core team for product development projects. Provide input as the voice of customer through all stages of product development and provide clear direction to the cross-functional team. • Serve as the product expert, developing a deep understanding of the products to help manage product inquiries and customer issues. • Gather and evaluate customer input and be the product line champion, ensuring product performance meets expectations while exploring ways for continuous product improvement and growth of market adoption. • Maintain a prioritized list of product initiatives and work closely with cross-functional partners to ensure support and resourcing according to the prioritization. Clearly and quantitatively justify projects by creating business cases and forecasting customer acceptance. • Work cross-functionally with stakeholders in other departments including R&D, regulatory and clinical affairs, operations, finance, downstream marketing and sales. • Develop and deliver training for the sales force on a regular basis regarding new product introductions and initiatives. • Lead the development of the business growth strategy through OTI’s annual strategy playbook process. • Identify, assess and define new segments for marketing and sales to target, including development of positioning and key messaging and financial projections. • Lead market research activities to better understand customer needs and market trends. Generate new insights that lead to the identification of new product and business opportunities. • Cultivate and nurture relationships with Key Opinion Leaders, advocacy organizations and external collaborators to drive product awareness and adoption and to advance product initiatives. • Read, understand and interpret relevant scientific literature, posters and presentations and synthesize into actionable information that can be shared within the organization • Work with sales team to support key accounts as needed to ensure successful sales and ultimate customer satisfaction • Partner with downstream marketing to develop and maintain the portfolio brand and ensure the integrity of brand look, feel and messaging • Support downstream marketing in the development of marketing materials and collateral. • Lead the development of the Long Range Plan 5-year financial projections for the business. • Regularly analyze financial metrics to assess the health of the portfolio of products. Determine trends leading to revenue and cost increases and declines and take action as needed.

• Own and evolve the Business Intelligence strategy across the organization, ensuring alignment with business priorities • Lead the strategic design, delivery and continuous improvement of enterprise reporting and analytics capabilities in Microsoft Power BI • Build and refine data models, datasets, dashboards and KPI reporting to support scalable and reliable analytics across the organization • Establish and maintain consistent definitions for core metrics, ensuring alignment across Sales, Marketing, Operations and Finance • Enhance and optimize existing reports to improve usability, performance and alignment with business needs  • Identify and resolve data inconsistencies across systems, improving the reliability of reporting outputs • Develop and implement data cleansing rules and data quality across the organization. • Drives the establishment of a data management, retention and cleanup approach to streamline reporting datasets. • Contribute to building a more consistent and trusted single source of truth for enterprise reporting • Analyze data from multiple internal and external sources to identify trends, risks and opportunities • Providing insights to key business areas including revenue and performance tracking, Sales pipeline and conversion, marketing effectiveness, operational performance • Translate analysis into clear recommendations and actionable insights for stakeholders and senior leadership • Ensure alignment between business processes (sales workflows) and business intelligence metrics • Provide recommendations to improve performance based on data analysis and reporting insights • Support the development of meaningful, standardized reporting packages across teams • Manage and mentor analyst, providing guidance on reporting development, data analysis, and insight generation • Establish best practices for report development and data storytelling • Partner with stakeholders across the organization to understand reporting needs and priorities

• Lead a team in developing and executing a multi-year product roadmap for the SMS business by identifying and quantifying market opportunities, developing and assessing product concepts, and driving the development and commercialization of the products. • Establish and execute product lifecycle management plans for each product line within the portfolio, including evolution of claims, COGS reduction, pricing analysis, SKU consolidation and product rationalization. • Provide strategic leadership to the cross-functional teams for product development projects. Provide input as the voice of customer through all stages of product development, and provide clear direction to the cross-functional team. • Maintain a prioritized list of product initiatives and work closely with cross-functional leaders to ensure support and resourcing according to the prioritization. Clearly and quantitatively justify projects by creating business cases and forecasting customer acceptance. • Work cross-functionally with leaders in other departments, including R&D, regulatory and clinical affairs, operations, finance, downstream marketing and sales. • Serve as a product expert, developing a deep understanding of the products in the portfolio and their applications. • Gather and evaluate customer input and be the portfolio champion, ensuring product performance meets expectations while exploring ways for continuous product improvement and market adoption growth. • Lead the development of the SMS business growth strategy through OTI’s annual strategy playbook process. • Lead the team in identifying, assessing and defining new segments for marketing and sales to target, including development of positioning and key messaging and financial projections. • Lead market research activities to better understand customer needs and market trends. Generate new insights that lead to the identification of new product and business opportunities. • Cultivate and nurture relationships with Key Opinion Leaders, advocacy organizations and external collaborators to drive product awareness and adoption and to advance product initiatives. • Read, understand and interpret relevant scientific literature, posters and presentations and synthesize into actionable information that can be shared within the organization. • Work with sales leadership to ensure support for key accounts as needed to drive ultimate customer satisfaction. • Partner with downstream marketing leaders to support the development of effective marketing plans and marketing collateral. • Lead the development of the SMS Long Range Plan 5-year financial projections. • Regularly analyze financial metrics to assess the health of the portfolio of products. Determine trends

• Develop relationships with end-users, key opinion leaders, market influencers, and distribution sales professionals in assigned geographical territory and conduct sales calls to all decision makers in applicable markets.

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. Overview: Develop relationships with end-users, key opinion leaders, market influencers, and distribution sales professionals in assigned geographical territory and conduct sales calls to all decision makers in applicable markets. Snapshot of Responsibilities Meet monthly, quarterly and yearly sales quotas and account “close” goals and provide customer feedback to improve OraSure products to best meet our market demands Prospect new customers within a prescribed territory Market/promote products within the assigned territory to meet or exceed sales quota and account closure goals. Portfolio productions include Point of Care tests for HIV, Hepatitis C and Syphilis, as well as an OTC HIV test Support and train new customers, assist with validations as required Support and manage appropriate distribution partners to help drive demand for OraSure products with their end customers Prepare and present business reviews for all key customers as defined by your Sales Manager Follow up with all new and existing customers to ensure training is completed, product is being utilized correctly, and seek opportunities to expand business in existing accounts Provide customer support as needed Introduce new OraSure products/services when applicable Work cooperatively and synergistically with team members and across business units Annual/daily revenue forecasting as required by Sales Manager Responsibility for meeting sales objectives in the assigned territory, including prospecting, forecasting and closing business Ensuring the success of distribution partners through educating, directing, and holding accountable those that carry OraSure products in the territory Provide sales management with accurate forecasts, business plans and territory reports Gathering competitor intelligence, researching customer base Scheduling appointments and associated business travel Meet and exceed goals for demand generating KPI’s (Key Performance Indicators), including customer meetings, phone calls, and other critical activities Product demonstration and instruction in assigned territory Attending trade shows and conferences, as directed by Sales Director Prompt follow-up to customer inquiries, by phone, email or written correspondence Use of OraSure’s Customer Relationship Management (SFDC) program on a daily basis to enter customer contact information, leads, and pipeline management Face to face and virtual client appointments, presentations to decision makers, in-service demonstration for staff Provide outstanding customer service to both new and existing customers. Proactively identify customer issues and assist in their resolution Timely completion of all administrative assignments, including monthly reports, routine forecasts, expense reports, and SFDC documentation Performs job duties and tasks in compliance with OraSure Technologies’ standards and specifications. Ensures job duties and tasks conform to FDA and ISO regulations that apply to OraSure Technologies, Inc. What You Bring Operate company provided business tools (laptop, phone, etc.) Willing to travel up to 50%, depending upon territory Operate remotely but residence in Ohio, Pennsylvania or Kentucky 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.

• Proactively upselling, regaining market share and hunting for accounts to fill a pipeline. • Building and maintaining strategic partnerships in all channels (direct, distribution, GPO & retail), selling to a variety of decision makers within the market segments, including: C-Suite, Lab Managers, and Administrators and Directors. • Discovers, develops, and qualifies leads for the indirect and direct sales channels through outbound sales development activities. • Qualifies leads using the OraSure sales process to ensure appropriate follow-up and follow-through on funnel activities. • Using and properly forecasting in SalesForce CRM system, as well as, maintain a funnel of prospects and move opportunities to a successful close. • Implement channel partner strategies aligned with sales and marketing strategies to increase sales and revenue • Perform successful product positioning to regain market share in lost accounts, as well as, stave off competitive threats in new business attainment. • Stay informed about competition activities to identify opportunities and adapt strategies accordingly to maximize the opportunities. • Support sales managers on responding to bids and contract negotiation. • Collaborate with Sales and Marketing teams to align channel partners efforts with OraSure’s company goals