OraSure Technologies Inc.

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. POSITION OVERVIEW: The Channel Manager is responsible for expanding and managing the company’s international distributor network outside of North America. This role focuses on identifying strategic markets, onboarding new distribution partners, and driving performance through ongoing support and accountability. The ideal candidate will have strong commercial acumen, experience in international channel management, and a deep understanding of Life Sciences or molecular diagnostics industry. Responsibilities - Market Assessment & Strategy Development - Evaluate global markets to identify countries where distribution partnerships align with business goals and regulatory feasibility. - Develop market entry strategies and prioritize regions based on commercial potential, competitive landscape, and product fit. - Distributor Identification & Contracting - Source and assess potential distribution partners based on capabilities, market reach, and strategic alignment. - Lead contract negotiations and finalize agreements in collaboration with Legal, Finance, and Regulatory teams. - Distributor Onboarding & Enablement - Develop and deliver comprehensive onboarding programs, including product training, sales enablement, and marketing support. - Serve as the primary point of contact for distributor inquiries and ongoing relationship management. - Performance Management & Accountability - Set clear sales targets and performance expectations for each distributor. - Monitor progress through regular business reviews, pipeline tracking, and forecasting. - Implement corrective actions or support plans where performance gaps are identified. Qualifications - 5+ years of experience in international sales, channel management, or business development within the Life Sciences or medical device industry. - Proven success in identifying and managing distributor relationships across diverse geographies. - Strong negotiation skills and experience with international contracting. - Exceptional communication skills, including oral, written, and presentation abilities. - Ability to work cross-functionally with internal stakeholders including Legal, Regulatory, Marketing, and Product teams. - Comfortable working independently and managing multiple time zones and cultures. - Willingness to travel internationally (up to 30%). EDUCATION: - Minimum Bachelor of Science Degree or equivalent combination of relevant job experience and training £53,000 - £96,000 a year 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.

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. Position Overview At the OraSure family of companies, our innovative sample management solutions and diagnostics unlock access to accurate, essential information that advances health and well-being globally. Our products include molecular sampling kits for the genome, microbiome and proteome and rapid diagnostics for infectious diseases. The Director, Product Management – Sample Management Solutions will play a key role in driving growth of the Sample Management Solutions (SMS) business within OTI, including the Genomics collection portfolio, Microbiome collection portfolio, Colli-Pee urine collection portfolio and HEMAcollect blood collection portfolio. This role will operate in a player/coach model. The Director will have direct responsibility for driving certain product lines and innovation projects (player) and will also lead a team of high performing product management associates in managing the remainder of the portfolio and innovation programs (coach). This position will play a key role in leading 1) the development and execution of the product roadmap for the sample management portfolio, including new product introduction and product lifecycle management; 2) development and execution of the business strategy to drive commercial success of the products within the portfolio; and 3) all other aspects of on-going product support for the assigned portfolio of products. The Director will work closely with other cross-functional leaders in the execution of these responsibilities and will ensure that business projects within the SMS portfolio are executed effectively and efficiently. Responsbilities - 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. Strategy and Commercial Success - 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 Qualifications - Bachelor’s Degree in business or science related field is required. PhD or MBA are highly desirable - 10+ years of experience in product management or related function. Prior product management experience in the medical devices industry (particularly diagnostics) is highly desirable - Strong track record of leading successful new product introductions with hands-on product development experience ranging from concept through product launch - Significant experience identifying and quantitatively assessing business opportunities and developing business plans to support - Experience conducting market research studies to understand customer needs and market trends leading to identification of new product and business opportunities - Experience working directly with a sales team to set and meet sales targets. - Experience developing key opinion leader relationships and external partnerships - Experience managing and coaching direct reports and developing high performing associates and teams Knowledge, Skills & Abilities - Ambitious, self-motivated individual with the ability to lead teams in completing complex projects without significant oversight - Consistent delivery of high-quality work product with appropriate attention to detail - Strong understanding of product development processes from product concept to commercialization and product lifecycle management and from launch to product rationalization. Demonstrated ability to lead others through these processes. - Must be able to achieve results in a cross-functional team environment, exhibiting formal and informal leadership skills and strong goal / results orientation. - Ability to lead a team of high-performing individuals to meet growth objectives & strategic imperatives within the program or product area - Proven track record developing, driving and maintaining high performing product lines and achievement of product financial targets - Outstanding communication skills, including written and oral communication to senior executive audiences - Ability to travel throughout the US/Canada and internationally $129,000 - $233,000 a year 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.

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. Summary 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 - Ability to present OraSure products successfully generating incremental sales and closing new business - Ability to assess and prioritize OraSure opportunities within assigned territory and successfully close business - Knowledge in formulating, writing and following a business plan for assigned territory - Self-motivation, initiative and time management skills - Excellent communication skills; ability to lead product demonstration sessions for large and small groups of customers as needed - Proficient in Microsoft Office Suite or similar technology platforms - Ability to prepare or respond to a request for proposal - Demonstrated product knowledge - Knowledge of (or ability to learn) the competitive marketplace - Bachelor's degree required - 3+ years of sales experience - Familiarity with the diagnostics marketplace - Operate company provided business tools (laptop, phone, etc.) - Willing to travel up to 50%, depending upon territory - Operate remotely but residence in MO, AR, KS, NE, CO, UT or WY $75,000 - $129,000 a year 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.