Director of International Channel Management

Sherlock Biosciences based out of Cambridge and Oxford, UK, is a wholly owned subsidiary of OraSure Technologies Inc. (OTI), and enables the democratization and decentralization of testing to personalize healthcare and make an impact on global health. 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.

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 Director of International Channel Management is a strategic leadership role responsible for expanding and optimizing the company’s distributor footprint across Rest of World (RoW) markets—outside of North America. This individual will lead a team of Channel Managers and oversee the development, onboarding, and performance of international distribution partners. The Director will play a critical role in identifying high-potential markets, establishing scalable channel strategies, and ensuring both distributor and team accountability to drive sustainable growth for the Sample Management Solutions portfolio.

Snapshot of Responsibilities

Strategic Market Development

• Lead the assessment of global markets to identify countries where distribution partnerships align with business goals, regulatory requirements, and commercial potential.

• Develop and execute a strategic roadmap for RoW expansion, including prioritization of target regions and market entry strategies.

Distributor Network Expansion

• Oversee the identification, evaluation, and contracting of new distribution partners in collaboration with Legal, Finance, and Regulatory teams.

• Ensure alignment of distributor capabilities with company standards and strategic objectives.

Team Leadership & Performance Management

• Lead, coach, and develop a team of Channel Managers by providing strategic guidance on market expansion, distributor engagement, and performance management.

• Set clear objectives and on-target earnings (OTE) expectations for Channel Managers, aligned with company goals.

• Conduct regular performance reviews, provide actionable feedback, and implement development plans to support individual and team success.

• Foster a high-performance culture that promotes accountability, professional growth, and strong team engagement.

Distributor Onboarding & Support

• Ensure consistent and effective onboarding of new distributors, including training on products, sales tools, and operational processes.

• Support Channel Managers in delivering ongoing enablement and relationship management to maximize distributor success.

Performance Oversight & Accountability

• Set clear performance expectations and sales targets for distributors across regions.

• Monitor distributor performance through regular reviews, pipeline analysis, and forecasting.

• Implement corrective actions or strategic pivots where performance gaps are identified.

Cross-Functional Collaboration

• Partner with internal teams including Product Management, Marketing, Regulatory, and Operations to support channel readiness and market success.

• Represent RoW channel interests in go-to-market planning, product launches, and strategic initiatives.

What you bring

Travel Requirements

• Travel internationally as needed (approximately 30%) to support distributor relationships, attend conferences, and lead regional initiatives.

Qualifications

• 8-10+ years of experience in international sales, channel management, or business development, with at least 3 years in a leadership role.

• Proven success in building and managing distributor networks across diverse geographies.

• Strong strategic thinking and market analysis capabilities.

• Excellent leadership, coaching, and team development skills.

• Advanced negotiation and contracting experience in international markets.

• Exceptional communication skills, including oral, written, and presentation abilities, with the ability to influence senior stakeholders.

• Experience in Life Sciences, molecular diagnostics, or medical device industry strongly preferred.

• Bachelor’s degree required; advanced degree or MBA is a plus.

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: 

- Private Insurance – which includes supplemental health coverage and dental coverage

- Life Insurance Benefits

- Pension scheme

- 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.