Sales Business Development Manager

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.  

Sales Business Development Managers are experienced sales professionals that drive growth through extensive prospecting and can generate market intelligence for new business growth. They have expertise of sales process including utilization of CRM tools (ex. Salesforce), can build relationships with multiple levels of stakeholders at partner organizations, , can grow robust sales pipelines, generate incremental revenue, and establish sales best practices for all products within the Sample Molecular Solutions portfolio. They have experience communicating with senior level executives and the ability to present compelling sales pitches and strategies. Travel for client visits and conference attendance is expected.

Snapshot of Responsibilities:

• Perform extensive prospecting by utilizing various lead generation tools to identify new business opportunities, and then initiating action to secure new business

• Respond to inbound leads, proactively follow up with sample testers, establish connections with a range of buyer personas, and gain access to key decision makers within organizations

• Collaborate cross-functionally with internal stakeholders across Regulatory, Product Management, R&D, Operations, Legal and Marketing teams to gather market intelligence and support preparation of processes and best practices for optimal commercial and sales performance

• Prepare professional proposals, action plans, and formal presentations to effectively communicate value propositions, complex solutions, and drive product and services adoption

• Responsible for meeting or exceeding sales target along with achieving business objectives as outlined in the performance plan

• Identify and engage with underperforming market segments to find new leads, address areas of improvements, or pivot sales strategies in these markets

• Responsible for maturing prospects to the point of sales, then supporting a successful transition of the account relationship to an Account Manager for ongoing support

• Participate in pre-commercial and go-to-market strategies through voice of the customer initiatives, coordinating prototype orders, and collecting feedback for product improvement and sales prioritization

• Travel (20-30%) to meet with clients or attend conferences for increased business growth

• Other duties deemed appropriate for Sales Business Development Manager, as outlined by Sales Leaders

What You bring:

• 5+ years direct sales experience, preferably with strong track record in new customer acquisition and business growth

• Demonstrated high level of organization and record keeping. Experienced in using Salesforce (or other client relationship management tool), and experience with meeting apps (Teams/Zoom)

• Capable of navigating new and unchartered business development areas including new product introductions and expansion in new geographies

• Strong solution-based selling and relationship building skills for enterprise sales

• Comfortable selling and pitching to a range of stakeholders including C-suite/senior level executives

• Strong presentation skills required

• Established connection with KOLs in relevant markets and strong networking ability

• Demonstrated ability to close a high number of net new sales through use of various methods including cold calls, LinkedIn, Teams/Zoom, email and others

• Demonstrated ability to independently identify and drive resolution of issues; resourceful and able to work directly with SMEs

• Minimum Bachelor of Science degree or equivalent combination of relevant job experience and training

• Excellent technical and industry knowledge of Life Sciences and of biotechnology trends

$75,000 - $129,000 a year

The base salary range for this full-time position is $75,000-$129,000. In addition to base salary, this position is eligible for our Sales Compensation Plan. The range displayed on each job posting reflects the minimum and maximum base salary for the position, based on our defined salary pay ranges. Our ranges are broad to account for differences in roles, performance, experience, skillsets, education and business needs and individual pay is determined by a variety of factors. We offer a comprehensive Total Rewards package, as noted below.  

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 Rebecca Zeleney at rebecca.zeleney@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.