• 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

QUALIFICATIONS

• 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.

EDUCATION / EXPERIENCE

• 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.

PHYSICAL REQUIREMENTS

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.

TRAVEL REQUIREMENTS

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.