Business Development Manager - West

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.  

New Business Development Managers are experienced sales professionals who drive growth through proactive prospecting, market intelligence gathering, and strategic engagement. They are skilled in the full sales cycle, including CRM utilization (e.g., Salesforce), and excel at building relationships across multiple levels of partner organizations. With a strong understanding of relationships in direct, distribution, GPO and retail channels, they develop robust pipelines, generate incremental revenue, support account managers and establish best practices across the sales organization. This role requires confident communication with senior executives and the ability to deliver compelling sales strategies with each Regional Account Manager. Travel for client meetings and industry conferences is expected.

• 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

• Basic knowledge of Microsoft Office (Outlook, Word, Excel, PowerPoint). Familiarity with SharePoint, OneDrive, and Teams.
• Strong computer skills including MS Excel, MS Word, MS Outlook (email), a Sales Force Automation tool and an Internet-based research tool. Database and accounting software preferred.
• Self-motivated, proactive, high-energy individual and team player who enjoys cross-functional collaboration with colleagues and customers.
• Strong planning, negotiation and execution skills with a proven ability to meet business objectives.
• Strong aptitude for product knowledge, scientific learning with critical thinking, and problem-solving skills.
• Excellent written, verbal, and oral communication skill set.
• Experience working in a fast-paced, team-oriented, collaborative environment.
• Medical device point of care and over the counter sales experience across multiple channels.
• Understanding of regulatory agencies (FDA & CMS) and programs (CLIA) in the diagnostics space.
• Bachelor’s degree in business, Marketing, Life Sciences, or a related field; advanced degree preferred.
• 5+ years of direct Business Development and/or sales experience working in medical device diagnostics across all market segments (government, hospital, academic, clinic, retail, etc.). 
• 25% - 75% travel may be required to meet with clients and attend industry events to support assigned territory. Additional travel upon request may be required for training, audits, or collaboration with other company locations or external partners.

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 [email protected]. 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.