The Role
Manage and grow international distributor network across Southern Europe, Northern Africa, and Brazil. Identify target markets and partners, negotiate and finalize distributor contracts, onboard and enable partners with training and marketing support, set and track sales targets, conduct regular business reviews, and implement corrective actions to meet performance goals. Collaborate cross-functionally with Legal, Finance, Regulatory, Marketing, and Product teams; travel internationally up to 50%.
Summary Generated by Built In
DNA Genotek, a part of OraSure Technologies Inc (OTI), develops products that optimize ease of collection and provide superior samples. DNA provides proven performance for those requiring high-quality biological samples for nucleic acid testing. 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
DNA Genotek products are marketed worldwide and support thousands of customers as they achieve breakthroughs in genomic and microbiome research, in diagnostics laboratories, in the pharmaceutical industry, in companion animal genomics and in personalized medicine. This job posting is to hire for an existing vacancy.
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.
Snapshot of Responsibilities:
- 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.
- Territory is Southern Europe, Northern Africa and Brazil.
- 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.
- 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.
- 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.
Market Assessment & Strategy Development
Distributor Identification & Contracting
Distributor Onboarding & Enablement
Performance Management & Accountability
What you bring:
- 5+ years of experience in international sales, channel management, or business development within the Life Sciences or medical device industry.
- Minimum Bachelor of Science Degree or equivalent combination of relevant job experience and training
- 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 50%).
The base salary range for this full-time position is 53,000 to 80,000 (in local currency). In addition to base salary, this position is eligible for our Sales Compensation Plan with an annual target of 40,000 (in local currency). 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.
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 Lauren Gray 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.
Skills Required
- 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 (oral, written, and presentation)
- Ability to work cross-functionally with Legal, Regulatory, Marketing, and Product teams
- Comfortable working independently and managing multiple time zones and cultures
- Willingness to travel internationally (up to 50%)
- Minimum Bachelor of Science degree or equivalent combination of relevant job experience and training
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The Company
What We Do
OraSure Technologies empowers the global community to improve health and wellness by providing access to accurate, essential information. Together with its wholly-owned subsidiaries, DNA Genotek, Diversigen, and Novosanis, OraSure provides its customers with end-to-end solutions that encompass tools, services and diagnostics. The OraSure family of companies is a leader in the development, manufacture, and distribution of rapid diagnostic tests, sample collection and stabilization devices, and molecular services solutions designed to discover and detect critical medical conditions. OraSure’s portfolio of products is sold globally to clinical laboratories, hospitals, physician’s offices, clinics, public health and community-based organizations, research institutions, government agencies, pharma, commercial entities and direct to consumers.
