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The Role
The Senior Account Manager develops customer relationships, meets sales targets, trains clients, and manages distribution partnerships to drive market growth for OTI's products.
Summary Generated by Built In
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.
Summary
The Senior Account Manager will develop relationships with end-users, key opinion leaders, market influencers, and distribution sales professionals in assigned geographical territory and conduct sales calls to all decision makers in applicable markets.
Responsibilities
- Meet monthly, quarterly and yearly sales quotas and account “close” goals and provide customer feedback to improve OraSure products to best meet our market demands
- Prospect new customers within a prescribed territory
- Market/promote products within the assigned territory to meet or exceed sales quota and account closure goals. Portfolio productions include Point of Care tests for HIV, Hepatitis C and Syphilis, as well as an OTC HIV test
- Support and train new customers, assist with validations as required
- Support and manage appropriate distribution partners to help drive demand for OraSure products with their end customers
- Prepare and present business reviews for all key customers as defined by your Sales Manager
- Follow up with all new and existing customers to ensure training is completed, product is being utilized correctly, and seek opportunities to expand business in existing accounts
- Provide customer support as needed
- Introduce new OraSure products/services when applicable
- Work cooperatively and synergistically with team members and across business units
- Annual/daily revenue forecasting as required by Sales Manager
- Responsibility for meeting sales objectives in the assigned territory, including prospecting, forecasting and closing business
- Ensuring the success of distribution partners through educating, directing, and holding accountable those that carry OraSure products in the territory
- Provide sales management with accurate forecasts, business plans and territory reports
- Gathering competitor intelligence, researching customer base
- Scheduling appointments and associated business travel
- Meet and exceed goals for demand generating KPI’s (Key Performance Indicators), including customer meetings, phone calls, and other critical activities
- Product demonstration and instruction in assigned territory
- Attending trade shows and conferences, as directed by Sales Director
- Prompt follow-up to customer inquiries, by phone, email or written correspondence
- Use of OraSure’s Customer Relationship Management (SFDC) program on a daily basis to enter customer contact information, leads, and pipeline management
- Face to face and virtual client appointments, presentations to decision makers, in-service demonstration for staff
- Provide outstanding customer service to both new and existing customers.
- Proactively identify customer issues and assist in their resolution
- Timely completion of all administrative assignments, including monthly reports, routine forecasts, expense reports, and SFDC documentation
- Performs job duties and tasks in compliance with OraSure Technologies’ standards and specifications.
- Ensures job duties and tasks conform to FDA and ISO regulations that apply to OraSure Technologies, Inc.
Qualifications
- Ability to present OraSure products successfully generating incremental sales and closing new business
- Ability to assess and prioritize OraSure opportunities within assigned territory and successfully close business
- Knowledge in formulating, writing and following a business plan for assigned territory
- Self-motivation, initiative and time management skills
- Excellent communication skills; ability to lead product demonstration sessions for large and small groups of customers as needed
- Proficient in Microsoft Office Suite or similar technology platforms
- Ability to prepare or respond to a request for proposal
- Demonstrated product knowledge
- Knowledge of (or ability to learn) the competitive marketplace
- Bachelor's degree required
- 5+ years of sales experience
- Familiarity with the diagnostics marketplace
- Operate company provided business tools (laptop, phone, etc.)
- Willing to travel up to 50%, depending upon territory
- Operate remotely but residence in IN, IL, MI, WI, MN or IA
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 Katheryn Viau 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
- Bachelor's degree
- 5+ years of sales experience
- Knowledge of the diagnostics marketplace
- Excellent communication skills
- Proficient in Microsoft Office Suite or similar technology platforms
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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.
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