The Role
Lead global commercial sales strategy and execution for diagnostics and sample management solutions. Own revenue growth, market expansion, forecasting, sales ops, CRM adoption, talent development, and cross-functional collaboration. Serve as executive sponsor for key accounts, negotiate major agreements, support product launches, and ensure financial targets and scalable processes.
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.
The Vice President, Global Sales is responsible for leading the organization’s worldwide commercial sales strategy and execution across all portfolios and product lines, including Diagnostics and Sample Management Solutions (SMS). Reporting to the Chief Commercial Officer, this executive is accountable for achieving revenue growth, expanding market share, strengthening customer relationships, and building a high-performing global sales organization aligned with corporate objectives.
The Vice President leads a team of senior sales leaders and is responsible for fostering a performance-driven culture focused on customer success, revenue growth, talent development, market expansion, and cross-functional collaboration.
Snapshot of Responsibilities
- Develop and execute a comprehensive global sales strategy aligned with the organization’s growth objectives and long-range business plans.
- Establish and achieve quarterly, annual, and long-term revenue targets and drive accountability throughout the sales organization.
- Lead commercial planning activities, including forecasting, budgeting, territory design, market prioritization, and resource allocation.
- Identify and prioritize new market opportunities, customer segments, channel partnerships, and geographic expansion opportunities that support sustainable revenue growth.
- Monitor market trends, competitive intelligence, customer needs, and industry developments to inform commercial strategy.
- Partner with Product Management, Marketing, R&D, Regulatory Affairs, and Operations to support successful product launches and commercialization efforts. Global Sales Leadership
- Provide strategic direction and leadership to teams responsible for domestic and international sales.
- Ensure alignment of sales strategies, processes, and performance expectations across all sales organizations.
- Build, develop, and retain a high-performing global sales leadership team.
- Establish succession planning and talent development programs within the sales organization.
- Foster a culture of accountability, collaboration, innovation, and customer-centricity.
- Drive consistent adoption of best practices, including CRM, sales methodologies, and performance standards across all regions. Sales Operations & Performance Management
- Establish key performance indicators and measure organizational effectiveness against revenue and strategic objectives.
- Lead forecasting processes to ensure accurate pipeline visibility and revenue predictability.
- Oversee CRM utilization, sales analytics, performance reporting, and commercial dashboard development.
- Review and optimize sales processes and compensation plans to improve productivity, efficiency, and customer experience.
- Collaborate with Commercial Operations & Insights, Finance and Operations to ensure reliable forecasting and business planning.
- Implement systems and processes that support scalability and operational excellence. Customer & Market Leadership
- Establish and maintain relationships with strategic customers, key opinion leaders, distribution partners, and major industry stakeholders.
- Act as an executive sponsor for critical accounts and strategic partnerships.
- Support the negotiation of significant commercial agreements and partnership opportunities.
- Represent the organization at industry conferences, customer meetings, and business development events.
- Ensure customer feedback and voice-of-customer insights are incorporated into strategic planning and product development activities. Cross-Functional Leadership
- Serve as a key member of the Commercial Leadership Team.
- Collaborate closely with Marketing, Product Management, Regulatory, Quality, Operations, Supply Chain, Finance, Human Resources, and Legal.
- Support mergers, acquisitions, commercialization initiatives, and strategic growth projects as required.
- Participate in annual operating plans, strategic planning cycles, and long-range planning initiatives.
- Champion organizational values and promote a culture of collaboration and continuous improvement. Financial Accountability
- Own global sales revenue performance and achievement of annual sales targets.
- Develop, implement, and continuously optimize global sales compensation and incentive plans that align with the company’s strategic objectives, drive revenue growth, reward high performance, and support the attraction, retention, and motivation of top sales talent. Partner closely with Finance, HR, and executive leadership to ensure compensation programs are competitive, fiscally responsible, and aligned across all sales channels and regions.
- Develop and manage sales budgets and headcount plans, optimizing resource allocation and investment decisions to maximize return on investment.
- Ensure appropriate controls and governance around pricing, discounting, and commercial decision-making.
Commercial Strategy & Revenue Growth
What You Bring
- Bachelor’s degree in Business, Marketing, Life Sciences, or a related discipline required.
- MBA or advanced business degree preferred.
- Minimum 15 years of progressive sales leadership experience.
- Proven success leading senior sales leaders and multi-region, multi-product sales teams in life sciences, diagnostics, biotechnology, medical device, or related industries.
- Demonstrated experience developing and executing global growth strategies resulting in measurable revenue expansion.
- Strong understanding of direct sales, distributor networks, channel management, and strategic partnerships.
- Experience working within highly regulated healthcare, diagnostics, or life sciences environments preferred.
Travel Requirements
- Domestic and international travel up to 40–50%.
- Ability to attend customer meetings, industry conferences, leadership meetings, and global commercial reviews as required.
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 in Business, Marketing, Life Sciences, or related discipline
- MBA or advanced business degree
- Minimum 15 years of progressive sales leadership experience
- Proven success leading senior sales leaders and multi-region, multi-product sales teams
- Demonstrated experience developing and executing global growth strategies with measurable revenue expansion
- Strong understanding of direct sales, distributor networks, channel management, and strategic partnerships
- Experience in life sciences, diagnostics, biotechnology, medical device, or related regulated industries
- Willingness and ability to travel domestically and internationally up to 40-50%
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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.
