Senior Director, Strategic Growth & Commercialization
About The Position
The Senior Director, Strategic Growth & Commercialization is a senior commercial leader at OraSure responsible for driving incremental revenue growth through the introduction of new and strategic technologies to select current and prospective customers, and through advancement of high-value commercial opportunities including those arising from new market entry, acquisitions, and other strategic initiatives. Operating distinctly from the day-to-day sales organization, while also in connection with it, this role owns the customer-facing strategy and senior relationships required to commercialize emerging technologies, expand key and strategic accounts, and convert post-acquisition revenue opportunities into realized growth. The Senior Director will carry an individual sales/revenue target tied to these strategic priorities and will flex focus and resources across the highest-value opportunities as the portfolio evolves. This leader will collaborate closely with senior leadership, Sales, Marketing, Product Management, R&D, Business Development, Regulatory, and Operations to align commercial messaging, pricing, partnership and channel decisions, and will serve as a senior commercial voice in shaping go-to-market strategy for new products and acquired businesses. This role requires strong leadership, influence, negotiation, financial, strategic, organizational and problem-solving skills, along with a “driver” mentality, executive presence, and the ability to communicate effectively both internally and externally at senior levels will be keys to success.
Requirements
- 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.
- 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.
- Bachelor’s Degree, preferably in a health, science, business or related field.
- 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.
Nice To Haves
- Advanced degree or MBA are highly desirable.
- Experience executing post-acquisition commercial integration and capturing revenue synergies is preferred.
- Experience supporting or leading commercial aspects of M&A integration and revenue growth strategies for acquired businesses is preferred.
Responsibilities
- 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
Benefits
- 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
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
