VP, Global Sales
About The Position
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. 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.
Requirements
- Bachelor’s degree in Business, Marketing, Life Sciences, or a related discipline required.
- 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.
Nice To Haves
- MBA or advanced business degree preferred.
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.
- 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.
- 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.
- 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.
- 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.
- 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.
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
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What This Job Offers
Job Type
Full-time
Career Level
Executive
