OraSure Technologies

Account Manager

• 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.

Account Manager, Diagnostics

Director

• Lead the assessment of global markets to identify countries where distribution partnerships align with business goals, regulatory requirements, and commercial potential.
• Develop and execute a strategic roadmap for RoW expansion, including prioritization of target regions and market entry strategies.
• Oversee the identification, evaluation, and contracting of new distribution partners in collaboration with Legal, Finance, and Regulatory teams.
• Ensure alignment of distributor capabilities with company standards and strategic objectives.
• Lead, coach, and develop a team of Channel Managers by providing strategic guidance on market expansion, distributor engagement, and performance management.
• Set clear objectives and on-target earnings (OTE) expectations for Channel Managers, aligned with company goals.
• Conduct regular performance reviews, provide actionable feedback, and implement development plans to support individual and team success.
• Ensure consistent and effective onboarding of new distributors, including training on products, sales tools, and operational processes.
• Monitor distributor performance through regular reviews, pipeline analysis, and forecasting.
• Partner with internal teams including Product Management, Marketing, Regulatory, and Operations to support channel readiness and market success.

Director of International Channel Management

Customer Support

• Research and identify potential clients using various tools and platforms (e.g., LinkedIn, Salesforce, industry databases)
• Build and maintain targeted lead lists for outreach campaigns
• Initiate contact with prospects via cold calls, emails, and social media
• Qualify leads and nurture them until they are ready for hand-off to BDMs or Account Managers
• Track outreach activities and results in CRM system
• Conduct market research to identify new business opportunities and emerging trends
• Support BDMs in analyzing underperforming segments and recommending strategies for improvement
• Assist in gathering competitive intelligence and customer feedback
• Coordinate with cross-functional teams (Product Management, Marketing, R&D) to support go-to-market activities
• Help organize prototype orders, collect customer feedback, and document insights for product development
• Participate in product and sales training sessions to build technical knowledge
• Respond to inbound inquiries and route qualified leads to the appropriate sales team member
• Maintain accurate records of all interactions and lead status in CRM
• Support event and conference logistics as needed
• Prepare regular reports on lead generation activities, pipeline status, and campaign outcomes
• Collaborate with BDMs to develop tailored pitches and proposals
• Participate in team meetings to share insights and best practices

Account Manager, Diagnostics

Director of International Channel Management

Business Development Support Specialist