Director of International Channel Management

OraSure Technologies

full-time

Posted on: 1/7/2026

Location Type: Remote

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About the role

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.

8-10+ years of experience in international sales, channel management, or business development, with at least 3 years in a leadership role.
Proven success in building and managing distributor networks across diverse geographies.
Strong strategic thinking and market analysis capabilities.
Excellent leadership, coaching, and team development skills.
Advanced negotiation and contracting experience in international markets.
Exceptional communication skills, including oral, written, and presentation abilities, with the ability to influence senior stakeholders.
Experience in Life Sciences, molecular diagnostics, or medical device industry strongly preferred.
Bachelor’s degree required; advanced degree or MBA is a plus.

Benefits

Private Insurance – which includes supplemental health coverage and dental coverage
Life Insurance Benefits
Pension scheme
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

Tip: use these terms in your resume and cover letter to boost ATS matches.

international saleschannel managementbusiness developmentmarket analysisnegotiationcontractingdistributor network management

leadershipcoachingteam developmentstrategic thinkingcommunicationinfluencing

Bachelor’s degreeMBA