Senior Director, Strategic Growth – Commercialization

🕒 il y a 12 jours

🇺🇸 États-Unis – Télétravail

💵 $159 000 - $286 000 / an

⏰ Temps Plein

🟠 Senior

📈 Marketing de croissance

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OraSure Technologies

Site WebLinkedInTous les Emplois

501 - 1000 employés

Fondée en 1987

🧬 Biotechnologie

⚕️ Assurance santé

💊 Pharmaceutique

💰 €10 400 000 Grant en 2022-10

Biotechnology • Healthcare Insurance • Pharmaceuticals

OraSure Technologies est une entreprise qui transforme le secteur de la santé grâce à des solutions innovantes, en se concentrant sur les tests de diagnostic rapide et les dispositifs de prélèvement d'échantillons. Ces outils sont conçus pour détecter et découvrir des affections médicales critiques, améliorant ainsi l'accès, la qualité et la valeur des soins de santé. OraSure opère à l'échelle mondiale, servant une large gamme de clients, y compris des laboratoires cliniques, des hôpitaux, des instituts de recherche et d'autres encore, avec des produits qui traitent des affections telles que la syphilis, le VIH et le VHC. La société, avec sa filiale DNA Genotek, est un leader dans ce domaine, visant à connecter les personnes aux soins de santé où qu'elles soient grâce à des solutions de test sans effort.

Description

• 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

🎯 Exigences

• 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. • Experience executing post-acquisition commercial integration and capturing revenue synergies is preferred. • 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. Advanced degree or MBA are highly desirable. • 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. • Experience supporting or leading commercial aspects of M&A integration and revenue growth strategies for acquired businesses is preferred.

🏖️ Avantages

• 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