Senior Director, Strategic Growth – Commercialization

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a specified revenue portfolio for strategic and key accounts, with an individual sales target linked to the rollout of new and strategic technology solutions.

• Spearhead the customer-facing execution aimed at commercializing new and emerging technologies for both existing and potential customers and channels, encompassing positioning, value proposition, and pricing strategies.

• Establish, cultivate, and maintain senior-level relationships with select strategic and key customers, partners, and opinion leaders to further OraSure’s strategic commercial objectives.

• Adjust priorities and resources to tackle the most valuable commercial opportunities, including revenue growth post-acquisition, entry into new markets, and other strategic initiatives as outlined by senior leadership.

• Collaborate with Commercial Leaders, R&D, Regulatory, and Operations to convert emerging technology capabilities into attractive, market-ready commercial offerings.

• Develop account-level and opportunity-level commercial strategies, covering pricing, contracting, and partnership frameworks, in collaboration with Sales, Marketing, Product Management, and Legal.

• Deliver customer insights and competitive feedback back to R&D and the Executive Leadership Team (ELT) to guide portfolio, technology investments, and M&A priorities.

• Create and present high-level proposals, presentations, and negotiations with key customers, partners, and acquisition candidates.

• Work closely with the wider Sales team to ensure account-level coordination, smooth transitions, and shared visibility, while distinctly focusing on strategic priorities.

• Assist with Long-Range Planning (LRP) and ensure the alignment of quarterly and annual revenue goals within the scope of the role.

• Represent OraSure at industry conferences, customer summits, and other external events to promote the strategic commercial agenda.

• Collaborate with Business Development and Corporate Strategy on the go-to-market integration of acquired companies, developing and executing commercial integration plans to achieve revenue synergies and total deal model success after closing.

• Perform other responsibilities deemed appropriate for a Senior Director of Strategic Growth & Commercialization.

⛳️ Requirements

• A reliable and high-speed internet connection is essential for effective communication while working remotely.

• Strong proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint) is required, along with familiarity with SharePoint, OneDrive, and Teams.

• Must be capable of achieving results in a cross-functional, matrixed environment, demonstrating both formal and informal leadership and communication skills alongside a strong results orientation.

• Proven history of meeting and exceeding individual and team revenue objectives in a complex B2B context, particularly with strategic accounts and new technology deployments.

• Demonstrated success in commercializing new and emerging technologies, with the ability to translate technical capabilities into compelling customer value propositions leading to end-user adoption.

• Experience in 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 a proven ability to cultivate and maintain senior relationships with customers, partners, and KOLs.

• Excellent business, financial, and commercial acumen, including expertise in pricing strategy, deal structuring, contract negotiation, and business case development.

• Highly organized with a strong ability to maintain records; proficient in Salesforce or similar CRM systems, MS Office suite, and virtual meeting tools (e.g., Teams, Zoom).

• Strong solution-based selling and relationship-building capabilities, particularly in enterprise sales settings.

• Exceptional communication skills, including oral, written, and presentation abilities tailored to diverse audiences, including C-suite and senior executives.

• Bachelor’s Degree, preferably in health, science, business, or a related field; an advanced degree or MBA is highly desirable.

• Over ten (10+) years of progressive commercial leadership experience, including sales, business development, strategic account management, and/or commercial leadership of new product launches in life sciences, diagnostics, biomedical, or related sectors.

• Proven experience in selling through various 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 role while carrying an individual revenue target.

• Experience supporting or leading the commercial aspects of M&A integration and revenue growth strategies for acquired businesses is preferred.

🏝️ Benefits

• Tiered Medical PPO, EPO, Vision, and Dental coverage.

• Disability and Life Insurance Benefits.

• Generous 401K plan with company-matching contributions.

• Highly competitive paid time off.

• Maternity Leave and Parental Leave Coverage.

• Employee Referral Program – you may qualify for a cash bonus if your referrals are hired.

• Employee Assistance Program.

• Employee Service Recognition.

• Job-related Training Programs.

• Opportunities to participate in Teams, Committees, Events, and Clubs.

• Depending on the role, you may have the option to work in a hybrid environment or fully remotely.

• Free Onsite Parking.