Sales Business Development Manager

Sales Business Development Manager

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. Sales Business Development Managers are experienced sales professionals that drive growth through extensive prospecting and can generate market intelligence for new business growth. They have expertise of sales process including utilization of CRM tools (ex. Salesforce), can build relationships with multiple levels of stakeholders at partner organizations, can grow robust sales pipelines, generate incremental revenue, and establish sales best practices for all products within the Sample Molecular Solutions portfolio. They have experience communicating with senior level executives and the ability to present compelling sales pitches and strategies. Travel for client visits and conference attendance is expected.

Snapshot of Responsibilities :

Perform extensive prospecting by utilizing various lead generation tools to identify new business opportunities, and then initiating action to secure new business

Respond to inbound leads, proactively follow up with sample testers, establish connections with a range of buyer personas, and gain access to key decision makers within organizations

Collaborate cross-functionally with internal stakeholders across Regulatory, Product Management, R&D, Operations, Legal and Marketing teams to gather market intelligence and support preparation of processes and best practices for optimal commercial and sales performance

Prepare professional proposals, action plans, and formal presentations to effectively communicate value propositions, complex solutions, and drive product and services adoption

Responsible for meeting or exceeding sales target along with achieving business objectives as outlined in the performance plan

Identify and engage with underperforming market segments to find new leads, address areas of improvements, or pivot sales strategies in these markets

Responsible for maturing prospects to the point of sales, then supporting a successful transition of the account relationship to an Account Manager for ongoing support

Participate in pre-commercial and go-to-market strategies through voice of the customer initiatives, coordinating prototype orders, and collecting feedback for product improvement and sales prioritization

Travel (20-30%) to meet with clients or attend conferences for increased business growth

Other duties deemed appropriate for Sales Business Development Manager, as outlined by Sales Leaders

What You Bring :

5+ years direct sales experience, preferably with strong track record in new customer acquisition and business growth

Demonstrated high level of organization and record keeping. Experienced in using Salesforce (or other client relationship management tool), and experience with meeting apps (Teams / Zoom)

Capable of navigating new and unchartered business development areas including new product introductions and expansion in new geographies

Strong solution-based selling and relationship building skills for enterprise sales

Comfortable selling and pitching to a range of stakeholders including C-suite / senior level executives

Strong presentation skills required

Established connection with KOLs in relevant markets and strong networking ability

Demonstrated ability to close a high number of net new sales through use of various methods including cold calls, LinkedIn, Teams / Zoom, email and others

Demonstrated ability to independently identify and drive resolution of issues; resourceful and able to work directly with SMEs

Minimum Bachelor of Science degree or equivalent combination of relevant job experience and training

Excellent technical and industry knowledge of Life Sciences and of biotechnology trends