Sr. Director, Sales, Sample Management Solutions (SMS)

DNA Genotek, a part of OraSure Technologies Inc (OTI), develops products that optimize ease of collection and provide superior samples. DNA provides proven performance for those requiring high-quality biological samples for nucleic acid testing. 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.

Overview

DNA Genotek products are marketed worldwide and support thousands of customers as they achieve breakthroughs in genomic and microbiome research, in diagnostics laboratories, in the pharmaceutical industry, in companion animal genomics and in personalized medicine.

The Senior Director of Sales leads a high-performing team of Sales Managers and Account Managers to drive business growth across existing and new accounts, channels, and segments. This role is responsible for developing and executing strategic sales and market development initiatives, including in established, as well as emerging, market segments. With a deep understanding of customer needs and industry trends, the Sr. Director will position the company’s products and services as comprehensive solutions that deliver value, drive revenue growth, and ensure long-term customer and company success.

Snapshot of Responsibilities:

• Lead and mentor a high-caliber sales team to achieve and exceed assigned sales goals.
• Develop and implement scalable sales strategies tailored to market conditions and customer segments.
• Drive revenue growth by expanding business within current accounts and acquiring new customers.
• Collaborate with executive leadership to align sales objectives with company vision and priorities.
• Help to achieve company goals, delivering sales success that meets or exceeds targets.
• Provide accurate, market driven feedback to inform quarterly, annually and long range forecasts
• Analyze and understand target markets, identifying value propositions, key success factors, and competitive positioning.
• Create and execute go-to-market strategies for emerging segments to capture new business opportunities.
• Promote and communicate the company’s value proposition to ensure a strong competitive edge in the marketplace.
• Build strong relationships across all levels of customer and partner organizations, including executive and scientific stakeholders.
• Uncover, understand, and address the needs of customers and their clients, positioning company offerings as integrated, value-driven solutions.
• Maintain high levels of customer satisfaction and loyalty through proactive communication, support, and follow-through.
• Support and guide the team through all stages of the sales process—from lead generation, funnel management, and qualification to proposal development, negotiation, and close.
• Prepare and review professional proposals, presentations, and pricing strategies that reflect a deep understanding of account needs and product positioning.
• Develop customer-specific business plans that align with overall territory goals and ensure growth in revenue generation and margin accretion in the near- and long-term.
• Recruit, onboard, develop, mentor, and retaincommercial / sales talent, fostering a high-performance, results-driven culture.
• Provide ongoing coaching and development, investing in individuals, teams, and their effectiveness.
• Ensure the sales team maintains up-to-date product and company knowledge and leverages selling skills to maximize effectiveness across the entire portfolio of business solutions.
• Develop, manage and adapt sales compensation programs designed to drive exceptional performance
• Maintain strong industry knowledge and act as a strategic resource for customers and internal teams.
• Represent the company at key industry events, conferences, and client meetings to build brand visibility and market insight.
• Serve as the internal advocate for customer needs and market trends, driving continuous improvement and innovation.
  
  
  

What You Bring:

• Bachelor's degree in Business, Life Sciences, Business, or related field; equivalent experience considered.
• 7–10 years of sales and marketing experience in medical devices, diagnostics, pharmaceuticals, or related sectors.
• 5–7 years of experience managing sales teams and distributor networks.
• Proven success in developing markets and driving product adoption.
• Strong strategic thinking and leadership skills with the ability to motivate cross-cultural teams.
• Exceptional interpersonal, communication, and problem-solving abilities.
• High adaptability and creativity in dynamic, global environments.
• Proficient in Microsoft Office, project management tools, and CRM systems.
• Willingness to travel up to 25-30%.
  
  
  

OTI encourages applications from all qualified candidates who represent the full diversity of the communities in which we operate. We apply a rigorous, consistent, and equitable standard to the assessment of all candidates, regardless of race, color, national origin, sex (including pregnancy), sexual orientation, gender identity, disability status, age, religion, veteran status or any other protected characteristic. We are committed to creating a diverse and inclusive environment where all employees are welcomed and belong.

What we have to offer:

• Highly competitive Health, Dental and Vision Coverage for you, your spouse and your dependents
• Disability and Life Insurance Benefits
• RRSP plan with company-matching contributions
• Generous paid time-off, including vacation days, sick days, additional company wide paid days off and personal days
• Maternity Leave and Parental Leave Coverage
• Adoption benefit for parents adopting a child
• Employee Referral Program– you may be eligible for a cash bonus if your referrals are hired
• Employee Assistance Program
• Employee Service Recognition
• Annual Fitness Reimbursement
• 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
  
  
  

Please note, the above applies to full-time permanent positions.

Culture, People & Community

OTI recognizes that the long-term health of our business is directly connected to the health of the planet, local communities and OTI employees. As such, we have committees designed to address this, including:

• LIVE IT Committee – committed to creating an environment that embodies our values
• All Means U: Employee Committee on Belonging hosts various events across all company locations such as monthly book club and a mentorship program
• Wellness Committee empowers colleagues to make critical decisions to improve and protect health
• Sustainability Committee aims to minimize impact on the environment
• Social Committee who organize and run events for both remote and onsite employees, to create connection and community
  
  
  

At DNA Genotek, we have a clear vision; cultivate an environment of equal employment opportunity where we do not tolerate discrimination or allow the harassment of employees or applicants on the basis of citizenship, race, place of origin, ethnic origin, colour, ancestry, disability, age, creed, sex/pregnancy, family status, marital status, sexual orientation, gender identity, gender expression, and record of offences (in employment), or any other characteristic protected by law with regard to any employment practices.

OTI aims to create and foster workplaces that reflects and contributes to the global communities in which we do business and the customers and partners we serve. This includes all communities impacted by our corporate presence. As part of this commitment, OTI and its subsidiaries will ensure employees and applicants are provided reasonable accommodation per request. If you require disability-related accommodation during the recruitment process, please contact Rebecca Zeleney at [email protected]. OTI will consult with all applicants who request disability-related accommodation during the recruitment process to ensure that the accommodation provided takes into account the applicant's individual accessibility needs.

The base salary range for this full-time position is $159,000 - $269,000. In addition to base salary this position is eligible for participation in our annual bonus program. The range displayed on the job posting reflects the minimum and maximum base salary for the position, based on our defined salary pay ranges. Our ranges are broad to account for differences in roles, performance, experience, skillsets, education and business needs and individual pay is determined by a variety of factors. We offer a comprehensive Total Rewards package, as noted below.