OraSure Technologies
Channel Manager-Europe
TLDR
Expand and manage the international distributor network outside of North America, focusing on strategic market identification and partner onboarding to drive performance.
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. This job posting is to hire for an existing vacancy.
POSITION OVERVIEW:
The Channel Manager is responsible for expanding and managing the company’s international distributor network outside of North America. This role focuses on identifying strategic markets, onboarding new distribution partners, and driving performance through ongoing support and accountability. The ideal candidate will have strong commercial acumen, experience in international channel management, and a deep understanding of Life Sciences or molecular diagnostics industry.
Responsibilities
Qualifications
Minimum Bachelor of Science Degree or equivalent combination of relevant job experience and training
- Market Assessment & Strategy Development
- Evaluate global markets to identify countries where distribution partnerships align with business goals and regulatory feasibility.
- Develop market entry strategies and prioritize regions based on commercial potential, competitive landscape, and product fit.
- Distributor Identification & Contracting
- Source and assess potential distribution partners based on capabilities, market reach, and strategic alignment.
- Lead contract negotiations and finalize agreements in collaboration with Legal, Finance, and Regulatory teams.
- Distributor Onboarding & Enablement
- Develop and deliver comprehensive onboarding programs, including product training, sales enablement, and marketing support.
- Serve as the primary point of contact for distributor inquiries and ongoing relationship management.
- Performance Management & Accountability
- Set clear sales targets and performance expectations for each distributor.
- Monitor progress through regular business reviews, pipeline tracking, and forecasting.
- Implement corrective actions or support plans where performance gaps are identified.
- 5+ years of experience in international sales, channel management, or business development within the Life Sciences or medical device industry.
- Proven success in identifying and managing distributor relationships across diverse geographies.
- Strong negotiation skills and experience with international contracting.
- Exceptional communication skills, including oral, written, and presentation abilities.
- Ability to work cross-functionally with internal stakeholders including Legal, Regulatory, Marketing, and Product teams.
- Comfortable working independently and managing multiple time zones and cultures.
- Willingness to travel internationally (up to 50%).
EDUCATION:
Compensation for this position will consist of an annual base salary, ranging from £53,000-£ 80,000, plus a commission plan with an annual target of £40,000
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:
- 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
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.
- 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 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 OTI, 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 sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, 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 Katheryn Viau 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.
OraSure Technologies builds innovative health diagnostic solutions that enable individuals and communities to access critical health information. Our products are aimed at healthcare providers and consumers who seek reliable and accurate tools for improving wellness and disease management. What sets us apart is our commitment to accuracy and accessibility, making vital health insights available to everyone.
Channel Manager