OraSure Technologies, Inc.
Channel Manager-Southern Europe/Northern Africa/Brazil
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Channel Manager-Southern Europe/Northern Africa/Brazil
Channel Manager – International (Life Sciences/Diagnostics) – DNA Genotek
Located: Headquartered in Canada, South Europe/Northern Africa/Brazil territory
DNA Genotek, a subsidiary of OraSure Technologies Inc. (OTI), is a global leader in sample collection and stabilization technologies, enabling high-quality biological samples for nucleic acid testing across research, diagnostics, and healthcare applications.
We develop innovative solutions such as:
- Rapid HIV and Hepatitis C (HCV) antibody tests (OraQuick® platform)
- Self-collection kits for molecular diagnostics
- Oral fluid laboratory testing for drug penalties
Our products empower progress in genomic research, personalized medicine, veterinary genomics, and companion animal diagnostics—supporting thousands of customers worldwide.
About the Role
The Channel Manager will drive international expansion by:
- Building and managing a distributor network in Southern Europe, Northern Africa, and Brazil
- Developing strategic market entry plans aligned with commercial and regulatory goals
- Ensuring distributor performance, training, and accountability through sales targets, enablement programs, and performance reviews.
As the primary interface between OTI and our global distribution partners, this role ensures market growth while maintaining alignment with OTI’s mission: bringing life sciences innovation to pressing global health challenges.
Key Responsibilities
Market & Strategy
- Conduct global market analyses to identify strategic entry points where OraSure Technologies’ products can thrive
- Develop go-to-market strategies for priority regions, prioritizing commercial opportunities, regulatory hurdles, and competitive benchmarks
- Collaborate with Legal, Regulatory, and Finance to navigate international regulatory environments and licensing requirements
Partner Development & Contracting
- Identify, source, and assess potential distribution partners across global markets
- Lead commercial negotiations, contract drafting, and finalization in alignment with Legal and Finance
- Establish clear commercial terms (e.g., territories, revenue share, support agreements)
Distributor Management
- Design and deliver onboarding programs including product sales training, marketing materials, and compliance training
- Act as the primary point of contact for distributor inquiries, troubleshooting challenges, and escalating issues
- Monitor distributor performance through quarterly reviews, sales forecasting, and pipeline tracking
- Implement corrective plans or added support for underperforming partners
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Cross-Functional Collaboration
- Partner with Marketing, Product, and Regional teams to ensure channel advocate synchronicity
- Represent OTI at industry conferences, distributor summits, and trade shows
KEY QUALIFICATIONS & EXPERIENCE
Professional Experience
- 5+ years in sales, channel management, or business development within Life Sciences, diagnostics, or medical devices
- Proven ability to build, expand, and manage distributor networks in international markets
- Strong negotiation and contract administration experience in global business agreements
- Hands-on experience navigating regulatory, compliance, and intellectual property licensing in pharma/medical tech
Technical & Constraint Skills
- Deep knowledge of the Life Sciences ecosystem, including regulations (EU MDR, FDA,CE, etc.)
- Comfort working cross-functionally with Legal, Finance, and Regulatory teams
- Multilingual assets (French, Spanish, Portuguese, or Arabic considered a plus for the assigned territory)
Soft Skills & Cultural Fit
- Customer-obsessed and strategically results-driven attitude
- Strong oral/written communication and presentation skills
- Able to significantly manage across time zones, languages, and local business customs
- Energy, resilience, and willingness to travel up to 50% globally
Education
- Bachelor of Science degree or equivalent combination of degree and hands-on experience
Type & Compensation
- Permanent, full-time role
- Headquarters in Canada with travel to Southern Europe, Northern Africa, and Brazil
- Annual base salary: £53,000–£80,000
- Performance-based commission structure: Target of £40,000 annual bonus
Benefits
At OraSure Technologies/ DNA Genotek, we value employee well-being. We offer an unparalleled benefits package designed to support your professional and personal goals:
Core Benefits
- Private Health Insurance: Comprehensive medical and dental coverage
- Life Insurance Benefits
- Pension Scheme
- Paid Time Off: Generous leave policy including holidays
- Maternity and Parental Leave: Covered at full pay
- Employee Assistance Program: Access to mental health resources
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Growth and Wellness
- Training & Development: Job-related programs for ongoing education
- Hybrid/Remote Work: Flexibility to work part-time remotely (by role)
- Free On-Site Parking
- ** percorso Recognition**: Incentives for long-term service commitment
- Referral Bonuses: Cash rewards for hiring referrals from colleagues
- Social & Wellness Committees: Book clubs, fitness programs, and team-building events
ORATURATION CULTURE, COMMUNITY & COMMITMENT
OraSure believes in “People Make Purpose,” and prioritizes creating a workplace environment where everyone contributes to a more equitable, healthy, and sustainable future.
Diversity & Belonging
We are totally committed to equity and inclusion. OTI enforces a policy of no discrimination or harassment based on race, ethnicity, gender identity, disability, age, veteran status, or other characteristics. Our practices meet or exceed global standards, including:
- Equity in compensation assessments
- Disability accommodations for candidates/applicants
If accommodation is required at any point in the application process, contact: Katheryn Viau, katheryn.viau@dnagenotek.com
Employee Initiatives
- LIVE IT Committee: Embeds our company values (Integrity, Leadership, Variety, Inspire, Teamwork)
- All Means U: Employee Resource Group focused on fostering inclusive celebrations and mentorship
- Sustainability Committee: Champions eco-friendly changes in workplace routines, environmental education
- Wellness Committee: Concentrate on ergonomics, nutrition education
OTI’S Legacy of Purpose
OraSure Technologies views health from a global, inclusive perspective—from infectious disease testing to personalized medicine, our goal is to expand access to better healthcare for individual lives.
Through eight subsidiaries worldwide, we offer more than 300 long-term employees opportunities to turn science into high-impact results.
Apply now to join OTI—where each person’s insights can redefine life.
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