SUMMARY
Manage and grow the SAT and IRA businesses.
Formulate and implement short and long-term sales and marketing strategies geared to increase market share of SAT & IRA product lines.
Develop tactical plans and implement these to achieve success on strategic initiatives.
Manage sales teams of account managers (AMs) and National Account Managers (NAMs) providing direction, training and performance evaluation to ensure success of the businesses quarterly and annually.
Effectively manage laboratory partner, distributor and Third Party Administrator (TPA) relationships to ensure high quality/integrity, productive partnerships.
Maintain relationships with parameds, reinsurers, medical directors and associates in the IRA business.
Perform regular analysis of market trends and competitive environment and provide feedback to senior sales/marketing enabling the company to modify strategy / product development where appropriate to maintain market share/growth trends.
Develop budgets and forecasts and ensure accurate product production levels and order fulfillment in a timely and efficient manner.
Identify needs for new or enhanced products in SAT and IRA markets.
Assist in the launch of new products targeted to domestic and international SAT & life and health insurance markets.
Ensure sales contract compliance and assist in negotiation of new contracts.
Assist senior Business Development staff with opportunity assessment, partnering, and negotiation of new corporate contracts.
Plan and attend all pertinent industry trade association meetings and other related functions.
Maintain effective level of product knowledge to train sales teams and be known as subject matter expert.

ESSENTIAL DUTIES AND RESPONSIBILITIES
    
Management Responsibilities
Provide focus and direction to SAT & insurance AMs and NAMs
Travel with AMs and NAMs to assist in the closing of sales, identify and overcome obstacles and meet customer requirements
Manage key distributor/channel partner relationships with labs, TPAs and distributors
Provide administrative support as needed
Conduct regular and annual performance reviews
Work with senior managers in sales and marketing to develop SAT, life and health insurance sales/marketing budgets, strategies, goals
Define account territories and outline AM/NAM responsibilities
Ensure compliance with regulatory requirements
Ensure compliance with contracts and assist in new/renewal of contract preparation and negotitation

Marketing Responsibilities
Review, support and implement SAT & insurance creative/advertising/promotional marketing initiatives
Provide technical product and marketing/sales support
Identify new products or need for enhancements to existing products in the markets and communicate these to senior sales and marketing; provide input on key customer requirements for these products
Plan and participate in trade shows and exhibitions
Conduct routine competitive analysis 2-3 days/week    
Sales Activities
Develop sales forecasts
Submit monthly/quarterly reports
Research customer base and look for new opportunities
Assist AMs and NAMs to grow businesses    
Travel 80%
        
QSR and ISO STANDARDS

Performs job duties and tasks in compliance with OraSure Technologies standards and specifications.
Ensures job duties and tasks conform to FDA and ISO regulations that apply to OraSure Technologies, Inc.
    
QUALIFICATIONS

Extensive sales and marketing experience in the SAT & life/health insurance industry, preferably as a sales/marketing manager of a diagnostics company in these fields.
Ability to develop relationships with key personnel/decision makers as identified in Miller-Heiman Strategic Selling.
Ability to build, supervise, manage professional sales individuals.
Knowledge in formulating, writing and implementing a business plan.
Broad computer skills.
Strong communication/writing/listening skills; ability to speak and make technical presentation to individual/groups with diverse professional backgrounds.
Self-disciplined, high level of initiative, adaptive; strong conflict resolution and problem solving skills.
Multi-tasking and prioritization skills required.
Ability to work independently, lead work teams and be a team player.
Strong organizational and project management skills, ability to work on multiple projects.
Excellent verbal and written communication skills.
Cognitive abilities.

EDUCATION AND/OR EXPERIENCE

BA/BS, science or business degree. MBA is helpful.
7 years experience in sales and marketing in medical diagnostics or healthcare industry.
5 years prior management experience.
Broad computer skills (word processing, database, spreadsheets, multimedia presentations)