Channel Manager - Southern Europe/Northern Africa/Brazil

Job description

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. 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. ### Snapshot of Responsibilities: **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. - Territory is Southern Europe, Northern Africa and Brazil. **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. ### What you bring: - 5+ years of experience in international sales, channel management, or business development within the Life Sciences or medical device industry. - Minimum Bachelor of Science Degree or equivalent combination of relevant job experience and training - 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%).