Senior Director, U.S. Sales

Job Description

Job Description

Description:

Position Summary:

We are seeking an accomplished and forward-thinking sales executive to lead and advance Chembio Diagnostics' U.S. sales organization, accelerating revenue growth, expanding market presence, and establishing a culture of commercial excellence, accountability, and customer-centric execution.

This leader will be responsible for developing and executing national sales strategies that strengthen Chembio's position in the U.S. diagnostics market, expand relationships across Public Health and healthcare institutions, accelerate new customer acquisition, and maximize growth opportunities across the company's infectious disease diagnostic portfolio.

The Senior Director will provide leadership across field sales, strategic account development, and new product commercialization, while establishing scalable sales processes, disciplined forecasting, and consistent performance management. The position requires a leader who can translate commercial strategy into effective market execution, cultivate executive-level customer relationships, and build an organization capable of delivering sustainable, profitable growth.

Success will be measured through revenue performance, customer acquisition and retention, strategic account expansion, new product adoption, forecast accuracy, sales force effectiveness, and the development of a high-performing sales organization.

Duties & Responsibilities include but are not limited to:

Sales Leadership & Performance

• Lead, coach, and develop the U.S. field sales organization.
• Establish a performance-driven culture with clear revenue targets, accountability, and professional development.
• Drive consistent execution through territory planning, performance reviews, and sales coaching.

Sales Strategy & Growth

• Develop and execute national sales plans aligned with corporate objectives.
• Accelerate organic growth through new customer acquisition, competitive conversions, and expansion of existing accounts.
• Identify emerging market opportunities and prioritize high-value commercial initiatives.
• Drive revenue growth across Chembio's infectious disease diagnostic portfolio.

Strategic Accounts & Public Health

• Expand relationships with state and local Departments of Health, government agencies, healthcare institutions, and strategic customers.
• Develop executive-level relationships with key decision-makers and purchasing organizations.
• Lead strategic account planning, complex sales negotiations, and major business development opportunities.
• Increase customer retention, account penetration, and recurring revenue.

Sales Excellence

• Establish disciplined CRM management, pipeline development, and forecasting processes.
• Improve sales productivity, opportunity conversion, and forecast accuracy.
• Implement consistent sales KPIs, account planning, and performance reporting.
• Ensure accountability for revenue delivery and commercial execution.

New Product Commercialization

• Lead sales execution for new product introductions.
• Partner with Marketing on market priorities, customer targeting, and launch execution.
• Develop qualified customer pipelines and accelerate product adoption.
• Identify cross-selling opportunities across the diagnostic portfolio.

Cross-Functional Collaboration

• Collaborate with Marketing & Commercial Strategy, Finance, Operations, and Customer Service to support business objectives.
• Coordinate distributor-supported end-user sales opportunities while maintaining alignment with established channel strategies.
• Provide market intelligence, customer insights, and sales performance updates to executive leadership.

Work Environment

• Remote position based in New York with regular travel throughout the United States.
• Travel required for customer meetings, Public Health and Government engagements, conferences, trade shows, distributor activities, and other business needs.

• Bachelor’s degree in business, Life Sciences, Healthcare, or related discipline.
• 10+ years of progressive sales experience in diagnostics, medical devices, or life sciences.
• 5+ years of sales leadership experience with demonstrated revenue accountability.
• Proven success driving organic growth, strategic account development, and sales team performance.
• 10+ years of selling into U.S. Public Health, government, and healthcare markets.
• Strong understanding of IVD, point-of-care diagnostics, or infectious disease testing preferred.
• Demonstrated expertise in CRM management, forecasting, sales operations, and performance metrics.
• Established industry relationships, strong executive presence, and excellent negotiation skills.
• Experience leading new product commercialization and market expansion initiatives.