Director, Health System Sales

Job description

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care™. Global Reach with a Local Touch 140+ years serving healthcare Over 14,000 teammates worldwide Serving healthcare partners in 80 countries Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland 40+ distribution centers Portfolio of 300 propriety and branded product offerings 1,000 branded medical product suppliers 4,000 healthcare partners served Benefits Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates. Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program. Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage. Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs. Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family. Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits. Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave. Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you. Job Description This executive seller is accountable for the strategic direction, growth, and executive relationship strategy across an assigned portfolio of health systems and integrated delivery networks (IDNs). The portfolio will include both existing and prospective customers, with responsibility for expanding Owens & Minor across distribution, proprietary products, services, technology, and other enterprise solutions. The anticipated salary range for this position is $150-200k Base salary, plus an uncapped incentive plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location. This role is expected to operate as a strategic hunter and enterprise relationship leader - identifying whitespace, shaping complex opportunities, building durable C-suite relationships, and mobilizing cross-functional resources across Owens & Minor. Although the role has no direct reports, it must demonstrate exceptional leadership presence and the ability to influence and align teams across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, and Executive Leadership to develop and execute winning account strategies. KEY RESPONSIBILITIES Strategic IDN Leadership & Account Ownership · Owns the enterprise growth strategy for an assigned portfolio of strategically important health systems and IDNs across the geography, including both existing and prospective customers. · Develops multi-year account strategies that identify the customer's enterprise priorities, decision structure, financial pressures, competitive landscape, and Owens & Minor growth opportunities. · Establishes clear account priorities, pursuit plans, relationship maps, whitespace opportunities, and measurable growth objectives for each assigned IDN. · Maintains a whole-enterprise view of the customer and coordinates Owens & Minor activity across multiple markets, facilities, ASD geographies, and field sales territories when required. · Acts as the senior commercial quarterback for the assigned IDN portfolio while partnering closely with regional leadership and field sales teams. Executive Relationship Development · Creates, expands, and maintains trusted executive relationships with customer leadership, including CFOs, Chief Supply Chain Officers, Vice Presidents of Supply Chain, and other senior clinical, operational, and financial decision makers. · Builds multiple levels of sponsorship within each IDN and owns alignment between customer leadership and Owens & Minor's Executive Leadership Team. · Leads executive-level customer meetings, strategic business reviews, value discussions, and complex commercial negotiations. · Represents Owens & Minor as a senior enterprise partner who can connect customer priorities to the full breadth of Owens & Minor capabilities. Strategic Growth & Hunting · Serves as a strategic hunter responsible for creating and advancing large, complex opportunities within assigned IDNs. · Drives growth across the full Owens & Minor portfolio, including Prime Vendor distribution, proprietary products, clinical/product solutions, logistics and supply chain services, technology, and other enterprise offerings. · Identifies and develops new Prime Vendor opportunities and leads major pursuits from early positioning through RFP, negotiation, and close. · Anticipates future customer needs and creates demand ahead of formal RFP activity by identifying customer problems, shaping the value proposition, and positioning Owens & Minor solutions against strategic priorities. · Develops share-gain strategies within existing customers and new-logo strategies within prospective accounts. · Maintains a high-quality, actionable pipeline with clear next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential. Influential Cross-Functional Leadership · Leads through influence across Owens & Minor; aligns internal stakeholders who do not report directly to the role around a common customer strategy and execution plan. · Mobilizes and coordinates resources across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership. · Creates clarity on roles, actions, owners, and timelines for complex customer pursuits and ensures consistent follow-through. · Challenges internal assumptions, surfaces barriers, and drives timely decisions required to win and grow strategic accounts. · Provides leadership and coaching to field sellers and specialists engaged in assigned IDNs while preserving clear local ownership and accountability. RFP, Negotiation & Commercial Strategy · Leads strategic positioning for major Prime Vendor/distribution, product, service, and enterprise RFP opportunities within assigned accounts. · Partners with Finance, Contracting, Legal, Operations, and commercial leadership to develop differentiated, financially sound offers and negotiation strategies. · Owns executive-level customer communication throughout major pursuits and ensures Owens & Minor presents one coordinated enterprise strategy. · Understands contract timing, competitive threats, renewal risk, and conversion requirements and incorporates them into the account strategy. Business Management & Accountability · Owns revenue growth, pipeline development, opportunity progression, and strategic account outcomes across the assigned IDN territory. · Develops credible forecasts and account potential assessments using customer insight, market intelligence, competitive intelligence, and internal data. · Maintains disciplined CRM usage and communicates account strategy, risks, opportunities, and progress to senior commercial leadership. EDUCATION & EXPERIENCE · Bachelor's degree or equivalent experience required; advanced degree preferred. · Typically 8+ years of progressive experience in complex B2B healthcare sales, strategic account management, healthcare supply chain, medical products, distribution, enterprise solutions, or a related industry. · Demonstrated success selling to large health systems / IDNs and developing relationships with executive-level decision makers. · Proven success leading complex, multi-stakeholder sales pursuits with long sales cycles and significant financial impact. · Experience with healthcare distribution, products, services, technology, supply chain, or GPO environments strongly preferred. KNOWLEDGE, SKILLS & ABILITIES · Exceptional executive presence and credibility with senior customer leaders. · Advanced strategic selling, consultative selling, team selling, negotiation, and closing skills. · Strategic hunter mentality with the ability to create opportunities rather than wait for formal buying events. · Excellent relationship-building skills and the ability to develop trusted partnerships across complex customer organizations. · Exceptional ability to lead through influence and align cross-functional teams without direct authority. · Strong business and financial acumen with the ability to understand healthcare economics, customer P&L pressures, value creation, commercial trade-offs, and profitable growth levers. · Ability to synthesize complex customer and market information into clear account strategies and executive-level recommendations. · Strong pipeline management, forecasting, CRM discipline, and opportunity prioritization. · Excellent written, verbal, presentation, and executive communication skills. · High degree of autonomy, judgment, accountability, and comfort operating in an ambiguous, fast-moving environment. · Ability and willingness to travel extensively based on assigned account geography and customer requirements; travel may exceed 50%. If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis. Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.