Area Sales Director

Owens & Minor • Chicago, IL

26d

About The Position

Owens & Minor is seeking an Area Sales Director to manage sales to end users of the company’s products, solutions, and services, achieving revenue, margin, and sales targets for a defined territory or assigned customer accounts. The role leads, supervises, develops, and evaluates a team of sales professionals, fostering an environment that supports teammates’ growth and success.

The director manages customer relationships and account support, develops and wins new business, oversees contract compliance and the RFP process, and provides forecasts and account assessments. The role also leads customer business reviews, coordinates specialist support across the territory, and coaches sales teammates to achieve company quality, productivity, and profitability expectations.

The position requires a bachelor’s degree and 13 or more years of relevant experience, including 6 or more years of diversified sales-management leadership experience, or a combination of relevant education and experience meeting those requirements. The anticipated base salary is $140,000–$160,000, plus an incentive plan; actual compensation may vary based on experience, skills, education, and location. Applications are accepted on an ongoing basis.

Requirements

• Bachelor’s degree, or a combination of relevant education and experience that meets the stated requirements.
• 13 or more years of relevant experience in business-to-business sales, account management, healthcare supply chain, healthcare products, or a related industry.
• 6 or more years of diversified sales-management experience involving leadership, planning, communication, organization, and motivating people.
• Very strong understanding of hospitals and large hospital systems and/or the distribution industry and warehouse and delivery operations.
• Functional knowledge of the healthcare industry and perioperative space.
• Understanding of advanced selling techniques, including strategic, team, and consultative or conceptual selling, and sales-performance metrics.
• Deep knowledge of CRM and account-management software systems, including Salesforce.
• General understanding of MS Office, particularly MS Excel.
• Strong financial-management skills, especially in pricing, forecasting, and developing cost justifications for product or service solutions.
• Ability to profitably manage a portfolio of customer accounts and significantly grow sales.
• Ability to create successful sales strategies for products, solutions, and services.
• Strong leadership and people-management skills, including the ability to direct, coach, and mentor teammates at all levels.
• Ability to deliver effective presentations to internal and external customers.
• Excellent communication and interpersonal skills and the ability to build strong client relationships.
• Excellent negotiation skills and ability to influence senior levels within an organization.
• Critical-thinking, problem-solving, alternative-identification, and decision-making skills to drive successful customer solutions.
• Excellent project-management, organizational, and planning skills.
• Ability to handle multiple tasks simultaneously under pressured deadlines.

Responsibilities

• Cultivate and drive customer relationship management for assigned territory accounts.
• Identify key account decision-making structures and develop corporate and C-suite relationships.
• Understand customer life cycles and contract timeframes, and coordinate needs and opportunity assessments across accounts.
• Communicate regularly with key decision makers, measure customer satisfaction, and develop improvement strategies.
• Provide comprehensive account support and conduct customer quarterly business reviews (QBRs).
• Stay informed about new product and service offerings and support customers and sales account teammates accordingly.
• Develop and win new business within the assigned area, including developing gain-share strategies and execution plans.
• Identify resource needs, sales targets, profitability goals, and action plans to drive new business in new and existing customer agreements.
• Drive market-share growth, oversee account business development in Salesforce, and communicate plans and progress with sales leadership.
• Participate in business-development reviews with sales leadership.
• Maintain accountability for contract compliance, oversee pricing approvals, liaise with product management on new contracts, and ensure adherence to contract terms and conditions.
• Manage regional or territory supplier relationships.
• Lead the RFP process for assigned accounts, including positioning, renewals, response planning, contracting, and coordination with internal functional groups, RFP teams, and Finance.
• Develop and justify account forecasts and potential assessments; prepare sales-expense budgets and report results to sales leadership.
• Use internal and external information sources to formulate accurate assessments.
• Drive and manage business reviews for assigned accounts according to quarterly or customer requirements.
• Hand off smaller account locations to the virtual sales team as needed and ensure effective use of internal specialist teams.
• Coordinate specialist activities across customers in the region or territory, including Distribution, Product, and Service teams.
• Coach, mentor, develop, and provide regular performance feedback to sales teammates, empowering them to take responsibility for their goals.
• Support sales representatives in managing customer profitability and scheduling meetings with account department heads to persuade conversion.
• Provide oversight and direction to sales representatives and lead the team toward company quality, productivity, and profitability expectations.
• Prepare cost comparisons to justify the use of company products, solutions, and services.
• Foster teamwork and unity, and share company information through appropriate communication channels.
• Model effective use of CRM tools and marketing strategies across prospecting, selling, qualifying, presenting, and closing.
• Perform additional duties as directed.

Benefits

• Medical, dental, and vision plans beginning on the first day of employment for full-time teammates.
• Educational assistance for eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-paid life insurance and disability coverage.
• Voluntary supplemental insurance programs, including supplemental life, hospitalization, and critical illness coverage.
• Adoption assistance, fertility benefits through the medical plan, and parental leave.
• Health Savings Account (HSA) and 401(k), along with other voluntary benefits.
• Sick days, short-term leave, holidays, vacation days, personal days, and additional leave, including parental leave.
• Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs at no cost to teammates.
• Incentive plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Director