Area Sales Director

Owens & Minor • Columbus, OH

8d • $140,000 - $160,000

About The Position

Owens & Minor is hiring an Area Sales Director to manage direct sales to end users within an assigned territory or customer-account group, achieving revenue, margin, and sales targets. The position leads, supervises, develops, and evaluates sales professionals, fostering an environment that supports teammate growth and success.

The role manages customer relationships and account support; develops new business and market share; oversees contract compliance, supplier relationships, and RFP processes; and prepares forecasts and sales expense budgets. It also directs customer business reviews and coordinates internal specialist resources across assigned accounts. The Area Sales Director coaches and mentors sales teammates, supports their customer profitability and account-conversion efforts, and guides the team toward 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 an equivalent combination of relevant education and experience. The anticipated compensation is a base salary of $140,000–$160,000, plus an uncapped variable target of $85,000. Actual compensation may vary based on experience, skills, education, and location.

Requirements

• Bachelor’s degree.
• 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 leadership experience involving planning, communication, organization, and motivating people, or an equivalent combination of relevant education and experience.
• Very strong understanding of hospitals and large hospital systems and/or distribution-industry warehouse and delivery operations.
• Functional knowledge of the healthcare industry and perioperative space.
• Understanding of advanced selling techniques, including strategic, team, consultative, and conceptual selling, as well as sales-performance metrics.
• Deep knowledge of CRM and account-management software systems, including Salesforce.
• General understanding of Microsoft Office, particularly Excel.
• Strong financial-management skills, particularly in pricing, forecasting, and developing cost justifications for product or service solutions.
• Ability to manage a portfolio of customer accounts profitably 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 the ability to influence senior organizational leaders.
• Critical-thinking, problem-solving, alternative-identification, and decision-making skills to develop successful customer solutions.
• Excellent project-management, organizational, and planning skills.
• Ability to handle multiple tasks simultaneously under pressured deadlines.

Responsibilities

• Cultivate and manage customer relationships for assigned territory accounts, including identifying decision-making structures and developing corporate and C-suite relationships.
• Understand customer life cycles and contract timeframes; coordinate needs and opportunity assessments across accounts.
• Communicate regularly with key decision-makers, measure customer satisfaction, and develop strategies to improve it.
• Provide comprehensive account support and conduct customer quarterly business reviews (QBRs).
• Stay informed about new product and service offerings and provide related customer and sales-team support.
• Develop gain-share strategies and execution plans for the territory and drive new business in existing and new customer agreements.
• Identify resource needs, sales targets, profitability goals, and action plans to develop business and grow market share.
• Oversee account business development in Salesforce and communicate plans, actions, and progress to Sales leadership.
• Participate in business development reviews with Sales leadership.
• Maintain accountability for contract compliance, oversee pricing approvals, serve as a new-contract liaison with product management, and ensure adherence to contract terms.
• Own regional or territory supplier relationships.
• Lead RFP and contracting activity for assigned accounts, including pre-RFP and renewal positioning and strategy.
• Coordinate internal functional groups on RFP requests, communicate response-development updates, and create RFP action plans with RFP and Finance teams.
• Develop and justify forecasts and account-potential assessments using internal and external sources.
• Prepare sales expense budgets and report results to Sales leadership, recommending adjustments to territory goals and objectives.
• Manage business reviews according to quarterly or customer requirements and hand off smaller account locations to the virtual sales team as needed.
• Ensure effective use of internal specialist teams and coordinate their activities across customers in the territory.
• Coach, mentor, develop, and provide regular performance feedback to sales teammates.
• Support sales representatives in managing customer profitability and scheduling meetings with account department heads to persuade conversion.
• Provide oversight and direction to sales representatives, leading the team toward quality, productivity, and profitability expectations.
• Prepare cost comparisons to help justify the company’s products, solutions, and services.
• Foster teamwork and share company information through appropriate communication channels.
• Model effective use of CRM tools and marketing strategies to maintain a strong business pipeline, including 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 programs, including supplemental life, hospitalization, critical illness, and other insurance programs.
• Adoption assistance, fertility benefits through the medical plan, and parental leave.
• Health Savings Account (HSA) and 401(k), along with other voluntary benefits.
• Paid sick days, short-term leave, holidays, vacation days, personal days, and other leave, including parental leave.
• Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs at no cost.

What This Job Offers

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