Area Sales Director

Owens & Minor • Columbus, OH

4d

About The Position

The Area Sales Director manages sales directly to end users of the company’s products, solutions, and services to achieve revenue, margin, and sales targets within a defined territory or group of assigned customer accounts. The role leads, supervises, develops, and evaluates a team of sales professionals, creating an environment that supports teammate growth and success.

The position is responsible for customer relationship management, account support, new-business development, contract compliance, supplier relationships, RFPs, forecasting, budgets, and business reviews for assigned accounts. It works with sales leadership and internal teams—including RFP, Finance, Distribution, Product, and Service—to develop and execute account strategies and support customer needs. The role also coaches sales representatives, supports their customer and profitability work, and directs the team toward company quality, productivity, and profitability expectations.

The anticipated compensation is $140,000–$160,000 in base salary, plus an uncapped variable target of $85,000. 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.
• At least 13 years of relevant experience in B2B sales, account management, healthcare supply chain, healthcare products, or a related industry.
• At least 6 years of diversified sales management experience involving leadership, planning, communication, organization, and motivating people.
• Strong understanding of hospitals and large hospital systems and/or distribution industry and warehouse and delivery operations.
• Functional knowledge of the healthcare industry and perioperative space.
• Understanding of strategic, team, and consultative or conceptual selling techniques and sales performance metrics.
• Knowledge of CRM and account management systems, including Salesforce.
• General understanding of Microsoft Office, particularly Excel.
• Strong financial management skills, including pricing, forecasting, and developing cost justifications.
• Ability to manage a customer account portfolio 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 an aptitude for building strong client relationships.
• Negotiation skills and ability to influence senior organizational leaders.
• Critical-thinking, problem-solving, alternative-identification, and decision-making skills for developing successful customer solutions.
• Project-management, organizational, and planning skills.
• Ability to manage multiple tasks simultaneously under pressured deadlines.

Responsibilities

• Cultivate and manage customer relationships for assigned accounts and territory.
• Identify account decision-making structures and develop corporate and C-suite relationships.
• Understand customer life cycles and contract timeframes, and coordinate account needs and opportunity assessments.
• Communicate regularly with key decision makers, measure customer satisfaction, and develop improvement strategies.
• Provide comprehensive account support and conduct customer quarterly business reviews.
• Stay informed about new products and services and support customers and sales account teammates accordingly.
• Develop and win new business within the assigned area, including gain-share strategies, execution plans, sales targets, profitability goals, and action plans.
• Drive market-share growth through new business and oversee account business development in Salesforce CRM.
• Communicate business development plans, actions, and progress to Sales leadership and participate in business development reviews.
• Maintain accountability for contract compliance, oversee pricing approvals, liaise with Product Management on new contracts, and ensure adherence to contract terms.
• Manage regional or territory supplier relationships.
• Drive the RFP process, including pre-RFP and renewal positioning, strategy, contract management, internal communications, response plans, and coordination with RFP and Finance teams.
• Develop and justify account forecasts and potential assessments; prepare sales expense budgets and report results to Sales leadership.
• Lead account 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 specialist activities across the region or 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 support conversion efforts.
• Provide oversight and direction to sales representatives and lead the team toward company quality, productivity, and profitability expectations.
• Prepare cost comparisons to support customer decisions about 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 throughout prospecting, selling, qualifying, presenting, and closing.
• Perform additional duties as directed.

Benefits

• Medical, dental, and vision plans start 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) programs, as well as other voluntary benefits.
• Paid sick days, short-term leave, holidays, vacation days, personal days, and other types of leave, including parental leave.
• Teammate Assistance Program, Calm Health, Cancer Resources Services, and discount programs at no cost.

What This Job Offers

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