Director, Health System Sales

Owens & Minor • Tampa, FL

1d • $150,000 - $200,000

About The Position

This executive seller is accountable for the strategic direction, growth, and executive relationship strategy across an assigned portfolio of existing and prospective health systems and integrated delivery networks (IDNs). The role expands Owens & Minor’s presence across distribution, proprietary products, services, technology, and other enterprise solutions. It operates as a strategic hunter and enterprise relationship leader, identifying whitespace, shaping complex opportunities, building durable C-suite relationships, and coordinating cross-functional resources. The role has no direct reports but leads through influence across internal teams and supports field sellers and specialists.

The position owns enterprise growth strategy, multi-year account planning, executive customer relationships, strategic pursuits, pipeline and forecasts, and outcomes across its assigned IDN territory. It leads major Prime Vendor and other enterprise opportunities from early positioning through RFP, negotiation, and close, while aligning customer priorities with Owens & Minor capabilities. Extensive travel is expected based on assigned geography and customer requirements and may exceed 50%. The anticipated base salary is $150,000–$200,000, plus an uncapped incentive plan; actual compensation may vary based on experience, skills, education, and location.

Requirements

• Bachelor’s degree or equivalent experience required.
• Typically 8 or more 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 or 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.
• Exceptional executive presence and credibility with senior customer leaders.
• Advanced strategic selling, consultative selling, team selling, negotiation, and closing skills.
• Strategic hunter mentality and ability to create opportunities rather than wait for formal buying events.
• Strong relationship-building skills and ability to develop trusted partnerships across complex customer organizations.
• Ability to lead through influence and align cross-functional teams without direct authority.
• Strong business and financial acumen, including understanding 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 according to account geography and customer requirements; travel may exceed 50%.

Nice To Haves

• Advanced degree preferred.
• Experience with healthcare distribution, products, services, technology, supply chain, or GPO environments strongly preferred.

Responsibilities

• Own the enterprise growth strategy for an assigned portfolio of strategically important existing and prospective health systems and IDNs.
• Develop multi-year account strategies addressing customer priorities, decision structures, financial pressures, competitive conditions, and growth opportunities.
• Establish account priorities, pursuit plans, relationship maps, whitespace opportunities, and measurable growth objectives.
• Coordinate Owens & Minor activity across multiple markets, facilities, geographies, and field sales territories as needed.
• Serve as the senior commercial lead for the assigned IDN portfolio in partnership with regional leadership and field sales teams.
• Build and maintain trusted executive relationships with customer leaders, including CFOs, supply chain executives, and senior clinical, operational, and financial decision makers.
• Develop multiple levels of sponsorship within each IDN and align customer leadership with Owens & Minor’s Executive Leadership Team.
• Lead executive customer meetings, strategic business reviews, value discussions, and complex commercial negotiations.
• Create and advance large, complex opportunities across the Owens & Minor portfolio, including Prime Vendor distribution, proprietary products, clinical and product solutions, logistics and supply chain services, technology, and other enterprise offerings.
• Identify and develop new Prime Vendor opportunities and lead major pursuits from early positioning through RFP, negotiation, and close.
• Anticipate customer needs, shape value propositions, position solutions against strategic priorities, and develop share-gain and new-logo strategies.
• Maintain an actionable pipeline with clear next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Align and mobilize internal stakeholders across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership.
• Clarify roles, actions, owners, and timelines for complex pursuits; challenge assumptions, surface barriers, and drive timely decisions and follow-through.
• Provide leadership and coaching to field sellers and specialists while preserving local ownership and accountability.
• Lead strategic positioning for major Prime Vendor, distribution, product, service, and enterprise RFP opportunities.
• Partner with Finance, Contracting, Legal, Operations, and commercial leadership to develop differentiated, financially sound offers and negotiation strategies.
• Own executive-level customer communication during major pursuits and ensure a coordinated enterprise strategy.
• Incorporate contract timing, competitive threats, renewal risks, and conversion requirements into account strategies.
• Own revenue growth, pipeline development, opportunity progression, and strategic account outcomes across the assigned territory.
• Develop credible forecasts and account potential assessments using customer insight, market intelligence, competitive intelligence, and internal data.
• Maintain disciplined CRM usage and communicate account strategy, risks, opportunities, and progress to senior commercial leadership.

Benefits

• Medical, dental, and vision plans beginning on day one 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, along with other voluntary benefits.
• Paid 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.

What This Job Offers

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