Director, Health System Sales

Owens & Minor • Dallas, TX

9d • $150,000 - $200,000

About The Position

Owens & Minor is hiring a senior individual-contributor sales leader to own strategic growth and executive relationship strategy across an assigned portfolio of health systems and integrated delivery networks (IDNs). The portfolio includes existing and prospective customers, with opportunities to expand Owens & Minor’s distribution, proprietary products, services, technology, and other enterprise solutions. The role has no direct reports and is expected to lead through influence, aligning internal teams and resources around customer strategies and complex pursuits.

The position operates as a strategic hunter and enterprise relationship leader: identifying customer needs and whitespace, developing multi-year account strategies, building C-suite relationships, and advancing large opportunities from early positioning through RFP, negotiation, and close. It is accountable for account growth, pipeline development, forecasting, opportunity progression, and strategic outcomes across the assigned territory. Extensive travel may be required and may exceed 50%.

The anticipated base salary range is $150,000–$200,000, plus an uncapped 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 equivalent experience.
• 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 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.
• Ability to create opportunities proactively 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 account strategies and executive-level recommendations.
• Strong pipeline management, forecasting, CRM discipline, and opportunity prioritization.
• Excellent written, verbal, presentation, and executive communication skills.
• High autonomy, judgment, accountability, and comfort operating in an ambiguous, fast-moving environment.
• Willingness and ability to travel extensively based on 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 is strongly preferred.

Responsibilities

• Own the enterprise growth strategy for an assigned portfolio of existing and prospective health systems and IDNs.
• Develop multi-year account strategies that address customer priorities, decision structures, financial pressures, competition, and growth opportunities.
• Set account priorities, pursuit plans, relationship maps, whitespace opportunities, and measurable growth objectives.
• Coordinate Owens & Minor activity across markets, facilities, geographies, and field sales territories as needed.
• Serve as the senior commercial lead for assigned IDNs in partnership with regional leadership and field sales teams.
• Build and maintain executive relationships with customer leaders, including financial, supply chain, clinical, and operational decision makers.
• Develop sponsorship at multiple levels 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 Owens & Minor’s portfolio, including distribution, proprietary products, clinical and product solutions, logistics and supply chain services, and technology.
• Identify new Prime Vendor opportunities and lead major pursuits from early positioning through RFP, negotiation, and close.
• Anticipate customer needs, shape value propositions, and position solutions ahead of formal RFP activity.
• Develop share-gain strategies for existing customers and new-logo strategies for prospective accounts.
• Maintain an actionable pipeline with documented next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders across functions around customer strategy and execution plans, clarifying roles, actions, owners, and timelines.
• Surface barriers, challenge assumptions, drive timely decisions, and coach 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 on differentiated offers and negotiation strategies.
• Manage executive customer communications during major pursuits and coordinate a consistent enterprise strategy.
• Account for contract timing, competitive threats, renewal risk, and conversion requirements in account strategies.
• Own revenue growth, pipeline development, opportunity progression, and strategic account outcomes across the assigned territory.
• Develop forecasts and account-potential assessments using customer, market, competitive, and internal information.
• Use CRM consistently and communicate account strategy, risks, opportunities, and progress to senior commercial leadership.

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.

What This Job Offers

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