Director, Health System Sales - Cleveland

Owens & Minor • Cleveland, OH

7d

About The Position

Owens & Minor is seeking an executive seller to lead the strategic direction, growth, and executive relationship strategy for an assigned portfolio of existing and prospective health systems and integrated delivery networks (IDNs). The role is responsible for expanding the company’s presence across distribution, proprietary products, services, technology, and other enterprise solutions. Cleveland is the preferred home base, and the territory covers Ohio, Pennsylvania, Washington, D.C., Maryland, Delaware, and West Virginia. This is a strategic hunter role requiring overnight travel, which may exceed 50%. The anticipated base salary is $150,000–$200,000, plus an uncapped incentive plan; actual compensation may vary based on job-related factors.

The Director develops multi-year account strategies, builds trusted relationships with senior customer decision makers, leads complex commercial pursuits and negotiations, and drives growth across the Owens & Minor portfolio. The position has no direct reports, but requires leadership through influence, aligning cross-functional teams and mobilizing resources across the company to execute account strategies and win opportunities. The role owns revenue growth, pipeline development, opportunity progression, forecasting, and strategic account outcomes across the assigned territory.

Owens & Minor describes itself as a global healthcare solutions company with more than 14,000 teammates worldwide and over 140 years of service. It serves healthcare partners in 80 countries and offers a range of benefits to eligible teammates.

Requirements

• Bachelor’s degree or equivalent experience.
• 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, and accountability, and comfort operating in an ambiguous, fast-moving environment.
• Ability and willingness 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 strongly preferred.
• Cleveland preferred as a home base.

Responsibilities

• Own enterprise growth strategy for an assigned portfolio of existing and prospective health systems and IDNs.
• Develop multi-year account strategies based on 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 company activity across markets, facilities, geographies, and field sales territories as needed.
• Act 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 CFOs, supply chain executives, and senior clinical, operational, and financial decision makers.
• Develop multiple levels of customer sponsorship 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 assigned IDNs and the full Owens & Minor portfolio.
• 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 clear next steps, sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders across functions around customer strategies and execution plans.
• Coordinate resources across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership.
• Clarify roles, actions, owners, and timelines for customer pursuits and ensure follow-through.
• Identify internal barriers and drive timely decisions required to win and grow strategic accounts.
• Provide leadership and coaching to field sellers and specialists while maintaining 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 offers and negotiation strategies.
• Own executive-level customer communications during major pursuits and ensure a coordinated enterprise strategy.
• Incorporate contract timing, competitive threats, renewal risk, and conversion requirements into account strategies.
• Own revenue growth, pipeline development, opportunity progression, and account outcomes across the territory.
• Develop 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 starting 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 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).
• 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.
• Uncapped incentive plan.

What This Job Offers

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