Director, Health System Sales

Owens & Minor • Los Angeles, CA

3d

About The Position

Owens & Minor is hiring an executive seller to lead strategic direction, growth, and executive relationship strategy across an assigned portfolio of existing and prospective health systems and integrated delivery networks (IDNs). The role is responsible for expanding Owens & Minor’s presence across distribution, proprietary products, services, technology, and other enterprise solutions. It serves as a strategic hunter and enterprise relationship leader, identifying growth opportunities, developing complex pursuits, building C-suite relationships, and coordinating cross-functional resources. The position has no direct reports but requires leadership through influence across internal teams and field sales organizations.

The position owns account strategy and outcomes across an assigned IDN territory, including revenue growth, pipeline development, opportunity progression, forecasting, and executive-level customer engagement. It leads major pursuits from early positioning through RFP, negotiation, and close, while coordinating with internal partners to develop account strategies and commercially sound offers. Extensive travel may be required based on account geography and customer needs, 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 job-related factors such as experience, skills, education, and location. Applications are accepted on an ongoing basis.

Requirements

• Bachelor’s degree or equivalent experience required.
• 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.
• Excellent 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, with comfort operating in an ambiguous, fast-moving environment.
• Ability and willingness to travel extensively based on assigned 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 enterprise growth strategy for an assigned portfolio of strategically important health systems and IDNs, including existing and prospective customers.
• Develop multi-year account strategies based on customer priorities, decision structures, financial pressures, competitive landscape, and growth opportunities.
• Set account priorities, pursuit plans, relationship maps, whitespace opportunities, and measurable growth objectives.
• Coordinate Owens & Minor activity across customer 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 trusted executive relationships with customer leaders and develop multiple levels of sponsorship within each IDN.
• Lead executive customer meetings, strategic business reviews, value discussions, and complex commercial negotiations.
• Create and advance large, complex opportunities across distribution, proprietary products, clinical and product solutions, logistics, 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.
• Develop share-gain strategies for existing customers and new-logo strategies for prospective accounts.
• Maintain an actionable pipeline with next steps, sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders across functions around a common customer strategy and execution plan, clarifying roles, actions, owners, and timelines.
• Provide leadership and coaching to field sellers and specialists involved in assigned IDNs 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.
• Own executive-level customer communications during major pursuits and coordinate a unified enterprise strategy.
• Incorporate contract timing, competitive threats, renewal risk, and conversion requirements into 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 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 begin 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.
• 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 to teammates.

What This Job Offers

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