Director, Health System Sales

Owens & Minor • Boston, MA

1d • $150,000 - $200,000

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 Owens & Minor's presence across distribution, proprietary products, services, technology, and other enterprise solutions. The Director serves as a strategic hunter and enterprise relationship leader, identifying opportunities, shaping complex pursuits, developing C-suite relationships, and aligning cross-functional teams. The position has no direct reports but provides leadership and coaching to field sellers and specialists involved in assigned accounts.

The role owns multi-year account strategies, executive customer relationships, strategic growth pursuits, pipeline development, forecasts, and account outcomes. It leads major RFPs, negotiations, and customer communications, coordinating resources across internal functions to present a unified enterprise strategy. Extensive travel is required based on account geography and customer needs; travel 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.

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.
• 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 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 the enterprise growth strategy for an assigned portfolio of existing and prospective health systems and IDNs.
• Develop multi-year account strategies reflecting 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 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.
• Develop and maintain trusted executive relationships with customer leaders 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, products, clinical solutions, logistics, supply chain services, and technology.
• Identify new Prime Vendor opportunities and lead major pursuits from early positioning through RFP, negotiation, and close.
• Shape demand before formal RFP activity by identifying customer problems and positioning Owens & Minor solutions to strategic priorities.
• Develop share-gain strategies for existing customers and new-logo strategies for prospective accounts.
• Maintain an actionable pipeline with next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders across functions around customer strategies and execution plans; define roles, actions, owners, and timelines and ensure follow-through.
• Challenge internal assumptions, surface barriers, and drive timely decisions needed to win and grow strategic accounts.
• 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 customer communications during major pursuits and ensure Owens & Minor presents a coordinated 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.
• 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, 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