Director, Health System Sales

Owens & Minor • Atlanta, GA

1d • $150,000 - $200,000

About The Position

The Director, Health System Sales is accountable for 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 C-suite relationships, and coordinating cross-functional resources. The position has no direct reports but requires leadership through influence across internal teams.

The role owns enterprise account strategies and outcomes, develops executive customer relationships, leads major commercial pursuits and negotiations, and coordinates internal resources to deliver consistent account execution. It is expected to travel extensively according to account geography and customer requirements, potentially exceeding 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.
• Strategic hunter mentality and ability to create opportunities 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 the enterprise growth strategy for an assigned portfolio of strategically important health systems and IDNs, including existing and prospective customers.
• 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.
• Act as the senior commercial lead for the assigned IDN portfolio in partnership with regional leadership and field sales teams.
• Develop and maintain trusted executive relationships with customer leaders and build multiple levels of sponsorship within each IDN.
• 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 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.
• 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 defined next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Lead and align internal stakeholders across functions around customer strategies and execution plans; clarify roles, owners, actions, and timelines and ensure follow-through.
• Challenge internal assumptions, surface barriers, and drive 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 on differentiated, financially sound offers and negotiation strategies.
• Own executive-level customer communications during major pursuits and ensure 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 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), 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