Director, Health System Sales

Owens & Minor • San Diego, CA

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, developing durable C-suite relationships, and coordinating cross-functional resources. The position has no direct reports but requires the ability to influence and align teams across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership.

The position owns enterprise growth strategies and outcomes for strategically important accounts across an assigned geography. It develops multi-year account plans, builds customer executive relationships, leads major pursuits and negotiations, and coordinates internal teams to execute customer strategies. The role is responsible for revenue growth, pipeline development, opportunity progression, forecasting, and disciplined CRM communication to senior commercial leadership.

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. Extensive travel is required based on account geography and customer needs and may exceed 50%.

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 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 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, 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 is strongly preferred.

Responsibilities

• Own enterprise growth strategy for an assigned portfolio of existing and prospective health systems and IDNs across the assigned geography.
• Develop multi-year account strategies covering customer priorities, decision structures, financial pressures, competitive landscape, and growth opportunities.
• Establish 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 senior commercial lead for the assigned IDN portfolio, partnering with regional leadership and field sales teams.
• Build and maintain trusted executive relationships with customer leaders, including CFOs, supply chain leaders, and senior clinical, operational, and financial decision makers.
• Build multiple levels of sponsorship 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 and drive growth across distribution, proprietary products, clinical and product solutions, logistics and supply chain services, technology, and other enterprise offerings.
• Identify and develop Prime Vendor opportunities and lead major pursuits from early positioning through RFP, negotiation, and close.
• Anticipate customer needs, develop demand ahead of formal RFP activity, shape value propositions, and position Owens & Minor solutions against customer priorities.
• Develop share-gain strategies for existing customers and new-logo strategies for prospective accounts.
• Maintain an actionable pipeline with clear next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Lead through influence to align internal stakeholders around customer strategy and execution plans.
• Mobilize and coordinate internal resources across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership.
• Clarify roles, actions, owners, and timelines for complex pursuits and ensure follow-through.
• Surface barriers, challenge internal assumptions, and drive timely decisions needed to win and grow strategic accounts.
• Provide leadership and coaching to field sellers and specialists working 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 to develop 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 credible 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 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 and 401(k) programs, as well as other voluntary benefits.
• Paid sick days, short-term leave, holidays, vacation days, personal days, and additional leave, including parental leave.
• Teammate Assistance Program, Calm Health, Cancer Resources Services, and discount programs at no cost.

What This Job Offers

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