Director, Health System Sales - Midwest

Owens & Minor • Kansas City, KS

13d

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) in the Midwest. The role is responsible for expanding 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 growth opportunities, shaping complex pursuits, building C-suite relationships, and coordinating cross-functional resources. Although the role has no direct reports, it requires leadership through influence across internal teams and field sellers. Extensive travel may be required, potentially exceeding 50%. The anticipated base salary is $150,000–$200,000, plus an uncapped incentive plan; actual compensation may vary based on job-related factors.

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.
• 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 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 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 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 landscapes, and growth opportunities.
• Establish 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 the assigned IDN portfolio in partnership with regional leadership and field sales teams.
• Build and maintain trusted executive relationships with customer leaders, including CFOs, supply chain executives, and senior clinical, operational, and financial decision makers.
• Develop 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 across the Owens & Minor portfolio, including Prime Vendor 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, shape value propositions, and position Owens & Minor 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, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders across functions around customer strategy and execution plans, and coordinate roles, actions, owners, and timelines.
• Provide leadership and coaching to field sellers and specialists engaged in assigned IDNs 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 communication throughout major pursuits and ensure coordinated enterprise strategy.
• Account for contract timing, competitive threats, renewal risk, and conversion requirements in account strategy.
• 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 strategy, risks, opportunities, and progress to senior commercial leadership.

Benefits

• Medical, dental, and vision plans start 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 other types of 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