Director, Health System Sales

Owens & Minor • Tampa, FL

2d

About The Position

This executive seller is accountable for the 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 business 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 durable C-suite relationships, and mobilizing cross-functional resources. There are no direct reports; the role leads through influence across internal teams and partners with regional leadership and field sales.

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.
• 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 account geography and customer needs; 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 covering 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 markets, facilities, ASD geographies, and field sales territories as needed, maintaining a whole-enterprise view of each customer.
• Serve as the senior commercial lead for the assigned portfolio in partnership with regional leadership and field sales teams.
• Build and maintain trusted executive relationships with customer leaders, including CFOs, Chief Supply Chain Officers, Vice Presidents of Supply Chain, 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, driving growth across Prime Vendor distribution, proprietary products, clinical and product solutions, logistics and 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 demand ahead of formal RFP activity by identifying customer problems, shaping value propositions, and positioning Owens & Minor solutions against strategic 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.
• Align internal stakeholders across functions around a common customer strategy and execution plan; coordinate resources and clarify roles, actions, owners, and timelines.
• Provide leadership and coaching to field sellers and specialists engaged 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 offers and negotiation strategies that are financially sound.
• Own executive customer communication during major pursuits and ensure Owens & Minor presents a coordinated 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 IDN territory.
• Develop forecasts and account potential assessments using customer insight, market and 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 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).
• Paid 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.

What This Job Offers

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