Director, Health System Sales

Owens & Minor • Dallas, TX

7d

About The Position

Owens & Minor is seeking a Director, Health System Sales, described in the posting as the Director, IDN Strategic Accounts. This is the company's highest-level individual contributor sales role. The executive seller owns the strategic direction, growth, and executive relationship strategy for an assigned portfolio of existing and prospective health systems and integrated delivery networks (IDNs), expanding Owens & Minor's business across distribution, proprietary products, services, technology, and other enterprise solutions.

The role operates as a strategic hunter and enterprise relationship leader: identifying whitespace, shaping complex opportunities, building durable C-suite relationships, and mobilizing cross-functional resources. It has no direct reports, but requires leadership presence and the ability to influence teams across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership. The position owns revenue growth, pipeline development, opportunity progression, and strategic account outcomes across its assigned territory. Extensive travel is expected based on account geography and customer requirements and may exceed 50%.

The anticipated base salary range is $150,000–$200,000, plus an uncapped incentive plan. Actual compensation may vary based on job-related factors including experience, skills, education, and location. The position accepts applications on an ongoing basis.

Requirements

• Bachelor's degree or equivalent experience.
• 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.
• Exceptional 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.
• Experience with healthcare distribution, products, services, technology, supply chain, or GPO environments.

Responsibilities

• Own the enterprise growth strategy for an assigned portfolio of strategically important existing and prospective health systems and IDNs.
• Develop multi-year account strategies that address 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 markets, facilities, geographies, and field sales territories as needed.
• Act as the senior commercial lead for assigned accounts in partnership with regional leadership and field sales teams.
• Build and maintain executive relationships with customer leaders, including CFOs, Chief Supply Chain Officers, Vice Presidents of Supply Chain, and senior clinical, operational, and financial decision makers.
• Build sponsorship at multiple levels 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 new Prime Vendor opportunities, leading major pursuits from early positioning through RFP, negotiation, and close.
• Anticipate customer needs, create demand before formal RFP activity, develop value propositions, and position solutions against customer priorities.
• Develop share-gain strategies for existing customers and new-logo strategies for prospective accounts.
• Maintain a high-quality, actionable pipeline with documented next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders without direct authority around a common customer strategy and execution plan.
• Coordinate cross-functional resources and clarify roles, actions, owners, and timelines for complex pursuits; ensure consistent 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 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 throughout major pursuits and ensure a coordinated enterprise strategy.
• Account for contract timing, competitive threats, renewal risk, and conversion requirements in account strategies.
• Develop credible forecasts and account potential assessments using customer insight, market intelligence, 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 starting 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 programs, including 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) voluntary financial programs.
• 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