Director, Health System Sales - Midwest

Owens & Minor • St. Louis, MO

1d • $150,000 - $200,000

About The Position

Owens & Minor is hiring an executive seller to lead the strategic direction, growth, and executive relationship strategy for a portfolio of existing and prospective health systems and integrated delivery networks (IDNs) across the Midwest. The role is responsible for expanding the company’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, developing C-suite relationships, and coordinating cross-functional resources to execute customer strategies. The position has no direct reports but requires leadership through influence across internal teams.

The Director owns account strategy, revenue growth, pipeline development, opportunity progression, and strategic outcomes for the assigned territory. The role leads major pursuits from early positioning through RFP, negotiation, and close; develops share-gain and new-customer strategies; and serves as a senior commercial partner to customer executives. Extensive travel based on account geography and customer needs is expected 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 experience, skills, education, and location.

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.
• 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 of 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 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 strongly preferred.

Responsibilities

• Own enterprise growth strategy for an assigned portfolio of existing and prospective health systems and IDNs across the geography.
• Develop multi-year account strategies informed by customer priorities, decision structures, financial pressures, competitive landscapes, 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 IDNs in partnership with regional leadership and field sales teams.
• Create, expand, and maintain trusted executive relationships with customer leadership and build multiple levels of sponsorship within each IDN.
• Lead executive customer meetings, strategic business reviews, value discussions, and complex commercial negotiations.
• Develop and advance large, complex opportunities across Owens & Minor’s portfolio, including distribution, products, clinical solutions, logistics and supply chain services, and technology.
• Identify 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 clear next steps, sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders across functions around a common customer strategy and execution plan.
• Coordinate 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.
• Provide leadership and coaching to field sellers and specialists involved 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 on differentiated 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.
• 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 starting on day one 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 (HSA) and 401(k), along with other voluntary benefits.
• 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