Director, Health System Sales

Owens & Minor • Atlanta, GA

3d

About The Position

Owens & Minor is hiring an executive seller to lead the strategic direction, growth, and executive relationship strategy for an assigned portfolio of existing and prospective health systems and integrated delivery networks (IDNs). 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 opportunities, shaping complex pursuits, building C-suite relationships, and coordinating cross-functional teams. The role has no direct reports but is expected to influence and align teams across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership.

The position owns enterprise account strategies, executive relationships, strategic growth pursuits, RFPs and negotiations, pipeline development, forecasting, and account outcomes across the assigned IDN territory. It partners with regional leadership and field sales while helping field sellers and specialists pursue assigned accounts. 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 job-related factors such as 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 building 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 working 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 landscape, 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.
• 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 and develop sponsorship at multiple levels within each IDN.
• Align customer leadership and 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 the Owens & Minor portfolio.
• Identify and develop Prime Vendor opportunities and lead major pursuits from early positioning through RFP, negotiation, and close.
• Shape demand ahead of formal RFP activity by identifying customer needs, developing value propositions, and positioning Owens & Minor solutions.
• Develop share-gain strategies for existing customers and new-logo strategies for prospective accounts.
• Maintain an actionable pipeline with next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential.
• Align internal stakeholders across functions around customer strategy and execution plans, clarifying roles, owners, actions, and timelines.
• Identify internal barriers, challenge assumptions, and drive 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 offers and negotiation strategies.
• Own executive customer communication during major pursuits and ensure a coordinated enterprise strategy.
• Incorporate contract timing, competitive threats, renewal risks, and conversion requirements into 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, market, competitive, and internal data.
• Maintain disciplined CRM usage and communicate strategy, risks, opportunities, and progress to senior commercial leadership.

Benefits

• Medical, dental, and vision plans available from 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 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