Director of Commercial Programs

Owens & Minor • Mechanicsville, VA

7d

About The Position

The Director of Commercial Programs provides strategic direction, execution, and continuous improvement for supplier-facing commercial initiatives supporting Owens & Minor distribution and mutual customers. The role develops and standardizes category, end-user, and supplier-specific programs to increase supplier funding, achieve above-market growth, and deliver value to end-user customers. It requires collaboration with suppliers, customers, and internal teams to meet commercial objectives.

The director leads Commercial Program Managers and their teams, oversees program development and scalability, and manages budgets, supplier funding, and growth goals. The position partners with senior leaders, Sales, Operations, Supply Management, Inventory Performance Management, Risk Management, and Legal on growth initiatives, profitability, supplier relationships, compliance, product rationalization, and program approvals. The ideal candidate will reside in the Richmond, Virginia area. The anticipated annual salary range is $180,000–$190,000, plus eligibility for a 20% AIP; actual compensation may vary based on job-related factors.

Requirements

• Bachelor’s degree in Marketing, Healthcare, Business Administration, or a related field.
• At least 13 years of experience in the healthcare or life sciences industry, such as category management or marketing.
• At least 6 years of leadership experience in category management, sales, product management, or related fields.
• Deep knowledge of healthcare products, distribution, and supply chains.
• Proven ability to engage and develop C-suite relationships.
• Excellent verbal and written communication skills.
• Strong sales, negotiation, and analytical skills.
• Ability to manage multiple projects and work cross-functionally with teams such as Operations, Marketing, Sales, Finance, and Inventory Management.
• Experience with supplier negotiations, compliance, and risk management.
• Strategic thinking and business acumen.
• Leadership and team development skills.
• Stakeholder management and influence.
• Data-driven decision-making skills.
• Change management and adaptability.

Nice To Haves

• Master’s degree or relevant professional certification.
• Fluency in multiple languages.

Responsibilities

• Lead the design, implementation, and enhancement of commercial programs to increase supplier product market share and revenue growth.
• Oversee and prioritize category, end-user, and supplier-specific program development, ensuring standardization and scalability.
• Direct the daily activities of Commercial Program Managers and their teams, fostering a high-performance culture.
• Manage and deliver budget, supplier funding, and top-line growth goals; compile monthly executive summaries on progress toward annual objectives.
• Collaborate with senior leadership to refine, implement, and track growth initiatives aligned with supplier-branded strategies.
• Partner with Sales and Operations to identify opportunities for profitability improvement and competitive healthcare provider offerings.
• Analyze branded product sales data and recommend portfolio strategy modifications and product rationalization opportunities.
• Serve as a key advisor in supplier negotiations and work to enhance supplier relationships and funding.
• Advise Supply Management leadership on strategies to resolve supplier compliance issues, coordinating with Risk Management and Legal as needed.
• Collaborate with Inventory Performance Management on SKU details and supplier rationalization programs.
• Gather and evaluate field input to inform program development decisions.
• Oversee new-item review and approval processes and provide analytics for branded supplier product rationalization.
• Build and maintain strong C-suite relationships with suppliers and customers.

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).
• 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.
• Eligibility for a 20% AIP.

What This Job Offers

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