Director of Commercial Programs

Owens & Minor • Mechanicsville, VA

8d • $180,000 - $190,000

About The Position

The Director of Commercial Programs provides strategic direction, execution, and continuous improvement for supplier-facing commercial initiatives serving 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 for end-user customers. It requires close collaboration with suppliers, customers, and internal teams to achieve commercial objectives.

The Director leads program design and development, directs Commercial Program Managers and their teams, and manages budgets, supplier funding, and top-line growth goals. The role works with senior leadership and Sales, Operations, Supply Management, Inventory Performance Management, Risk Management, and Legal to advance growth strategies, improve profitability, address supplier compliance, and manage product and supplier rationalization. The position also analyzes branded-product sales, gathers field input, oversees new-item review and approval, supports supplier negotiations, and builds C-suite relationships with suppliers and customers.

The anticipated salary range is $180,000–$190,000 annually, plus 20% AIP eligibility. Actual compensation may vary based on job-related factors such as experience, skills, education, and location. The ideal candidate will reside in the Richmond, Virginia area. Applications are accepted on an ongoing basis.

Requirements

• Bachelor’s degree in Marketing, Healthcare, Business Administration, or a related field.
• 13 or more years of experience in the healthcare or life sciences industry, such as category management or marketing.
• 6 or more 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.
• Demonstrated ability to manage multiple projects and work cross-functionally with Operations, Marketing, Sales, Finance, Inventory Management, and other teams.
• Experience with supplier negotiations, compliance, and risk management.
• Strategic thinking and business acumen.
• Leadership and team development capabilities.
• Stakeholder management and influence.
• Data-driven decision-making capabilities.
• 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 drive revenue growth.
• Oversee and prioritize development of category, end-user, and supplier-specific programs, 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; aggregate and report 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.
• Advise and participate in supplier negotiations 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 processes for reviewing and approving new items 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 and 401(k) voluntary financial programs.
• Paid sick days, short-term leave, holidays, vacation days, personal days, and other leave, including parental leave.
• Teammate Assistance Program, Calm Health, Cancer Resources Services, and discount programs at no cost.

What This Job Offers

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