Director, Products - Medical

Owens & Minor • Alpharetta, MA

3d • $160,000 - $200,000

About The Position

The Director, Medical Products is a category business leader accountable for accelerating profitable growth, strengthening competitive positioning, and maximizing the performance of assigned product categories within Owens & Minor’s Medical Division. The role owns category financial and commercial performance, portfolio strategy, and execution, with particular emphasis on expanding proprietary-product penetration and turning customer and market opportunities into measurable business results.

Working across Sales, Marketing, Distribution, Sourcing, Manufacturing, Supply Chain, Finance, R&D, Quality, and Regulatory, the Director prioritizes high-value opportunities, mobilizes cross-functional teams, and drives disciplined execution. The role helps embed the Medical Division’s growth and profitability operating model through customer focus, financial accountability, fact-based decisions, and speed.

The position offers a salary of $160,000–$200,000, with potential for a 20% annual incentive bonus. Salary varies based on location, education, and relevant experience. Travel may be required up to 50%. Applications are accepted on an ongoing basis.

Requirements

• Bachelor’s degree in business, Marketing, Finance, or a related discipline.
• At least 8 years of relevant experience in product, category, marketing, or commercial business leadership.
• Demonstrated team and cross-functional leadership.
• Demonstrated financial accountability and expertise in pricing and portfolio strategy.
• Ability to convert business cases into measurable growth and profit.
• Strong analytical, customer-facing, influencing, executive communication, and change leadership skills.
• Proven ability to execute in a matrixed organization.
• Experience with transformation management.
• Ability to travel up to 50%.

Nice To Haves

• MBA or relevant advanced degree.
• Experience in healthcare, medical supplies, medical devices, PPE, or healthcare distribution.

Responsibilities

• Own assigned category business results, including net sales, gross margin, operating profit, market share, and working-capital implications.
• Develop and execute annual operating plans, multi-year category strategies, financial forecasts, and performance commitments.
• Identify and deliver revenue growth, margin expansion, cost competitiveness, and portfolio productivity initiatives; understand customer, channel, and product economics.
• Define category positioning and portfolio roadmaps aligned with customer needs, competitive dynamics, and financial returns.
• Accelerate proprietary-product penetration in Owens & Minor distribution channels through assortment strategy, competitive conversion, and targeted commercial programs.
• Lead portfolio gap analysis, SKU rationalization, assortment standardization, lifecycle decisions, and build/source/partner/exit recommendations.
• Maintain a prioritized pipeline of category growth and profitability opportunities, from identification and validation through implementation and value realization.
• Build decision-ready business cases quantifying revenue, EBITDA contribution, investments, risks, timing, and required cross-functional resources.
• Lead category opportunity reviews and stage-gate recommendations; establish owners, milestones, decision points, and benefits tracking with Finance.
• Own category pricing strategy and partner with Sales, Distribution, Marketing, and Strategic Accounts on go-to-market execution, GPO strategy, and customer value propositions.
• Prioritize competitive displacement, cross-selling, customer conversion, and share-of-wallet growth; equip sales teams with product training and competitive tools.
• Monitor adoption, pipeline conversion, price realization, and effectiveness of commercial initiatives.
• Build understanding of clinical use, customer requirements, purchasing behavior, market trends, and competitive alternatives.
• Prioritize product enhancements, new introductions, and innovation where supported by differentiated customer value and attractive returns.
• Lead commercialization plans and accelerate time to market while ensuring quality, regulatory, and operational readiness.
• Coordinate cross-functional teams to align demand, inventory, sourcing, manufacturing economics, service levels, and category priorities.
• Remove execution barriers, resolve tradeoffs, elevate decisions promptly, and support strategic supplier and sourcing partnerships.
• Align global portfolio direction with North American business needs and collaborate with EMEA, APAC, and LATAM partners as applicable.
• Use category scorecards and structured growth and profitability reviews to surface decisions, performance gaps, and corrective actions.
• Lead and develop product management and marketing talent, strengthening financial acumen, commercial judgment, customer orientation, and ownership.
• Foster urgency, accountability, disciplined prioritization, and a bias for action across the category business.

Benefits

• Medical, dental, and vision plans beginning 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 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 additional types of 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