Hospital Channel Manager

Össur

About The Position

The Hospital Channel Manager plays a critical leadership role within Ossur’s National Accounts team, partnering closely with the Director of National Accounts and Vice President of Sales to provide strategic oversight and leadership for the hospital sales channel. This position is responsible for leading and developing a team of Health System Managers (HSMs) across the United States to execute enterprise-level hospital and health-system strategies. The role is focused on driving contract performance, standardization, and long-term growth within acute care, IDNs, and large health-system customers. Success in this position requires strong people leadership, deep understanding of hospital sales dynamics, and the ability to translate national strategies into effective execution through regional and local sales teams. The Hospital Channel Manager is responsible for driving revenue growth, expanding utilization, and ensuring disciplined execution across the hospital channel by leveraging clinical, operational, and commercial expertise. This role works cross-functionally with Sales Leadership, Marketing, Contracting, Academy, and Operations teams to align priorities, manage performance, and advance key initiatives tied to health-system partnerships. The position will oversee opportunity management, pipeline development, contract performance, and key account planning while coaching HSMs to effectively influence stakeholders, communicate value, and grow share within complex hospital environments.

Requirements

BA/BS required.
Minimum five years of industry experience; experience in IDN/health system, government contracting, distribution, and GPO channels strongly preferred
Must be able to work autonomously, manage complex initiatives, and be a self-motivator with independent thinking.
Experience leading and developing geographically dispersed sales or account management teams, with a strong track record of driving performance, accountability, and team engagement.
Experience managing and optimizing budgets for field-based or national sales teams
Must be able to assist with projects within a team approach.
Excellent planning, organization, analytical and project management skills.
Must possess strong written and verbal communication skills.
Advanced analytical ability with proficiency in Salesforce CRM and business reporting platforms such as Power BI
Computer proficiency in Word, Excel, PPT, Internet Explorer, and Outlook.
Up to 70% travel, including attendance at major hospital, health system, GPO, distribution, and government industry conferences, as well as regular travel to customer meeting, internal sales meetings, regional meetings, and the annual National Sales Meeting.
While performing the duties of this job, the employee is regularly required to talk or hear.
The employee frequently is required to sit.
The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; and reach with hands and arms.
The employee must frequently lift and/or move up to 10 pounds.
Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

Responsibilities

Lead and manage the hospital, health system, and government channel, with responsibility for driving performance across acute care, IDNs, VA, and Department of Defense customers.
Lead, coach, and develop a team of Health System Managers (HSMs), setting clear priorities, driving accountability, and reinforcing behaviors aligned to hospital-focused selling and traced business execution.
Own and manage the Hospital Channel budget, including oversight of HSM team expenses, travel, trade shows, customer engagements, and strategic initiatives, ensuring disciplined spend aligned to priority health-system opportunities and activities.
Responsible for achieving annual revenue, growth, and contract performance objectives for the hospital channel, as established in partnership with the Vice President of Sales and Director of National Accounts.
Drive enterprise GPO contract performance (e.g., Vizient, Premier, government vehicles) and local contract activation, ensuring utilization, compliance, and product expansion at the health-system level.
Own hospital and health-system opportunity management, pipeline development, and key account planning, with a focus on standardization, portfolio expansion, and long-term system partnerships.
Develop, launch, and execute national hospital-channel sales campaigns prioritizing key strategic partnerships, translating strategies and into clear, actionable programs for HSM and AM field sales teams to drive activity, opportunities, and measurable results.
Lead and represent Ossur at key hospital, health system, and industry trade shows and conferences, including national forums such as IDN Summit, TraumaCon, GPO-hosted events, and relevant distribution partner conferences, ensuring strong leadership presence, strategic engagement, and follow-through tied to hospital channel objectives.
Drive health system performance partnering closely with key distribution partners (Owens & Minor, Medline, Cardinal Health, and others) to support health-system execution, ensure alignment to contracted strategies, and drive traced hospital business.
Serve as a key stakeholder for national (GPO) and regional hospital-related bids, contracts, and submissions across commercial health systems and U.S. Government entities (VA, VAMC, DoD), ensuring compliant, competitive, and strategically aligned responses.
Collaborate with the Director of National Accounts to define and execute VA and DoD strategy, maintaining compliance with federal contracting requirements (FSS, GSA, VA policies) and procurement pathways.
Serve as a key stakeholder in partnering with Distribution, Contracting, and Sales Operations to structure, evaluate, and execute volume agreements and strategic opportunities.
Serve as the primary cross-functional liaison across Sales Leadership, Contracting, Marketing, Product Management, Sales Operations, Academy, and Operations to ensure alignment on hospital initiatives, launches, and contract execution.
Lead structured business reviews with internal stakeholders and external customers, reviewing performance data, identifying growth opportunities, and driving corrective actions tied to hospital and health-system objectives.
Leverage analytics and reporting tools (e.g., Power BI, Salesforce) to monitor performance, assess contract utilization, and translate insights into actionable strategies for the hospital channel.
Ensure Salesforce pipeline accuracy, disciplined forecasting, and timely documentation of contract activity, opportunities, and strategic account developments.
Represent Ossur professionally with hospital customers, government stakeholders, and industry forums as needed.
Maintain the highest standards of professionalism, ethics, compliance, and confidentiality while adhering to Ossur values of Honesty, Frugality, and Courage.
Perform other duties as required to support the success of the hospital and health-system channel.