Manager, Acute Care Distribution Relations

Owens & Minor • Richmond, VA

13d • $110,000 - $130,000 • Hybrid

About The Position

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care™.

This role will be responsible for driving account growth and enhancing relationships with key Acute Care Distributor customers. This role requires an experienced professional who can develop relationships with key distribution partners with the goals of 1) identify and maximize customer product opportunities 2) maximize overall contact profitability and compliance, 3) coordinate support across many internal functions to maximize account potential. The position also involves collaborating with internal teams to develop and execute strategies that align with corporate goals, as well as support customer acquisition and retention.

Requirements

• Bachelor’s degree required.
• Minimum 5 years of experience in a leadership role within the healthcare industry.
• Proven experience in cross-functional roles (sales, marketing, finance) with demonstrated ability to leverage competitive intelligence.
• Strong background in marketing, sales, project management, or strategic planning.
• Proficiency in advanced selling techniques, including strategic, team, and consultative selling.
• Familiarity with CRM software (Salesforce.com preferred).
• Strong presentation, negotiation, and sales closure skills.
• Excellent analytical, problem-solving, and project management abilities.
• Business acumen with a grasp of financial concepts.
• Proficiency in MS Office Suite (Outlook, Excel, Word, PowerPoint).
• Self-motivated with a strong work ethic and ability to work independently.

Responsibilities

• Develop and maintain strategic relationships with key stakeholders in assigned Acute Care Distribution accounts.
• Map customer decision-making structures and timelines, tailoring relationship-building efforts accordingly.
• Proactively work to change, amend, and evolve current relationships/contracts to fit our changing market.
• Conduct regular needs assessments, communicate with decision-makers, measure satisfaction, and develop improvement strategies.
• Provide comprehensive support on issues including e-business, pricing, and contract terms.
• Support Accounts Payable/Receivable and Finance teams to resolve account-related issues and disputes.
• Maintain responsibility for contract compliance, leading compliance calls, managing pricing, and ensuring adherence to contract terms.
• Collaborate with the commercial sales team to increase product penetration within current accounts.
• Develop and execute strategies to capture market share, coordinating plans and progress updates with the Sr. Director of Corporate Accounts.
• Lead Business Development reviews to align on strategy and assess growth opportunities.
• Provide data-driven forecasting and account potential assessments, using both internal and external resources.
• Drive the business review process for key Acute Care Distribution accounts, delivering quarterly or customized reports as required.
• Perform other duties as directed by leadership.

Benefits

• Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
• Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
• Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
• Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
• Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
• Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
• Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.

What This Job Offers

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