Territory Sales Executive

Owens & Minor • Harrisburg, PA

3d • $155,000 - $160,000

About The Position

The Territory Sales Executive (TSE) is the primary commercial leader and business owner for an assigned territory, serving as the quarterback for customer-facing activities. The role manages customer commercial P&Ls by identifying profitable growth strategies, pursuing new business, expanding sales across the company’s products, services, and technology portfolio, and coordinating internal and external resources to deliver customer outcomes.

This is an outside sales role requiring the ability to visit customers within the assigned territory. Compensation is an anticipated base salary of $85,000–$95,000, plus an uncapped variable target of $70,000 at plan, for anticipated OTE of $155,000–$160,000. Actual compensation may vary based on experience, skills, education, and location. Applications are accepted on an ongoing basis.

Requirements

• Bachelor’s degree required.
• At least five years of sales, account management, or related experience.
• Demonstrated success driving revenue growth and managing complex customer relationships.
• Expertise in strategic selling, consultative selling, and account planning.
• Demonstrated ability to build and maintain executive and operational customer relationships.
• Strong financial acumen and business management skills.
• Excellent communication, presentation, and negotiation abilities; ability to manage multiple priorities and deliver results.
• Ability to lead and influence cross-functional teams without direct authority.
• Strong problem-solving and issue-resolution skills.
• Strong knowledge of CRM systems, sales analytics tools, and business planning resources.
• Valid driver’s license and clean driving record.
• Ability to visit customers within the assigned territory.

Nice To Haves

• Strong understanding of healthcare supply chain operations and health system dynamics.
• Experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers.
• Experience developing strategic account plans and executing territory growth strategies.

Responsibilities

• Achieve annual territory targets with steady monthly and quarterly pacing supported by account planning and quarterly business reviews (QBRs).
• Grow gross margin and profit within priority accounts by expanding products and services across the portfolio and maintaining pricing discipline.
• Maintain qualified pipeline coverage of 5x quota to support forecast accuracy and target attainment planning.
• Prospect for and convert new strategic accounts to increase territory penetration.
• Retain profitable existing accounts by developing relationships with customer decision makers and influencers.
• Own territory strategy and forecasting, including account segmentation, prioritization, cross-functional resource coordination, CRM accuracy, and territory-level product and service forecasts.
• Develop and maintain account plans, including quarterly selling initiatives, relationship action plans, stakeholder maps, product roadmaps, retention and risk plans, deal strategies, competitive intelligence, contract renewal timelines, and CRM updates.
• Conduct QBRs and qualify, sequence, and pursue deals through close, including debriefing deal processes and outcomes.
• Quote and discount within defined pricing guardrails; recommend pricing outside those guardrails.
• Recommend surgical or specialty product and service mixes and strategic deal approaches, including deal modeling and structures to support growth and profitability.
• Inform sales leadership about pipeline health, risks, and forecast changes.
• Inform operations and customer service teams about customer expectations, service issues, and onboarding needs.
• Share customer feedback, product gaps, and competitive pressures with product and category teams.

Benefits

• Medical, dental, and vision plans beginning on day one 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), plus other voluntary benefits.
• 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.

What This Job Offers

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