Territory Sales Executive- St.Louis

Owens & Minor • St. Louis, MO

1d • $80,000 - $160,000 • Remote

About The Position

The Territory Sales Executive (TSE) serves as the primary commercial leader and business owner for an assigned territory. The TSE functions as the quarterback for all customer-facing activities within the territory. The role is responsible for managing customer commercial P&Ls which includes identifying profitable growth strategies, pursuing new business opportunities, expanding across the full products, services, and technology portfolio, and coordinating internal and external resources to deliver customer outcomes.

The anticipated salary range for this position is $80-90K Base salary, plus an uncapped variable target of 70K, at plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location

Travel: This is an outside sales role and candidate needs the ability to visit customers within the assigned territory.

Requirements

• Bachelor’s Degree required
• Minimum of five (5) years of sales, account management, or related experience
• Demonstrated success driving revenue growth and managing complex customer relationships
• Strong understanding of healthcare supply chain operations and health system dynamics
• 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 required

Nice To Haves

• Experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers preferred
• Experience developing strategic account plans and executing territory growth strategies preferred

Responsibilities

• Manage customer commercial P&Ls
• Identify profitable growth strategies
• Pursue new business opportunities
• Expand across the full products, services, and technology portfolio
• Coordinate internal and external resources to deliver customer outcomes
• Achieve annual territory targets with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs
• Drive strong gross margin and profit growth within higher-value, priority accounts by expanding product and services across full portfolio along with pricing discipline
• Maintain qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planning
• Proactively prospect and convert new strategic accounts to increase territory account penetration
• Retain profitable existing accounts by maintaining and growing strong relationships with key decision makers and influencers across customer
• Develop and maintain territory strategy and forecast, including account segmentation, prioritization, and CRM accuracy
• Develop and maintain account plans, including strategy execution, relationship action plans, stakeholder mapping, product roadmaps, retention and risks plans, and deal strategy
• Conduct QBRs
• Qualify, sequence, and strategize deal pursuits for closing
• Manage pricing within defined guardrails
• Recommend pricing beyond guardrails
• Recommend surgical or specialty product mix and services mix
• Recommend deal strategies including deal modeling and structuring for strategic growth and levers to improve profitability based on customer needs and internal targets/initiatives
• Inform Sales Leadership on pipeline health risks and forecast changes
• Inform Operations and customer service teams on customer expectations, service issues, and onboarding needs
• Inform Product and category teams on customer feedback, product gaps, and competitive pressures

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)
• 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: Senior