Territory Sales Executive- Roanoke, VA

Owens & Minor • Roanoke, VA

2d • $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.

Outcomes/Measures of Success:
Achievement of annual territory targets – with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs
Strong gross margin and profit growth within higher-value, priority accounts by expanding product and services across full portfolio along with pricing discipline
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
Retention of profitable existing accounts by maintaining and growing strong relationships with key decision makers and influencers across customer

Owns:
Territory Strategy and Forecast:
Account segmentation and prioritization
Pulling in cross-functional resources across territory
CRM accuracy including activity tracking and opportunity updates
Territory-level product and services forecasts
Account Plan:
Development of strategy to execute top selling initiatives and time associated on a quarterly basis
Relationship action plans and stakeholder mapping
Product roadmaps for preferred suppliers and proprietary penetration, including conversions
Retention and risks plans and deal strategy including competitive intel, contract renewal timelines, and relationship risks
Plan maintenance within CRM
QBRs
Deal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcome
Pricing within Guardrails:
Quoting and discounting to defined floor without escalation
Recommends:
Pricing beyond guardrails
Surgical or specialty product mix and services mix
Deal strategies including deal modeling and structuring for strategic growth and levers to improve profitability based on customer needs and internal targets/initiatives
Informs:
Sales Leadership on pipeline health risks and forecast changes
Operations and customer service teams on customer expectations, service issues, and onboarding needs
Product and category teams on customer feedback, product gaps, and competitive pressures

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
• Ability to travel extensively within the assigned territory
• 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
• Develop and execute territory strategy and forecast
• Develop and maintain account plans
• Conduct QBRs
• Manage pricing within guardrails
• Recommend pricing beyond guardrails
• Recommend surgical or specialty product mix and services mix
• Develop deal strategies
• 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) - 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: Senior