Territory Sales Executive

Owens & Minor • Harrisburg, PA

1d

About The Position

The Territory Sales Executive (TSE) serves as the primary commercial leader and business owner for an assigned territory, acting 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 visits to customers within the assigned territory. Success is measured by territory target attainment with consistent monthly and quarterly pacing; profitable growth in priority accounts; pipeline coverage of five times quota; conversion of new strategic accounts; and retention and growth of profitable existing accounts.

The TSE owns territory strategy and forecasting, account segmentation and prioritization, cross-functional resource coordination, CRM accuracy, territory forecasts, account plans, stakeholder mapping, product roadmaps, retention and risk plans, deal qualification and close strategy, and pricing within defined guardrails. The role recommends pricing exceptions, product and service mixes, and strategic deal structures, and informs sales leadership, operations, customer service, and product teams about pipeline, customer, service, and market developments.

The anticipated compensation is $85,000–$95,000 base salary, plus an uncapped variable target of $70,000 at plan; stated on-target earnings are $155,000–$160,000. Actual compensation may vary based on job-related factors such as experience, skills, education, and location.

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

• 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

• Manage commercial P&Ls for an assigned territory and identify strategies for profitable growth.
• Pursue new business and expand customer adoption across the full products, services, and technology portfolio.
• Coordinate internal and external resources to deliver customer outcomes.
• Develop territory strategies, account segmentation, prioritization, and territory-level forecasts.
• Maintain accurate CRM records, including activity tracking, opportunity updates, and account-plan maintenance.
• Develop quarterly account strategies, stakeholder maps, product roadmaps, retention and risk plans, and deal strategies.
• Manage quoting and discounting within defined pricing guardrails.
• Recommend pricing beyond guardrails, product and service mixes, and strategic deal structures.
• Communicate pipeline health, risks, and forecast changes to sales leadership.
• 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.
• Prospect for and convert new strategic accounts, grow profitable existing accounts, and maintain relationships with key customer decision makers and influencers.
• Visit customers within the assigned territory.

Benefits

• Medical, dental, and vision plans starting 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.
• Paid sick days, short-term leave, holidays, vacation days, personal days, and other leave, including parental leave.
• Teammate Assistance Program, Calm Health, Cancer Resources Services, and discount programs at no cost to teammates.

What This Job Offers

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