Territory Sales Executive- NYC

Owens & Minor • New York, NY

1d • $85,000 - $100,000 • 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 $85-100K 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.
• 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

• Strong understanding of healthcare supply chain operations and health system dynamics with 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

• Serves as the primary commercial leader and business owner for an assigned territory.
• Functions as the quarterback for all customer-facing activities within the territory.
• Manages customer commercial P&Ls, including identifying profitable growth strategies.
• Pursues new business opportunities and expands across the full products, services, and technology portfolio.
• Coordinates internal and external resources to deliver customer outcomes.
• Achieves annual territory targets with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs.
• Drives strong gross margin and profit growth within higher-value, priority accounts by expanding product and services across the full portfolio along with pricing discipline.
• Maintains qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planning.
• Proactively prospects and converts new strategic accounts to increase territory account penetration.
• Retains profitable existing accounts by maintaining and growing strong relationships with key decision makers and influencers across the customer.
• Develops territory strategy and forecast, including account segmentation, prioritization, and CRM accuracy.
• Develops account plans, including strategy execution, relationship action plans, stakeholder mapping, product roadmaps, retention and risks plans, and deal strategy.
• Conducts QBRs.
• Manages deal pursuit qualification, sequencing, and close strategy.
• Manages pricing within defined guardrails (quoting and discounting to defined floor without escalation).
• Recommends pricing beyond guardrails, surgical or specialty product mix and services mix, and deal strategies including deal modeling and structuring.
• Informs Sales Leadership on pipeline health risks and forecast changes.
• Informs Operations and customer service teams on customer expectations, service issues, and onboarding needs.
• Informs 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