Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care™.
Global Reach with a Local Touch
140+ years serving healthcare
Over 14,000 teammates worldwide
Serving healthcare partners in 80 countries
Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland
40+ distribution centers
Portfolio of 300 propriety and branded product offerings
1,000 branded medical product suppliers
4,000 healthcare partners served
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.
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 $85-90K 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.
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
Skills & Capabilities:
Bachelor’s Degree required with 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 with experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers preferred
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 with 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.
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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.
Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.