Director, Health System Sales

owensminor; Los Angeles (CA); On-site; USD 150,000 - 200,000; Full time

Benefits offered by this job

Healthcare plan

Educational assistance

Life Insurance

Voluntary benefits

Family support

HSA & 401(k)

Paid leave

Well-being programs

Job summary

Owens & Minor is seeking an Executive Seller to drive strategic growth across a portfolio of health systems and IDNs. You will shape enterprise opportunities, lead multisector deals, and create durable C-suite relationships to expand Owens & Minor's footprint.

The role requires developing long-range account strategies, coordinating with sales, products, clinical, operations, finance, contracting, and technology teams to deliver winning outcomes.

Qualifications

• Proven track record in enterprise healthcare sales and account leadership.
• Strong ability to influence C-suite executives and cross-functional teams.
• Experience managing large IDN or health system opportunities.

Responsibilities

• Owns enterprise growth strategy for assigned health systems and IDNs.
• Develops multi-year account plans and sponsorship models.
• Leads executive-level meetings, business reviews, and negotiations.
• Coordinates across Sales, Products, Clinical, Operations, and Finance.

Job description

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.

Job Description

This executive seller is accountable for the strategic direction, growth, and executive relationship strategy across an assigned portfolio of health systems and integrated delivery networks (IDNs). The portfolio will include both existing and prospective customers, with responsibility for expanding Owens & Minor across distribution, proprietary products, services, technology, and other enterprise solutions.

The anticipated salary range for this position is $150-200k Base salary, plus an uncapped incentive plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

This role is expected to operate as a strategic hunter and enterprise relationship leader - identifying whitespace, shaping complex opportunities, building durable C-suite relationships, and mobilizing cross-functional resources across Owens & Minor. Although the role has no direct reports, it must demonstrate exceptional leadership presence and the ability to influence and align teams across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, and Executive Leadership to develop and execute winning account strategies.

KEY RESPONSIBILITIES

Strategic IDN Leadership & Account Ownership

• Owns the enterprise growth strategy for an assigned portfolio of strategically important health systems and IDNs across the geography, including both existing and prospective customers.
• Develops multi-year account strategies that identify the customer's enterprise priorities, decision structure, financial pressures, competitive landscape, and Owens & Minor growth opportunities.
• Establishes clear account priorities, pursuit plans, relationship maps, whitespace opportunities, and measurable growth objectives for each assigned IDN.
• Maintains a whole-enterprise view of the customer and coordinates Owens & Minor activity across multiple markets, facilities, ASD geographies, and field sales territories when required.
• Acts as the senior commercial quarterback for the assigned IDN portfolio while partnering closely with regional leadership and field sales teams.

Executive Relationship Development

• Creates, expands, and maintains trusted executive relationships with customer leadership, including CFOs, Chief Supply Chain Officers, Vice Presidents of Supply Chain, and other senior clinical, operational, and financial decision makers.
• Builds multiple levels of sponsorship within each IDN and owns alignment between customer leadership and Owens & Minor's Executive Leadership Team.
• Leads executive-level customer meetings, strategic business reviews, value discussions, and complex commercial negotiations.
• Represents Owens & Minor as a senior enterprise partner who can connect customer priorities to the f