Director of Commercial Programs

Owens & Minor Medical Inc.; Glen Allen (VA); On-site; USD 180,000 - 190,000; Full time

Benefits offered by this job

Healthcare plan

Educational assistance

Life insurance

Parental leave

Well-being programs

Job summary

Owens & Minor in Richmond, VA is seeking a Director of Commercial Programs to lead supplier‑facing initiatives for O&M distribution and mutual customers. You will design, implement and scale category, end‑user and supplier‑specific programs to drive above‑market growth and value.

The ideal candidate has 13+ years in healthcare/life sciences, 6+ years in leadership, deep knowledge of healthcare products and supply chains, and a proven ability to engage C‑suite relationships.

Qualifications

• Bachelor’s degree in Marketing, Healthcare, Business Administration, or related field; Master’s degree or certification preferred.
• 13+ years of experience in the healthcare/life sciences industry (category management, marketing, etc.).
• 6+ years of leadership experience in category management, sales, product management, or related fields.
• Deep knowledge of healthcare products, distribution, and supply chains.
• Proven ability to engage and develop C-suite relationships.
• Excellent verbal and written communication skills; fluency in multiple languages is a plus.
• Strong sales, negotiation, and analytical skills.
• Demonstrated ability to manage multiple projects and work cross-functionally (Operations, Marketing, Sales, Finance, Inventory Management, etc.).
• Experience with supplier negotiations, compliance, and risk management.

Responsibilities

• Lead the design, implementation, and enhancement of commercial programs to increase supplier product market share and drive revenue growth.
• Oversee and prioritize new category, end-user, and supplier-specific program development, ensuring standardization and scalability.
• Direct daily activities of Commercial Program Managers and their teams, fostering a high-performance culture.
• Manage and deliver on budget, supplier funding, and top-line growth goals; aggregate and report monthly executive summaries on progress toward annual objectives.
• Collaborate with senior leadership to refine, implement, and track growth initiatives aligned with supplier-branded strategies.
• Partner with Sales and Operations to identify opportunities for profitability improvement and competitive healthcare provider offerings.
• Analyze branded product sales data to recommend portfolio strategy modifications and product rationalization opportunities.
• Serve as a key advisor in supplier negotiations, enhancing supplier relationships and funding.
• Advise Supply Management leadership on strategies for resolving supplier compliance issues, coordinating with Risk Management and Legal as needed.
• Collaborate with Inventory Performance Management to manage SKU details and supplier rationalization programs.
• Gather and evaluate field input to inform program development decisions.
• Oversee processes for reviewing and approving new items and provide analytics for branded supplier product rationalization.

Skills

Cross-functional collaboration

Leadership

Negotiation

Data-driven decision making

Strategic thinking

Supplier relationship management

Education

Bachelor’s degree in Marketing, Healthcare, Business Administration, or related field

Master’s degree or certification preferred

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 Touch140+ years serving healthcareOver 14,000 teammates worldwideServing healthcare partners in 80 countriesManufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland40+ distribution centersPortfolio of 300 propriety and branded product offerings1,000 branded medical product suppliers4,000 healthcare partners servedBenefitsComprehensive 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: The Director of Commercial Programs is responsible for the strategic direction, execution, and continuous improvement of supplier-facing commercial initiatives for O&M distribution and mutual customers. This leader will drive the development and standardization of category, end-user, and supplier-specific programs to deliver enhanced supplier funding, above-market growth, and value-driven results for end-user customers. This role requires strong cross-functional collaboration with suppliers, customers, and internal teams to achieve commercial objectives.The anticipated salary range for this position is $180,000 - 190,000 annually plus 20% AIP eligibility. The actual compensation offered may vary based on job related factors such as experience, skills, education and location. The ideal candidate will reside in the Richmond, VA area.Core Responsibilities:Lead the design, implementation, and enhancement of commercial programs to increase supplier product market share and drive revenue growth.Oversee and prioritize new category, end-user, and supplier-specific program development, ensuring standardization and scalability.Direct daily activities of Commercial Program Managers and their teams, fostering a high-performance culture.Manage and deliver on budget, supplier funding, and top-line growth goals; aggregate and report monthly executive summaries on progress toward annual objectives.Collaborate with senior leadership to refine, implement, and track growth initiatives aligned with supplier-branded strategies.Partner with Sales and Operations to identify opportunities for profitability improvement and competitive healthcare provider offerings.Analyze branded product sales data to recommend portfolio strategy modifications and product rationalization opportunities.Serve as a key advisor in supplier negotiations, enhancing supplier relationships and funding.Advise Supply Management leadership on strategies for resolving supplier compliance issues, coordinating with Risk Management and Legal as needed.Collaborate with Inventory Performance Management to manage SKU details and supplier rationalization programs.Gather and evaluate field input to inform program development decisions.Oversee processes for reviewing and approving new items and provide analytics for branded supplier product rationalization.Build and maintain strong C-suite relationships with suppliers and customers.Qualifying Experience:Bachelor’s degree in Marketing, Healthcare, Business Administration, or related field; Master’s degree or relevant professional certification preferred.13+ years of experience in the healthcare/life sciences industry (category management, marketing, etc.).6+ years of leadership experience in category management, sales, product management, or related fields.Deep knowledge of healthcare products, distribution, and supply chains.Proven ability to engage and develop C-suite relationships.Excellent verbal and written communication skills; fluency in multiple languages is a plus.Strong sales, negotiation, and analytical skills.Demonstrated ability to manage multiple projects and work cross-functionally (Operations, Marketing, Sales, Finance, Inventory Management, etc.).Experience with supplier negotiations, compliance, and risk management.Knowledge, Skills, and Abilities:Strategic thinking and business acumenLeadership and team developmentStakeholder management and influenceData-driven decision makingChange management and adaptability#LI-ST1If 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.