Sr. Manager, Customer Value

Halyard Health; Glen Allen (VA); On-site; USD 120,000 - 130,000; Full time

Job summary

Owens & Minor seeks a Customer Value Management leader to drive profitability and govern deals across the commercial organization. You will define customer segmentation, size profitability levers, and lead standardized deal reviews aligned to total cost of ownership.

You will partner with Sales, Pricing, Marketing and Product to translate customer challenges into quantified outcomes, delivering EBITDA-focused improvements and cross-functional alignment across regions.

Qualifications

• Bachelor’s degree required with 5-10+ years of management experience in strategic sales or customer success/contract roles.
• Strong financial and analytical acumen.
• Experience leveraging reporting tools and dashboards to monitor performance and drive recommendations.
• Understanding of healthcare procurement processes and contracting preferred.
• Willingness to travel up to 20%.

Responsibilities

• Define customer segmentation linked to actual vs potential margin dollars.
• Size profitability levers by customer and prioritize resources accordingly.
• Standardize deal reviews aligned to deal narrative and profitability levers across territories.
• Own deal desk processes from kickoff through contract signature.
• Track profit improvement metrics and monthly regional performance.
• Provide data-driven insights for budget and strategic planning in QBRs.

Skills

Financial acumen

Analytical skills

Dashboards

Deal desk

Strategic sales

Leadership

Education

Bachelor’s degree

Tools

PowerBI

Excel

PowerPoint

Word

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 Customer Value Management role is the profitability and deal-governance engine of the commercial organization. This role carries two primarily responsibilities: 1. Customer profitability improvement through defining customer segmentation, sizing profitability levers, and running cadence that directs selling effort toward high-value opportunities while surfaces underperforming accounts for action; 2. Deal desk ownership from kickoff through contract signature, shifting the commercial narrative from unit cost to total cost of ownership, and enforcing pricing and margin discipline consistently across territories. The role partners with Sales, Pricing, Marketing, and Product to translate customer challenges into quantified business outcomes, ensuring growth and retention decisions are data-driven, margin-aware, and standardized across the field.The anticipated salary range for this position is $120,000 - 130,000 annually plus 15% 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 central or east coast of the US.Core Responsibilities-Outcomes/Measures of SuccessDefine consistent customer segmentation linked to actual vs potential margin dollarsSizing profitability levers by customer and lever to ensure resourcing is prioritized accordinglyStandardized deal review aligned to deal narrative (shift from Unit Cost to TCO, for example) and profitability levers as a part of future/multi-year quota-setting across territoriesCustomer Profitability Improvement - % increase in EBITDA through strategic initiatives / improvements by customer, reduce # of negative EBTIDA customers, reduce variability within customer segmentsIncrease the amount of RFP $s won by starting earlier and managing renewal timelines more proactivelyDecision RightsOwns:Identifying and managing operational initiatives linked to margin improvement leversDeal Desk processes including kick-offs, deal reviews, submittals, through contract signatureMargin lever reviews and monthly regional report-outs to identify performance trends, uncover margin improvement opportunities for underperforming accounts, and drive data-informed discussions on cost-benefit at the account levelRecommends:Expansion opportunities and risks from analytics and insights using dashboarding and tracking toolsReview margin levers customer by customer against profitability standards/benchmarks and provide tactical recommendationsCore QBR topics to discuss with narrative that aligns customer challenges into quantifiable business outcomesAdvises regional sales leadership of customer opportunitiesInforms:Tracks and defines profit improvement metrics across customers and levers to inform sales and cross-functional leadership of impacts of customer strategiesCustomer Quarterly or Monthly Business Reviews with data-driven insights and tracking against contractual commitmentsQualifying Experience-Bachelor’s degree required with 5-10+ years of management experience in strategic sales or customer success/contract rolesStrong financial and analytical acumenExperience leveraging reporting tools and dashboards to monitor performance, trends, and drive recommendationsProven capability to design internal margin review frameworks with clear actions and objectivesAbility to manage long-term contract strategies while identifying risks and opportunities based on trendsStrong commercial mindset focus on profitability and value realizationAbility to lead a team with proactive mindset to focus on measurable financial outcomes cross-functionallyProficiency in Microsoft Office (Excel, PowerPoint, Word) and PowerBIUnderstanding of healthcare procurement processes and contracting preferredAbility to travel (up to 20%)#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.