Territory Sales Executive-Springfield, MA

Owens & Minor; Springfield (MA); On-site; USD 85,000 - 95,000; Full time

Benefits offered by this job

Education assistance

Health plan starts day one

Employer-paid life insurance

Parental leave

401(k)

Job summary

Owens & Minor is seeking a Territory Sales Executive to lead all customer-facing activities within an assigned territory, owning strategies, forecasts and cross-functional coordination to deliver profitable growth.

Travel is required as a outside sales role; base compensation includes $85-95K base plus a $70K uncapped bonus target, with actual pay varying by experience and duties.

Qualifications

• Bachelor’s degree; 5+ years in sales/account management.
• Proven success driving revenue and complex customer relationships.
• Strong understanding of healthcare supply chain operations.
• Experience with strategic account plans and territory growth.
• Excellent communication, presentation, and negotiation skills.
• Ability to lead cross-functional teams without authority.

Responsibilities

• Own territory strategy and forecast; manage accounts and plan.
• Develop and execute top selling initiatives quarterly.
• Coordinate cross-functional resources to meet customer needs.
• Prospect and convert new strategic accounts; grow penetration.
• Maintain CRM data accuracy and track opportunities.
• Resolve issues and ensure customer satisfaction.

Skills

Strategic selling

Account planning

CRM proficiency

Executive relationships

Negotiation

Healthcare knowledge

Education

Bachelor’s Degree

Tools

CRM systems

Sales analytics tools

MS Office

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 educationalassistanceto all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-Paid Life Insurance and Disability-We offer employer-paid life insurance and disabilitycoverage.
• 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)and401(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, andadditionaltypes 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 $85-95K 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
• Experience developing strategic account plans and executing territory growth strategies 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.

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.