Territory Sales Executive - Worcester, MA

Halyard Health; Boston (MA); On-site; USD 85,000 - 90,000; Full time

Benefits offered by this job

Healthcare plan

Educational assistance

Life insurance

Parental leave

Job summary

Owens & Minor is seeking a Territory Sales Executive to own the assigned market, driving revenue growth and leading a cross-functional team to deliver customer outcomes. The role requires strategic account planning, prospecting new strategic accounts, and maintaining relationships with key decision makers.

The candidate should have a strong background in healthcare supply chains, sales analytics, and the ability to navigate complex environments.

Qualifications

• Bachelor’s Degree required with minimum of five (5) years of sales, account management, or related experience.
• Strong understanding of healthcare supply chain operations and health system dynamics preferred.
• Experience developing strategic account plans and executing territory growth strategies preferred.

Responsibilities

• Develop and execute territory strategy and forecast to achieve targets.
• Create and manage quarterly account plans and stakeholder mapping.
• Maintain CRM data accuracy and provide timely opportunity updates and QBRs.
• Lead deal pursuit, sequencing, and closing strategies with cross-functional teams.
• Assist with pricing within guardrails and develop strategies for key accounts.

Skills

Sales experience

Account management

Strategic selling

CRM proficiency

Communication skills

Education

Bachelor’s degree

Tools

CRM systems

Sales analytics tools

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.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 locationTravel: 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 QBRsStrong gross margin and profit growth within higher-value, priority accounts by expanding product and services across full portfolio along with pricing disciplineQualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planningProactively prospect and convert new strategic accounts to increase territory account penetrationRetention of profitable existing accounts by maintaining and growing strong relationships with key decision makers and influencers across customerOwns:Territory Strategy and Forecast:Account segmentation and prioritizationPulling in cross-functional resources across territoryCRM accuracy including activity tracking and opportunity updatesTerritory-level product and services forecastsAccount Plan:Development of strategy to execute top selling initiatives and time associated on a quarterly basisRelationship action plans and stakeholder mappingProduct roadmaps for preferred suppliers and proprietary penetration, including conversionsRetention and risks plans and deal strategy including competitive intel, contract renewal timelines, and relationship risksPlan maintenance within CRMQBRsDeal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcomePricing within Guardrails:Quoting and discounting to defined floor without escalationRecommends:Pricing beyond guardrailsSurgical or specialty product mix and services mixDeal strategies including deal modeling and structuring for strategic growth and levers to improve profitability based on customer needs and internal targets/initiativesInforms:Sales Leadership on pipeline health risks and forecast changesOperations and customer service teams on customer expectations, service issues, and onboarding needsProduct and category teams on customer feedback, product gaps, and competitive pressuresSkills & Capabilities:Bachelor’s Degree required with minimum of five (5) years of sales, account management, or related experienceDemonstrated success driving revenue growth and managing complex customer relationshipsStrong 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 preferredExperience developing strategic account plans and executing territory growth strategies preferredExpertise in strategic selling, consultative selling, and account planningDemonstrated ability to build and maintain executive and operational customer relationshipsStrong financial acumen and business management skillsExcellent communication, presentation, and negotiation abilities with ability to manage multiple priorities and deliver resultsAbility to lead and influence cross-functional teams without direct authority.Strong problem-solving and issue-resolution skillsStrong knowledge of CRM systems, sales analytics tools, and business planning resourcesValid driver's license and clean driving record required.#LI-CS2If 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.