Territory Sales Executive - Worcester, MA

Owens & Minor; Worcester (MA); On-site; USD 150,000 - 170,000; Full time

Job summary

Owens & Minor is seeking a Territory Sales Executive to lead commercial activities across an assigned territory, driving profitable growth and coordinating internal resources to deliver customer outcomes.

The role involves owning forecasts, account plans, and deal strategies while pursuing new business opportunities and expanding our full portfolio. Travel to customer sites is required, with strong emphasis on pipeline health and cross-functional collaboration.

Qualifications

• Bachelor’s Degree required with at least five years of sales, account management, or related experience.
• Proven track record of revenue growth and managing complex customer relationships.
• Strong understanding of healthcare supply chain operations and health system dynamics.

Responsibilities

• Own territory strategy, forecast, and account plans.
• Pursue new business opportunities and expand portfolio within territory.
• Manage pricing within guardrails and coordinate with internal teams.
• Develop deal strategies and conduct deal modeling for growth.
• Report pipeline health and forecast changes to Sales Leadership.

Skills

Sales leadership

Account management

Healthcare market

CRM analytics

Strategic selling

Negotiation

Cross-functional influence

Education

Bachelor’s Degree

Job description

Owens & Minoris a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, healthsystemsand research centers around the world. For over140years, Owens & Minor has delivered comfort and confidence behind thescenes,so healthcare stays at the forefront, helping to make each day better for thehospitals,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.

T_he 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 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 Plan:

• Deal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcome

• Pricing within Guardrails:

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.

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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.