Area Sales Director

Owens & Minor

. Manage direct sales to end-users of company products, solutions, and services within an assigned territory or customer-account group .

Posted 10/15/2026full-timeUnited StatesLead💰 $140,000 - $160,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in business-to-business sales and account management within the healthcare supply chain, with a strong focus on developing strategic relationships and driving market-share growth. Proficient in utilizing CRM systems like Salesforce for effective account management and forecasting.

Highest-signal resume keywords

Business-To-Business SalesSales Management LeadershipHealthcare Industry KnowledgeSalesforce ProficiencyAdvanced Selling Techniques

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementSales Strategy DevelopmentFinancial ManagementForecastingCost JustificationsCustomer Relationship ManagementSales Target AchievementMarket-Share GrowthRFP Process ManagementProfitability Management

Soft Skills

LeadershipCommunicationNegotiationProblem-SolvingOrganizational Skills

Tools & Technologies

SalesforceMS OfficeMS Excel

Industry Keywords

Healthcare Supply ChainC-Suite RelationshipsPerioperative SpaceDistribution IndustryCustomer Satisfaction

About the role

Key responsibilities & impact

Manage direct sales to end-users of company products, solutions, and services within an assigned territory or customer-account group
Lead, supervise, develop, and evaluate a team of sales professionals
Cultivate customer relationships and identify account decision-making structures
Develop corporate and C-suite relationships and coordinate account needs and opportunity assessments
Drive communications with key decision makers, measure customer satisfaction, and develop improvement strategies
Provide comprehensive account support and conduct customer quarterly business reviews
Develop and win new business within the assigned area
Develop gain-share strategies and territory execution plans
Identify resource needs, sales targets, profitability goals, and action plans
Drive market-share growth through new business
Oversee account business development in Salesforce
Communicate business development plans and progress with Sales leadership
Participate in business development reviews
Maintain accountability for contract compliance and oversee pricing approvals
Serve as contract liaison with product management and ensure adherence to contract terms
Own regional or territory supplier relationships
Drive the RFP process, including positioning, renewals, responses, action plans, and cross-functional coordination
Develop forecasting information, account potential assessments, and sales expense budgets
Manage business reviews for assigned accounts and hand off smaller account locations to the virtual sales team as needed
Coordinate specialist activities across distribution, product, service, and other teams
Coach, mentor, develop, and provide performance feedback to sales teammates
Provide profitability-management support and oversight to sales representatives
Support sales representatives with customer meetings and cost comparisons
Foster teamwork and communicate company information through appropriate channels
Model effective CRM use and marketing strategies across the sales pipeline
Perform additional duties as directed

Requirements

What you’ll need

Bachelor’s Degree
13 or more years of relevant experience in business-to-business sales, account management, healthcare supply chain, healthcare products, or a related industry
6 or more years of diversified sales management leadership, planning, communication, organization, and people motivation experience
Any combination of relevant education and experience to meet the above requirement
Very strong understanding of hospitals and large hospital systems and/or distribution industry warehouse/delivery operations
Functional knowledge of the healthcare industry and perioperative space
Advanced selling techniques, including strategic selling, team selling, and consultative/conceptual selling
Deep knowledge of CRM and account management software systems, especially Salesforce
General understanding of MS Office, particularly MS Excel
Strong financial management skills in pricing, forecasting, and cost justifications
Ability to manage customer account portfolios profitably and grow sales significantly
Ability to create successful sales strategies for products, solutions, and services
Strong leadership and people management skills
Ability to deliver effective presentations
Excellent communication, interpersonal, negotiation, critical-thinking, problem-solving, decision-making, project management, organizational, and planning skills
Ability to handle multiple tasks simultaneously under pressured deadlines

Benefits

Comp & perks

Comprehensive healthcare plan including medical, dental, and vision plans starting on day one for full-time teammates
Educational assistance for eligible teammates enrolled in an approved, accredited collegiate program
Employer-paid life insurance and disability coverage
Voluntary supplemental life, hospitalization, critical illness, and other insurance programs
Adoption assistance
Fertility benefits in the medical plan
Parental leave
Health Savings Account (HSA)
401(k)
Sick days
Short-term leave
Holidays
Vacation days
Personal days
Teammate Assistance Program (TAP)
Calm Health
Cancer Resources Services
Discount programs