Director, Commercial Planning – Excellence

Owens & Minor

. Provide enterprise leadership for commercial planning, sales coverage, and strategic execution disciplines .

Posted 10/6/2026full-timeRemote • United StatesLead💰 $170,000 - $180,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in commercial strategy, sales operations, and account planning, with a strong focus on territory design, customer segmentation, and quota methodology. Proven ability to lead cross-functional initiatives and communicate effectively with executive leadership to drive measurable business outcomes.

Highest-signal resume keywords

Commercial StrategySales OperationsTerritory DesignCustomer SegmentationExecutive Communication

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales PlanningQuota MethodologyAccount PlanningAnalytical SkillsFinancial Acumen

Soft Skills

Influencing Without AuthorityStrong CommunicationLeadership Presentation Skills

Tools & Technologies

ExcelPowerBISalesforcePowerPoint

Industry Keywords

Healthcare DistributionMedical ProductsHealth SystemsGPOs

About the role

Key responsibilities & impact

Provide enterprise leadership for commercial planning, sales coverage, and strategic execution disciplines
Direct territory and coverage model design, customer segmentation, quota methodology, and annual planning
Advise executive and field sales leadership
Direct sales communications and commercial event management
Align Sales, Finance, Product, Marketing, and other partners around priorities, governance, timelines, and communications
Own territory design, territory alignment methodology, customer segmentation, and sales coverage model design
Communicate organizational or customer updates to the sales organization, including leading monthly All Sales Calls
Lead the cross-functional annual commercial planning process and account planning framework, including calendars, product focus, deliverables, reviews, governance, and training expectations
Govern account planning prioritization frameworks for promotions and products targeted to the field
Own QBR materials and support, including external messaging, standard materials, review processes, and compliance tracking
Improve governance and processes for account setup aligned to account assignments and requirements
Manage the commercial samples process and flow, including roles, approvals, tracking, and issue resolution
Coordinate commercial E&O initiatives, including prioritization, field activation, communications, and outcome tracking
Provide recommendations and oversight for product launches through the Sales Activation Process
Develop leadership presentation materials, playbooks, and rollout materials
Establish data-driven targets and initiatives for prioritization
Recommend territory, quota, coverage, and customer segmentation changes based on market opportunity, workload, customer needs, and commercial priorities
Guide annual priorities, product focus, initiative sequencing, field activation plans, and adjustments based on execution results
Evaluate event participation, investment, and portfolio changes based on strategic relevance, customer engagement, and ROI
Lead quota setting and territory deployment based on coverage models
Develop product and marketing go-to-market strategies based on voice of sales and voice of customer information
Lead customer segmentation prioritization to assess win probability, market potential, and competitive positioning
Drive measurable improvements in initiative prioritization, revenue per representative, territory balance, sales process standardization, execution discipline, and event/program ROI visibility

Requirements

What you’ll need

Bachelor’s degree in business, strategy, finance, marketing, healthcare administration, or a related field; advanced degree preferred
8+ years of progressive experience in commercial strategy, sales operations, sales planning, consulting, marketing strategy, or a related discipline, including leadership of complex cross-functional programs
Ability to operate cross-functionally and influence without authority
Strong communication and executive presentation skills with ability to identify clear, actionable plans from complex topics or issues
Advanced Excel, PowerBI, and presentation skills; strong familiarity with Salesforce or CRM systems
Demonstrated expertise in territory design, customer segmentation, coverage models, quota methodology, annual planning, and account planning
Proven ability to translate enterprise strategy into field-ready roadmaps, governance, communications, materials, milestones, and measurable deliverables
Strong program and event leadership experience, including executive forums, national sales meetings, tradeshows, and multi-function initiatives
Executive communication and presentation skills, including development of leadership materials, customer communications, FAQs, and large-group calls
Strong analytical and financial acumen with the ability to evaluate territory balance, program effectiveness, event ROI, and commercial outcomes
Advanced proficiency with Excel, PowerPoint, Power BI, Salesforce, and related planning and project-management tools
Ability to influence senior leaders and cross-functional partners without direct authority and drive clarity, decisions, and follow-through
Healthcare distribution, medical products, health systems, GPOs, or related industry experience preferred

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 included in the medical plan
Parental leave
Health Savings Account (HSA)
401(k)
Holidays, vacation days, personal days, sick days, short-term leave, and additional types of leave
Teammate Assistance Program (TAP)
Calm Health
Cancer Resources Services
Discount programs
20% AIP eligibility