Director, Health System Sales

Owens & Minor

. Own the enterprise growth strategy for an assigned portfolio of strategically important health systems and integrated delivery networks (IDNs) across the geography .

Posted 10/27/2026full-timeLos Angeles • California • United StatesLead💰 $150,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic account management and complex B2B healthcare sales, with a strong focus on developing executive relationships and driving revenue growth across integrated delivery networks. Proficient in pipeline management, negotiation, and creating actionable account strategies based on market insights.

Highest-signal resume keywords

Strategic Account ManagementHealthcare DistributionExecutive Relationship BuildingComplex Sales NegotiationPipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

B2B Healthcare SalesStrategic SellingConsultative SellingForecastingCRM DisciplineOpportunity PrioritizationFinancial AcumenMarket AnalysisRFP ManagementValue Proposition Development

Soft Skills

Executive PresenceRelationship BuildingInfluence LeadershipCommunication SkillsAutonomy

Industry Keywords

Integrated Delivery NetworksHealth SystemsSupply ChainMedical ProductsEnterprise SolutionsGPO EnvironmentsCommercial Trade-offsCustomer P&LStrategic PositioningMarket Intelligence

About the role

Key responsibilities & impact

Own the enterprise growth strategy for an assigned portfolio of strategically important health systems and integrated delivery networks (IDNs) across the geography
Develop multi-year account strategies covering enterprise priorities, decision structures, financial pressures, competitive landscapes, and growth opportunities
Establish account priorities, pursuit plans, relationship maps, whitespace opportunities, and measurable growth objectives
Coordinate Owens & Minor activity across multiple markets, facilities, ASD geographies, and field sales territories
Act as senior commercial quarterback for the assigned IDN portfolio while partnering with regional leadership and field sales teams
Create, expand, and maintain trusted executive relationships with customer leadership, including CFOs and senior supply chain, clinical, operational, and financial decision makers
Lead executive-level customer meetings, strategic business reviews, value discussions, and complex commercial negotiations
Serve as a strategic hunter creating and advancing large, complex opportunities within assigned IDNs
Drive growth across distribution, proprietary products, clinical/product solutions, logistics and supply chain services, technology, and other enterprise offerings
Identify and develop new Prime Vendor opportunities and lead major pursuits from early positioning through RFP, negotiation, and close
Anticipate customer needs, create demand ahead of formal RFP activity, shape value propositions, and position Owens & Minor solutions
Develop share-gain strategies within existing customers and new-logo strategies within prospective accounts
Maintain a high-quality, actionable pipeline with next steps, executive sponsors, competitive intelligence, probability, timing, and financial potential
Lead through influence across Sales, Products, Clinical, Operations, Finance, Contracting, Technology, Marketing, Supply Chain, and Executive Leadership
Provide leadership and coaching to field sellers and specialists engaged in assigned IDNs
Lead strategic positioning for major Prime Vendor/distribution, product, service, and enterprise RFP opportunities
Partner with Finance, Contracting, Legal, Operations, and commercial leadership on differentiated offers and negotiation strategies
Own executive-level customer communication throughout major pursuits and ensure a coordinated enterprise strategy
Own revenue growth, pipeline development, opportunity progression, and strategic account outcomes across the assigned IDN territory
Develop forecasts and account potential assessments using customer, market, competitive, and internal data
Maintain disciplined CRM usage and communicate account strategy, risks, opportunities, and progress to senior commercial leadership

Requirements

What you’ll need

Bachelor's degree or equivalent experience required; advanced degree preferred
Typically 8+ years of progressive experience in complex B2B healthcare sales, strategic account management, healthcare supply chain, medical products, distribution, enterprise solutions, or a related industry
Demonstrated success selling to large health systems / IDNs and developing relationships with executive-level decision makers
Proven success leading complex, multi-stakeholder sales pursuits with long sales cycles and significant financial impact
Experience with healthcare distribution, products, services, technology, supply chain, or GPO environments strongly preferred
Exceptional executive presence and credibility with senior customer leaders
Advanced strategic selling, consultative selling, team selling, negotiation, and closing skills
Strategic hunter mentality with the ability to create opportunities rather than wait for formal buying events
Excellent relationship-building skills and the ability to develop trusted partnerships across complex customer organizations
Exceptional ability to lead through influence and align cross-functional teams without direct authority
Strong business and financial acumen with the ability to understand healthcare economics, customer P&L pressures, value creation, commercial trade-offs, and profitable growth levers
Ability to synthesize complex customer and market information into clear account strategies and executive-level recommendations
Strong pipeline management, forecasting, CRM discipline, and opportunity prioritization
Excellent written, verbal, presentation, and executive communication skills
High degree of autonomy, judgment, accountability, and comfort operating in an ambiguous, fast-moving environment
Ability and willingness to travel extensively based on assigned account geography and customer requirements; travel may exceed 50%

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)
Sick days and short-term leave
Holidays, vacation days, personal days, and additional types of leave
Teammate Assistance Program (TAP)
Calm Health
Cancer Resources Services
Discount programs