Director, Health System Sales

Owens & Minor

. Own the enterprise growth strategy for an assigned portfolio of strategically important health systems and IDNs across the geography .

Posted 10/27/2026full-timeAtlanta • North Carolina • 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-level relationships and driving revenue growth. Proficient in pipeline management, forecasting, and aligning cross-functional teams to achieve measurable business objectives.

Highest-signal resume keywords

Strategic Account ManagementComplex B2B Healthcare SalesExecutive-Level Relationship DevelopmentPipeline ManagementNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Strategic SellingConsultative SellingNegotiationForecastingCRM DisciplineHealthcare EconomicsOpportunity PrioritizationMarket IntelligenceFinancial AcumenAccount Strategy Development

Soft Skills

Executive PresenceCommunication SkillsLeadershipInfluenceAutonomy

Certifications & Qualifications

Bachelor's DegreeAdvanced Degree Preferred

Industry Keywords

Healthcare Supply ChainHealth SystemsIDNsMedical ProductsDistributionEnterprise SolutionsGPO EnvironmentsCommercial Trade-OffsValue CreationCustomer P&L Pressures

About the role

Key responsibilities & impact

Own the enterprise growth strategy for an assigned portfolio of strategically important health systems and IDNs across the geography
Develop multi-year account strategies identifying customer priorities, decision structures, financial pressures, competitive landscapes, and Owens & Minor 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 the 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 CFOs, Chief Supply Chain Officers, Vice Presidents of Supply Chain, and other senior decision makers
Lead executive-level customer meetings, strategic business reviews, value discussions, and complex commercial negotiations
Create and advance 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 positioning through RFP, negotiation, and close
Anticipate customer needs, create demand ahead of formal RFP activity, shape value propositions, and position solutions against strategic priorities
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 and align internal stakeholders around customer strategy and execution
Mobilize resources 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 offers and negotiation strategies
Own executive-level customer communication throughout major pursuits
Own revenue growth, pipeline development, opportunity progression, and strategic account outcomes
Develop forecasts and account potential assessments using customer insight, market intelligence, competitive intelligence, 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
Ability to create opportunities rather than wait for formal buying events
Ability to develop trusted partnerships across complex customer organizations
Ability to lead through influence and align cross-functional teams without direct authority
Strong business and financial acumen, including 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 (medical, dental, and vision) 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 through the medical plan
Parental leave
Health Savings Account (HSA)
401(k)
Paid sick days, short-term leave, holidays, vacation days, personal days, and additional leave
Teammate Assistance Program (TAP)
Calm Health
Cancer Resources Services
Discount programs
Uncapped incentive plan