Territory Sales Executive - Vermont & Western Mass

Owens & Minor

. Serve as the primary commercial leader and business owner for an assigned territory .

Posted 9/17/2026full-timeRemote • Massachusetts • United StatesMid-LevelSenior💰 $85,000 - $95,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in strategic selling, account management, and driving revenue growth within healthcare supply chain operations. Proven ability to build executive relationships and execute territory growth strategies while managing complex customer dynamics.

Highest-signal resume keywords

Strategic SellingAccount ManagementHealthcare Supply Chain OperationsFinancial AcumenCRM Systems

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales AnalyticsAccount PlanningTerritory Growth StrategiesRevenue GrowthP&L ManagementDeal QualificationPricing StrategyForecastingCustomer Relationship ManagementConsultative Selling

Soft Skills

CommunicationNegotiationProblem-SolvingInfluencingRelationship Building

Tools & Technologies

CRM SystemsSales Analytics ToolsBusiness Planning Resources

Certifications & Qualifications

Bachelor’s DegreeValid Driver's License

Industry Keywords

Healthcare ProvidersIntegrated Delivery NetworksGroup Purchasing OrganizationsHealth System Dynamics

About the role

Key responsibilities & impact

Serve as the primary commercial leader and business owner for an assigned territory
Act as the quarterback for all customer-facing activities within the territory
Manage customer commercial P&Ls
Identify profitable growth strategies and pursue new business opportunities
Expand customer adoption across the full products, services, and technology portfolio
Coordinate internal and external resources to deliver customer outcomes
Achieve annual territory targets with steady monthly and quarterly pacing
Drive gross margin and profit growth within higher-value, priority accounts
Maintain qualified pipeline coverage of 5x versus quota
Prospect and convert new strategic accounts
Retain profitable existing accounts through relationships with key decision makers and influencers
Develop territory strategy, account segmentation, prioritization, forecasts, and CRM updates
Develop quarterly account plans, relationship action plans, stakeholder maps, product roadmaps, and retention/risk plans
Conduct QBRs and manage deal qualification, sequencing, pursuit, and close strategy
Quote and discount within defined pricing guardrails
Recommend pricing exceptions, product and services mix, and strategic deal structures
Inform sales leadership on pipeline health and forecast changes
Inform operations and customer service teams about customer expectations, service issues, and onboarding needs
Inform product and category teams about customer feedback, product gaps, and competitive pressures
Cover the territory with 3–4 overnight stays per month

Requirements

What you’ll need

Bachelor’s Degree required
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
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
Ability to build and maintain executive and operational customer relationships
Strong financial acumen and business management skills
Excellent communication, presentation, and negotiation abilities
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

Benefits

Comp & perks

Comprehensive healthcare plan with medical, dental, and vision plans starting on day one of employment 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)
Paid sick days, short-term leave, holidays, vacation days, personal days, and additional types of leave
Teammate Assistance Program (TAP)
Calm Health
Cancer Resources Services
Discount programs at no cost