Area Sales Director

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 350+ facilities across the US and 22,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care. Customers—and their patients—are at the heart of what we do.

Our mission is to empower our customers to advance healthcare, and our success starts with our teammates. 

Owens & Minor teammate benefits include:

• Medical, dental, and vision insurance, available on first working day

• 401(k), eligibility after one year of service

• Employee stock purchase plan

• Tuition reimbursement

Manages sales directly to end-users of the company’s products, solutions, and services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts.  Leads, supervises, develops, and evaluates performance a team of sales professionals within a defined territory toward the accomplishment of goals and objectives.  Engages and inspires sales team, providing an environment that fosters teammates’ growth and success.

Region: CO/MN/ND/SD

RESPONSIBILITIES

Cultivates and drives Territory customer relationship management for assigned accounts 

• Identifies key account decision-making structure and develops corporate and c-suite relationships. 
• Understands the customer life cycle and contract timeframe. 
• Coordinates needs and opportunity assessments across accounts. 
• Drives regular communications with key decision makers including c-suite executives at assigned accounts, measuring customer satisfaction and developing strategies to improve. 
• Provides comprehensive account support for assigned accounts.  
• Responsible for comprehensive customer QBR.
• Stays abreast of new product or service offerings, and provides related support to customers and the sales account teammates.

Develops and wins new business within assigned area

• Develops gain share strategy and execution plans for territory. 
• Identifies and develops resource needs, sales targets, profitability goals and action plans necessary to drive new business within both new and existing customer agreements.
• Drives market share growth through gaining new business. 
• Oversees account business development in CRM software (Salesforce). 
• Communicates business development plans, actions, and progress with Sales leadership. 
• Participates in Business Development reviews with Sales leadership to review strategy and progress. 

Maintains full responsibility and accountability for contract compliance for assigned accounts 

• Oversees pricing approvals and new contract liaison between product management.
• Ensures company adherence to contract terms and conditions. 
• Own regional or territory supplier relationships

Drives the RFP Process for assigned accounts

• Develops and communicates pre-RFP and renewals positioning and strategy. 
• Maintains full RFP/contracting responsibility, accountability, and management. 
• Communicates with all internal company functional groups on RFP requests and provides updates on RFP response development. 
• Develops RFP response action plans with RFP and Finance teams, detailing required actions, responsibility, and completion dates. 

Provides forecasting information for assigned accounts 

• Develops and justifies forecasting information and account potential assessments. 
• Prepares sales expense budgets reporting on results for sales leadership in order to evaluate success and recommend adjustments to territory sales goals and objectives.
• Utilizes internal and external sources to formulate accurate assessments (Sales/Business Development/Marketing teams, Customer, etc.). 

Drives and manages the business review process for assigned accounts 

• Conducts business reviews per quarterly/per customer requirements. 
• Hands off smaller account locations to virtual sales team as needed. 
• Ensures full utilization of internal specialist teams in support of assigned accounts. 
• Coordinates specialist activities for all customers across the region/territory (Distribution, Product, Service, etc.). 

Leadership

• Coaches, mentors, develops and provides regular performance feedback to assigned sales teammates, empowering them to take responsibility for achieving work goals.
• Provides support to sales reps in the management of customer profitability.
• Provides oversight and direction to a team of sal