Territory Sales Executive- Roanoke, VA

Owens & Minor is a global healthcare solutions company providing essential products, services, and technology solutions that support care delivery in leading hospitals, health systems, and research centers worldwide. With over 140 years of service, Owens & Minor delivers behind-the-scenes support to healthcare partners in 80 countries, powered by more than 14,000 teammates.

Benefits

• Comprehensive healthcare plan (medical, dental, and vision) starting on day one for full-time teammates
• Educational assistance for eligible teammates enrolled in approved collegiate programs
• Employer-paid life insurance and disability coverage
• Voluntary supplemental programs (e.g., supplemental life, hospitalization, critical illness insurance)
• Adoption assistance, fertility benefits, and parental leave for teammates planning a family
• Health Savings Account (HSA) and 401(k) with additional voluntary financial benefits
• Paid leave including holidays, vacation, personal days, sick days, and parental leave
• Well-being programs: Teammate Assistance Program (TAP), Calm Health, cancer resource services, and discount programs at no cost

Responsibilities

• Serve as the primary commercial leader and business owner for an assigned territory, managing customer commercial P&Ls
• Identify profitable growth strategies, pursue new business opportunities, and expand 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, supported by effective account planning and QBRs
• Drive strong gross margin and profit growth in priority accounts by expanding product and service offerings with pricing discipline
• Maintain a qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment
• Proactively prospect and convert new strategic accounts to increase territory penetration
• Retain profitable existing accounts by maintaining and growing relationships with key decision-makers and influencers
• Own territory strategy and forecast, including account segmentation, prioritization, and CRM accuracy
• Develop and execute account plans, including relationship action plans, stakeholder mapping, and product roadmaps
• Conduct QBRs, deal pursuit qualification, and close strategies with full debriefs
• Manage pricing within defined guardrails, recommending adjustments beyond guardrails when necessary
• Collaborate with sales leadership on pipeline health, forecast changes, and customer expectations
• Work with operations, customer service, product, and category teams to address service issues, product gaps, and competitive pressures

Requirements

• 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
• Strong financial acumen and business management skills
• Excellent communication, presentation, and negotiation abilities
• Ability to manage multiple priorities, lead cross-functional teams without direct authority, and resolve issues effectively
• Strong knowledge of CRM systems, sales analytics tools, and business planning resources
• Ability to travel extensively within the assigned territory; valid driver’s license and clean driving record required

Pay

The anticipated salary range for this position is $80,000–$90,000 plus a $70,000 incentive. Actual compensation may vary based on experience, skills, education, and location.