Owens & Minor Vice President Strategic Markets in Mechanicsville, Virginia


Responsible for developing and executing strategy to market including the Strategic Logistic Center (SLC) and advanced logistics, commercial offerings to existing and potentiallarge healthcare systems.Interacts primarily with the Health System C-Suite to understand their target strategies and market position to influence purchasing decisions and increase penetration of products and services.Partners with the RVP Provider Services and RVP Operations to be accountable for the Revenue, Gross Margins and Operating Earnings of their SLC book of business.Focuses on retention and enhancement of value creation for clients and Owens & Minor.Sells and manages own account(s) and works with the team on large complex clients providing account management support while also growing new business.Mentors and develops sales teammates at various levels.Leverages extensive operations knowledge to support sales and service of clients.Develops and maintains strong relationships with field operations management through regular engagement and functions as the voice of the customer. #LI-OM


1.Develops strategic relationships with large healthcare systems.Understands their strategy and market position to identify goals, resources and action steps necessary to grow market share and earnings.

2.Partners with the RVP Provider Services & RVP Operations to be directly responsible for the Revenue, Gross Margin and Operating Earnings for SLC Customer Profit & Loss.

3.Creates sales strategy and actively markets and sells the SLC service offerings to clients

4.Develops client strategies and successfully negotiates contracts that create value for the client and Owens & Minor - adjusting products, sales and services as needed.

5.Monitors sales performance and works with the marketing department to enhance programs in the territories covered.Participates in the design of marketing plans to ensure sales and profit growth.

6.Consults with RVP Operations and the VP DC Network to design and develop total client solutions - bringing together sales, service and operations.

7.Assists in the corporate decision-making and direction-setting process as part of the sales senior management team.This includes new service options, pricing strategies, manufacturer evaluation, market analysis and client focus at the executive level.

8.Set the tone and direction for the management team's goals.Long-term impact is also significant due to the critical need of developing future leaders.


1.Performs additional duties as directed.

* Qualifications *


1.Bachelor's degree, or equivalent, in Business Administration or a related discipline, required.

2.MBA, preferred.

3.Minimum, fifteen (15) years of experience in Sales, Marketing, Logistics, Health Care or a related discipline, required.

4.Minimum, five (5) years of P&L experience, required.

5.Minimum, five (5) years of supervisory or team leadership experience, required.


1.Extensive industry knowledge as well as O&M-specific operations knowledge and expertise.

2.Excellent financial management skills including prior P&L responsibilities; expertise in pricing services for profitability.

3.Demonstrated ability to profitably manage large complex customers as well as to significantly grow sales.

4.Expertise and very strong understanding of hospitals and how large hospitals function.

5.Very strong leadership and people management skills with an ability to coach and mentor all levels of teammates.

6.Excellent communication and interpersonal skills with an ability to influence senior level management.

7.Ability to demonstrate flexibility and responsiveness to change.

8.Proven ability to collaborate with others to drive to collective solutions for the customer using strong problem-solving and decision-making skills to quickly identify alternatives and drive to resolution themselves or through others.

9.Ability to demonstrate a high energy level and keen sense of urgency.

Category: Sales