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Director, Business Integration in Mechanicsville, VA at Owens & Minor, Inc.

Date Posted: 3/1/2019

Job Snapshot

Job Description

Job Description




Responsible for identifying and correcting correct shortfalls in operational performance, service levels and Client Engagement Center responsiveness that have the potential to impede sales and/or program growth for large, strategic customers. Partners closely with sales and operational leadership to coordinate the Request for Proposal responses and to develop strategies for both large current and pursuit customers. Collaborates with other internal teams to build and ensure the adoption of Customer Dashboards and Quarterly Business Reports (QBR) while providing customer analytics for large, strategic customers. Also accountable for leading and facilitating the integration activities for new providers that are acquired by existing customers across sales, operations and the Client Engagement Center.


1.      Leads and develops high-functioning, cross-functional Sales, Operations, and Client Engagement Center (CEC) team that support sales technology tools, Request for Proposals (RFPs), customer RFP presentations, sales reporting, sales/operations analytics, and key stakeholders.

2.   Helps identify and propose solutions to processes that are impediments to quality and service delivery to our large-strategic customers. Oversees the implementation of the solutions.

3.   Works closely with senior sales and operational leadership to define the optimal performance measurements and performance management programs required to ensure sales organization
      success. Aligns reporting and analytics with these performance management priorities. Recommends revisions to existing reports and analytics, or assists in the development of new reporting
      and analytics tools as needed.

4.   Partners with senior sales and operations leadership to identify opportunities for process improvement. Assists sales and operational management in understanding process bottlenecks and

5.   Develops and maintains relationships with supply-chain leaders at large, strategic hospital systems. Represents Owens & Minor at Supply Chain or C-Suite conversations.

6.   Facilitates successful implementation of new programs through the sales organization by ensuring a well-defined, efficient sales and operational process is in place.

7.   Advises and coordinates RFP responses promoting Owens & Minor strategic and operational capabilities.

8.   Proactively monitors and strives to maintain high levels of quality, accuracy, and process consistency in the organization's strategic planning efforts.

9.   Fosters close, cooperative relationships with peer leaders, sales / operational / CEC management, and sales and support personnel.


1. Performs additional duties as directed.

2. Travels up to 60% of the time.



  • Bachelor's degree in Business Administration, Economics, or related health care field, required.
  • A Master's degree in Business Administration, Economics, Health Care Administration or related health care field, preferred.
  • Minimum, ten (10) years of in healthcare supply chain management, health care consulting, or managing sales focused projects and engagements, required.


  • �Broad knowledge of health care industry, issues, and trends; in-depth knowledge of supply chain principles and practices
  • Demonstrated planning and organizational skills; ability to organize and manage multiple priorities across multiple functions
  • Excellent verbal and written communication skills, to all levels of the hospital organization

  • Problem resolution at both a strategic and functional level

  • Change management skills, able to influence and persuade teammates at all levels of the organization and in ever-changing environments

  • Ability to analyze, conclude and measure performance

  • Team building skills; ability to motivate and direct the work of others; ability to mentor and lead teammates

  • Financial analysis, management skills

  • Ability to develop and lead multi-functional projects

  • Strong customer relations skills

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