Director, Supply Chain Performance in West Deptford, NJ at Owens & Minor, Inc.

Date Posted: 3/9/2018

Job Snapshot

Job Description

Responsible for leading and executing field sales activities for all supply chain products and services to customers within a specific geographic market and account value.  Teams with area sales leadership in the management and support of high-value accounts.  Creates and fosters relationships with the management of healthcare provider organizations.  Assesses customers' needs and develops tailored sales strategy to position and close sales of products and consulting services.  Collaborates with other O&M Sales teams to develop and execute holistic sales strategies to grow sales and margin and to create and communicate consistent strategies for the healthcare provider organizations.  Reports to the Vice President, Supply Chain Performance (VP SCP) or Area Vice President (AVP).


  1. Identifies, develops, and finalizes sales opportunities within a designated geographic market and account level. Analyzes customers' needs, crafts tailored sales strategy and closes sales of potential products and consulting services.

  2. Develops strategic relationships with management of key healthcare providers that support the positioning, marketing and selling of O&M products, services and technologies.

  1. Responsible for negotiating contract terms, ensuring sales profitability and adherence to pricing goals and standards.  Analyzes financial data to make sound recommendations to customers to assist them in taking cost out of the supply chain.

  1. Teams with VP SCP and AVP in identifying new product and service sales opportunities and with the ongoing management of high level accounts, representing the Vice President as required.

  1. Teams with VP SCP or AVP in designing and developing sales strategy and documentation to accommodate evolving market forces and customer needs. 

  1. Partners with Core AVPs, Area Directors and Enterprise Sales teammates to develop and implement a holistic strategy for sales solutions for customers within an assigned region.

  1. Develops margin budget projections for an assigned region or group of customers.

  2. Collaborates with counterparts in Owens & Minor Core Distribution to ensure that all O&M operations are supported in a cost effective manner as it relates to the sale and on-going relationship with the customer.

  1. Manages the contracting process for services delivered, partnering with Home Office Contacts department effectively.

  1. Ensures that all customer commitments are made in accordance with Owens & Minor policies and that the commitments made can be fulfilled and implemented.



          Other duties as assigned.




Bachelor's Degree or equivalent in business, logistics, hospital administration or related field is required. An MBA or MHA is preferred.


                   Minimum of 5 years supply chain operations or supply chain sales experience. Experience in healthcare supply chain a plus.


A.   Highly effective verbal and written communication skills.

B.   Effective presentation skills

C.   Effective interpersonal and mentoring skills

D.   Knowledge of materials management, information systems, and   basic statistics is required.

E.   Ability to negotiate and persuade

F.    Understanding of sales techniques for diverse audiences

G.   High level of proficiency and demonstrated effectiveness in problem-solving and implementing new programs.  

H.   Ability to work effectively in a highly matrixed environment.  


  1. General office equipment
  2. Microsoft Office, Microsoft Project, Microsoft Visio and Adobe Professional


  1. Inside working conditions
  2. No environmental hazards indicated for this classification.
  3. Extensive travel of 50% - 70%



          Sedentary Work:  Exerting up to 10 pounds of force occasionally and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body.  Sedentary work involves sitting most of the time, but may involve walking or standing for brief periods of time.  Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.



          Acuity, near

          Clarity of vision at 20 inches or less.


          Adjustment of lens of eye to bring an object into sharp focus.  This item is especially important when doing near‑point work at varying distances from eye.


          Seizing, holding, grasping, turning, or otherwise working with hands. Fingers are involved only to the extent that they are an extension of the hand. 


          Picking, pinching, or otherwise working with fingers primarily (rather than with whole hand or arm as in handling).


          Expressing or exchanging ideas by means of the spoken word.  Talking is important for those activities in which workers must impart oral information to clients or to the public, and in those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly, or quickly.


          Perceiving the nature of sounds.  Hearing is important for those activities which require ability to receive detailed information through oral communication, and to make fine discriminations in sound, such as when making fine adjustments on running engines. 

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