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Sales Director in Houston, TX at Owens & Minor, Inc.

Date Posted: 4/3/2019

Job Snapshot

Job Description

Job Description




Responsible for selling Owens & Minor products, solutions or services to achieve revenue, margin and sales targets within a defined territory or group of assigned customer accounts.  Partners with internal leadership to develop and implement budgets, policies and strategic plans aimed at supporting the infrastructure and retaining and improving value creation for clients and Owens & Minor. Involved in key account relationships in order to provide support without holding account ownership. Acts as a point of escalation for the Sales Team. Leads, supervises, develops, evaluates performance and otherwise supports a team of sales professionals within a defined territory toward the accomplishment of goals and objectives. Engages and inspires teammates through providing an environment that fosters sales representative growth and success. Utilizes salesforce reporting mechanisms to monitor performance and identify product and/or service opportunities.


1.       Provides sales leadership for Owens & Minor's products, solutions or service offerings. Achieves market share and earnings growth goals through promoting profitable sales for an assigned territory.

2.       Uses the consultative selling model to build strong partnerships with the customer (i.e., clinical end user, IT, materials manager, department leader, or other relevant counterpart) in an effort to ensure customer satisfaction, customer retention and programs/solutions penetration.

3.       Identifies and develops resource needs, sales targets, profitability goals and action plans necessary to retain or drive new business within existing and new customer agreements. Implements sales strategy-- ensuring alignment with the corporate strategy.

4.       Prepares the sales expense budgets reporting on results for sales leadership in an effort to evaluate success and to recommend adjustments to territory sales goals and objectives.

5.       Collaborates with internal Owens & Minor teams to design and develop total customer solutions-- bringing together sales, service and operations to ensure account satisfaction. Provides support to sales reps in the management of customer profitability.

6.       Supports sales reps in the scheduling of meetings with department heads at the account in order to persuade conversion to Owens & Minor business. Prepares cost comparisons to assist in justifying use of Owens & Minor products, solutions and services.

7.       Provides support to the sales team in order to enhance the customer's experience by addressing issues in a timely manner. Participates in Quarterly Business Review (QBRs) as needed.

8.       Stays up-to-date on new product or service offerings and provides related support to customers and the sales account teammates. Coordinates Requests for Proposals (RFPs) and contract negotiations.

9.       Provides oversight and direction to a team of sales reps. Leads the team toward achieving Company quality, productivity and profitability expectations.

10.   Coaches, mentors, develops and provides regular performance feedback to the sales team, empowering them to take responsibility for achieving their work goals.

11.   Foster a spirit of teamwork and unity. Appropriately shares Company information through department meetings, one-on-one meetings, electronic and interpersonal communications.


12.   Models the effective use of Customer Relationship Management (CRM) tools and marketing strategies to maintain a strong business pipeline (i.e., prospecting, selling, qualifying, presenting and closing sales).


�         Manages challenging customer requests or issue escalations as needed.

�         Availability to travel up to 70% of the time.

�         Performs additional duties as directed.



        Bachelor's degree, required, in Business Administration, Marketing, Supply Chain Management, Psychology or a related disciplinary area or an equivalent combination of education and experience.

        Minimum, seven (7) years of experience, required, in Business-to-Business Sales, Marketing, Supply Chain Management, Healthcare Distribution, Management, or a related disciplinary area or an equivalent combination of education and experience.

        Minimum, three (3) years of experience managing a team of direct reports, required.


1.       Very strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations function.

2.       Demonstrated functional knowledge of healthcare industry and the perioperative space.

3.       Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metrics


4.       Deep knowledge and understanding of CRM software and Account Management software systems (e.g. Salesforce, Zoho CRM or HubSpot). General understanding of MS Office (particularly MS Excel).


5.       Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions.


6.       Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales. Ability to create successful sales strategies for Owens & Minor products, solutions and service offerings.


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


8.       Ability to deliver effective presentations to internal and external customers. Excellent communication and interpersonal skills with an aptitude for building strong client relationships.


9.       Excellent negotiation skills with an ability to influence most senior levels in an organization.


10.   Demonstrated ability to use critical-thinking, problem-solving, quick alternatives identification and effective decision-making skills in driving toward collective, successful customer solutions


11.   Excellent project management, organizational and planning skills.


12.   Ability to handle multiple tasks simultaneously under pressured deadlines.


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