Senior Manager, Trade Industry Relations in Mechanicsville, VA at Owens & Minor, Inc.

Date Posted: 7/15/2018

Job Snapshot

Job Description



Develops and maintains a strong company position for Owens & Minor within the healthcare industry, and will work to elevate the visibility and reputation of the company and of key executives as thought-leaders within the industry. Collaborates with sales, operations and other leaders within Owens & Minor as well as with third parties such as medical / surgical product manufacturers, hospital and healthcare provider customers and trade industry leaders to develop appropriate opportunities to illustrate industry leadership including through content strategy, use of clinical education credits, use of speakers, proprietary events or other creative approaches to meet objectives.


1.       Develops positive relationships at various levels with key trade industry organizations.

2.       Places speakers within key industry events and develop content and key speaker / messaging points as appropriate based on the specific audience.

3.       Works with clinical leaders and customers on poster presentations.

4.       Develops appropriate opportunities for clinical education content and programs.

5.       Develops press releases and/or pitch stories to healthcare industry trade publications.

6.       Measures and tracks improvements in online presence and visibility associated with key messages for target industry audiences.

7.       Oversees the events budget and strategy associated with Owens & Minors' (including subsidiaries) presence at circa 40 U.S. national industry events that reach various healthcare target audiences including C-suite, clinical leaders, supply chain leaders and GPOs, as well as regional events.

8.       Makes strategic decisions as to which events to participate in and at what level in order to further communications objectives across multiple businesses while creating efficiencies and stewarding budgets.

9.       Develops strategic messaging objectives for each target audience and each event.

10.   Negotiates the most effective participation level and approach for each event.

11.   Develops talking points and, in some cases, presentations for company speakers.

12.   Manages direct report(s) and outside booth vendor to coordinate all logistics, booth messaging, graphics, content, and samples for each event.

13.   For trade industry organizations with regional and local chapters, develops speaker content and opportunities for Owens & Minor field sales and operations leaders to present.

14.   Develops effective strategies and plans for pre-show outreach to field sales and directly to customers to maximize value of time spent attending events.

15.   Develops add-on dinners, focus groups, and other off-site gatherings as appropriate to leverage the opportunity of having multiple customers gathered.

16.   Collaborates with digital marketing manager to create post-event messaging to follow up and nurture marketing qualified leads.

17.   Leverages content such as videos and photos through coordination with our social media manager.

18.   May be involved in directing third-party agencies in media planning, buying and placements associated with specific trade organizations, trade media in print and digital formats.

19.   May have opportunities to develop one or more proprietary events for Owens & Minor to bring together leading provider customers, manufacturers or others. 


1.      Performs additional duties as directed. 



  • Four year university degree required; Master's Degree preferred
  • In-depth knowledge in marketing and/or healthcare
  • Ten or more years of directly applicable experience; two years of direct supervisory experience
  • Five or more years of graphic design experience in agency or other relevant environment
  • Five or more years of experience and knowledge of the healthcare industry and industry organizations
  • Existing relationships within trade industry and/or with healthcare trade organizations


  • Ability and comfort with speaking industry spokesperson at trade events and/or with trade industry media as necessary
  • Demonstrated ability to place executives in speaking roles and positions of thought-leadership within an industry
  • Demonstrated experience and leadership in comprehensive trade industry relations strategic programs to advance an organization's strategy and goals
  • Demonstrated skill and confidence in proactively building relationships with top tier partners/leaders both internally and externally
  • Strong ability to make decisions in a changing environment
  • Strong ability to anticipate future needs of the organization
  • Energetic, flexible, collaborative and proactive team leader who welcomes challenges
  • Communicates effectively and persuasively, both verbally and in writing
  • Manages time and resources effectively through strong organization, multi-tasking, delegation, time management and project management skills
  • Works independently as a self-starter committed to delivering the highest in customer service, quality and results
  • Analyzes information to make sound business decisions taking prudent business risks as appropriate
  • Anticipates problems and works proactively to solve them through creative thinking
  • Negotiates skillfully, anticipating reactions and planning strategically to overcome objections


  • Ability to travel up to 50%
  • Ability to work extended hours on occasion

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