Territory Sales Executive - Worcester, MA

Territory Sales Executive

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care.

The Territory Sales Executive (TSE) serves as the primary commercial leader and business owner for an assigned territory. The TSE functions as the quarterback for all customer-facing activities within the territory. The role is responsible for managing customer commercial P&Ls which includes identifying profitable growth strategies, pursuing new business opportunities, expanding across the full products, services, and technology portfolio, and coordinating internal and external resources to deliver customer outcomes.

The anticipated salary range for this position is $85-90K base salary, plus an uncapped variable target of 70K, at plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

Travel: This is an outside sales role and candidate needs the ability to visit customers within the assigned territory.

Outcomes/Measures of Success:

• Achievement of annual territory targets with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs
• Strong gross margin and profit growth within higher-value, priority accounts by expanding product and services across full portfolio along with pricing discipline
• Qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planning
• Proactively prospect and convert new strategic accounts to increase territory account penetration
• Retention of profitable existing accounts by maintaining and growing strong relationships with key decision makers and influencers across customer

Owns:

• Territory Strategy and Forecast:
• Account segmentation and prioritization
• Pulling in cross-functional resources across territory
• CRM accuracy including activity tracking and opportunity updates
• Territory-level product and services forecasts
• Account Plan:
• Development of strategy to execute top selling initiatives and time associated on a quarterly basis
• Relationship action plans and stakeholder mapping
• Product roadmaps for preferred suppliers and proprietary penetration, including conversions
• Retention and risks plans and deal strategy including competitive intel, contract renewal timelines, and relationship risks
• Plan maintenance within CRM
• QBRs
• Deal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcome
• Pricing within Guardrails:
• Quoting and discounting to defined floor without escalation

Recommends:

• Pricing beyond guardrails
• Surgical or specialty product mix and services mix
• Deal strategies including deal modeling and structuring for strategic growth and levers to improve profitability based on customer needs and internal targets/initiatives

Informs:

• Sales Leadership on pipeline health risks and forecast changes
• Operations and customer service teams on customer expectations, service issues, and onboarding needs
• Product and category teams on customer feedback, product gaps, and competitive pressures

Skills & Capabilities:

Bachelor's Degree required with minimum of five (5) years of sales, account management, or related experience

Demonstrated success driving revenue growth and managing complex customer relationships

Strong understanding of healthcare supply chain operations and health system dynamics with experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers preferred

Experience developing strategic account plans and executing territory growth strategies preferred

Expertise in strategic selling, consultative selling, and account planning

Demonstrated ability to build and maintain executive and operational customer relationships

Strong financial acumen and business management skills

Excellent communication, presentation, and negotiation abilities with ability to manage multiple priorities and deliver results

Ability to lead and influence cross-functional teams without direct authority.

Strong problem-solving and issue-resolution skills

Strong knowledge of CRM systems, sales analytics tools, and business planning resources

Valid driver's license and clean driving record required.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.