Director, Commercial Planning & Excellence

Job Description

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™.

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Global Reach with a Local Touch

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• 140+ years serving healthcare
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• Over 14,000 teammates worldwide
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• Serving healthcare partners in 80 countries
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• Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland
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• 40+ distribution centers
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• Portfolio of 300 propriety and branded product offerings
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• 1,000 branded medical product suppliers
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• 4,000 healthcare partners served
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Benefits

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• Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
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• Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
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• Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
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• Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
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• Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
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• Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
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• Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
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• Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.
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Summary

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This role provides enterprise leadership for the commercial planning, sales coverage, and strategic execution disciplines that translate business priorities into coordinated field action and profitable growth. This leader directs territory and coverage model design, customer segmentation, quota methodology, and annual planning. As a strategic advisor to executive and field sales leadership, this role also directs sales communications and commercial event management. This role aligns Sales, Finance, Product, Marketing, and other partners around clear priorities, governance, timelines, and communications to drive measurable outcomes.

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The anticipated salary range for this position is $170,000 - 180,000 annually plus 20% AIP eligibility. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

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Core Responsibilities

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• % of Major Initiatives evaluated through formal prioritization framework – reduction in duplicate or conflicting initiatives across functions
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• Increase in revenue per rep, reduction in territory imbalance (workload / opportunity variance)
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• Standardized sales processes that support commercial priorities, accountability, and cross-functional execution
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• Disciplined execution of commercial initiatives against approved roadmaps, timelines, communications, and success measures
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• Improved visibility into event and program effectiveness through outcome and ROI tracking
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Ownership Of

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• Territory design, territory alignment methodology, customer segmentation, and sales coverage model design
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• Communication of organizational or customer updates to the sales organization, including leading monthly All Sales Calls
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• Cross-functional annual commercial planning process and the account planning framework, calendar, product focus, required deliverables, structured reviews, governance, and training expectations
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• Account Planning process and prioritization frameworks / governance for what promotions, products, etc are targeted to the field
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• QBR materials and support, including external messaging, standard materials, review process, and compliance tracking
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• Governance and process improvement for account set-up aligned to account assignments and requirements
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• Commercial samples process and flow, including roles, approvals, tracking, and issue resolution
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• Commercial coordination of E&O initiatives, including prioritization, field activation, communications, and outcome tracking
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Provides Recommendation, Information & Oversight To

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• Product Launches through the governance of the Sales Activation Process along with recommendations of adjustments to priorities, coverage based on performance insights
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• Leadership presentation materials, playbooks, and rollout materials for consistent messaging across functions
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• Prioritization through data-driven, measurable targets and initiatives
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• Territory, quota, coverage, and customer segmentation changes based on market opportunity, workload, customer needs, and commercial priorities.
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• Annual priorities, product focus, initiative sequencing, field activation plans, and adjustments based on execution results.
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• Event participation, investment, and portfolio changes based on strategic relevance, customer engagement, and ROI.
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• Quota setting and territory deployment based on coverage model
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• Product and marketing go-to-market strategies based on voice of sales and voice of customer information
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• Leadership on customer segmentation prioritization to understand win probability, market potential, and competitive positioning
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Qualifying Experience

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• Bachelor’s degree in business, strategy, finance, marketing, healthcare administration, or a related field; advanced degree preferred
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• 8+ years of progressive experience in commercial strategy, sales operations, sales planning, consulting, marketing strategy, or a related discipline, including leadership of complex cross-functional programs
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• Ability to operate cross-functionally and influence without authority
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• Strong communication and executive presentation skills with ability to identify clear, actionable plans from complex topics or issues
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• Advanced Excel, PowerBI, presentation skills; strong familiarity with Salesforce or CRM systems
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• Demonstrated expertise in territory design, customer segmentation, coverage models, quota methodology, annual planning, and account planning
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• Proven ability to translate enterprise strategy into field-ready roadmaps, governance, communications, materials, milestones, and measurable deliverables
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• Strong program and event leadership experience, including executive forums, national sales meetings, tradeshows, and multi-function initiatives
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• Executive communication and presentation skills, including development of leadership materials, customer communications, FAQs, and large-group calls.
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• Strong analytical and financial acumen with the ability to evaluate territory balance, program effectiveness, event ROI, and commercial outcomes
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• Advanced proficiency with Excel, PowerPoint, Power BI, Salesforce, and related planning and project-management tools.
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• Ability to influence senior leaders and cross-functional partners without direct authority and drive clarity, decisions, and follow-through.
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• Healthcare distribution, medical products, health systems, GPOs, or related industry experience preferred
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If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

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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.