Surgical Sales Executive-Buffalo/Rochester

Surgical 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 Surgical Sales Executive serves as the clinical sales specialist and business driver for the surgical product portfolio within an assigned territory. This role partners with Territory Sales Executives and cross-functional stakeholders to drive growth, improve clinical outcomes, and deliver value-based perioperative solutions. The position combines clinical expertise and commercial acumen to lead product evaluations, support procedural standardization, and navigate complex healthcare systems to achieve sustainable revenue growth.

The anticipated salary range for this position is $85-100K -/+ 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.

Territory: Upstate NY. 3-5 overnights a month to cover territory effectively.

Outcomes/Measures of Success:

• Achievement of annual territory targets with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs
• Increase market share of surgical and perioperative product categories
• Successfully lead product evaluations and conversions to implementation
• Expand adoption of bundled and procedure-based solutions (e.g., custom trays)
• Retention of profitable existing accounts by maintaining and growing strong relationships across OR key decision makers and influencers
• Drive measurable margin improvements by leveraging customer efficiency opportunities, cost savings, and custom pack standardizations
• Qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planning

Owns:

• Surgical Sales Territory Strategy and Forecast:
• Account segmentation and prioritization
• CRM accuracy including activity tracking and opportunity updates
• Surgical and specialty product forecasts
• Account Plans:
• Development of strategy to execute top surgical product initiatives and time associated on a quarterly basis
• Relationship action plans and stakeholder mapping including full depth of OR relationships (department heads, surgical decision makers, clinicians/surgeons)
• Clinical product evaluations, assessments, and conversion plans for responsible categories which includes efficiencies, cost savings, and standardizations.
• Plan maintenance within CRM
• Customer engagement and education strategy for the OR department
• Deal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcome and targeting competitive displacement
• Pricing within Guardrails:
• Quoting and discounting to defined floor without escalation

Recommends:

• Pricing strategies and contract opportunities
• Product standardization or procedural optimization initiatives
• Product education, in-service training, and procedural guidance to customers, serving as a trusted clinical and commercial advisor
• Surgical product opportunities as input into Territory Sales Executive Account Plans
• Surgical product insight, discussions, and opportunities for customer QBRs

Informs:

• Sales leadership on account performance and opportunities, including barriers to adoption or utilization
• Cross-functional teams on implementation needs and customer feedback to ensure seamless product conversions and high customer satisfaction

Skills and Capabilities:

Required:

• Bachelor's degree required with 35+ years of OR/perioperative/clinical experience
• Strong clinical knowledge within surgical or perioperative environments
• Experience with surgical products (e.g., drapes, gowns, custom trays)
• Strong knowledge with SPD workflows and hospital systems
• Proven ability to meet or exceed sales targets in a quota-driven environment
• Strong communication, negotiation, and relationship-building skills
• Ability to lead complex sales cycles and cross-functional initiatives
• Proficiency in Microsoft Office (Excel, PowerPoint, Word)
• Understanding of healthcare procurement processes and contracting
• Strong knowledge of CRM systems, sales analytics tools, and business planning resources
• Strong financial acumen and business management skills

Preferred:

• 5+ years of OR/perioperative sales experience
• Experience with Challenger or consultative sales methodologies
• 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

Additional Requirements:

• Ability to travel extensively within assigned territory (up to 7080%)
• Valid driver's license and clean driving record required
• Ability to work in clinical environments, including operating rooms

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.