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™. Global Reach with a Local Touch 140+ years serving healthcare Over 14,000 teammates worldwide Serving healthcare partners in 80 countries Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland 40+ distribution centers Portfolio of 300 propriety and branded product offerings 1,000 branded medical product suppliers 4,000 healthcare partners served Benefits Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates. Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program. Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage. Voluntary Supplemental Programs - We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs. Support for your Growing Family - Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family. 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. 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. 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. 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. Travel: This is an outside sales role and candidate needs the ability to visit customers within the assigned territory. The anticipated salary range for this position is $85-105k +/- Base salary, plus an uncapped variable target of 70K, at plan. OTE, 155-175k. The actual compensation offered may vary based on job related factors such as experience, skills, education and location 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 #J-18808-Ljbffr