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About the Role

The Territory Sales Executive (TSE) is the primary commercial leader and business owner for an assigned territory, responsible for managing customer commercial P&Ls. This role identifies profitable growth strategies, pursues new business opportunities, expands the full product, service, and technology portfolio, and coordinates resources to achieve customer outcomes.

Responsibilities

• Serve as the primary commercial leader and business owner for an assigned territory.
• Function as the quarterback for all customer-facing activities within the territory.
• Manage customer commercial P&Ls.
• Identify profitable growth strategies.
• Pursue new business opportunities.
• Expand across the full products, services, and technology portfolio.
• Coordinate internal and external resources to deliver customer outcomes.
• Achieve annual territory targets with steady and predictable monthly and quarterly pacing.
• Drive strong gross margin and profit growth in higher-value, priority accounts.
• Expand product and services across the full portfolio with pricing discipline.
• Maintain qualified pipeline coverage of 5x vs quota for forecast accuracy and target attainment.
• Proactively prospect and convert new strategic accounts.
• Retain profitable existing accounts by maintaining and growing strong relationships with key decision makers and influencers.
• Develop and execute territory strategy and forecast.
• Perform account segmentation and prioritization.
• Pull in cross-functional resources across the territory.
• Ensure CRM accuracy, including activity tracking and opportunity updates.
• Develop territory-level product and services forecasts.
• Develop account plans, including strategy execution and time association.
• Create relationship action plans and stakeholder mapping.
• Develop product roadmaps for preferred suppliers and proprietary penetration.
• Create retention and risks plans, including deal strategy, competitive intelligence, contract renewal timelines, and relationship risks.
• Maintain plans within CRM.
• Conduct Quarterly Business Reviews (QBRs).
• Qualify, sequence, and close deals, including full debrief of the deal process and outcome.
• Manage quoting and discounting within defined guardrails without escalation.
• Recommend pricing beyond guardrails.
• Recommend surgical or specialty product mix and services mix.
• Recommend deal strategies, including deal modeling and structuring for strategic growth and profitability improvement.
• Inform Sales Leadership on pipeline health risks and forecast changes.
• Inform Operations and customer service teams on customer expectations, service issues, and onboarding needs.
• Inform Product and category teams on customer feedback, product gaps, and competitive pressures.

Requirements

• Bachelor’s Degree required.
• 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.
• 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.
• 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.

Skills

• Strategic selling
• Consultative selling
• Account planning
• Financial acumen
• Business management
• Communication
• Presentation
• Negotiation
• Problem-solving
• Issue resolution
• CRM systems
• Sales analytics tools
• Business planning resources

Location

• Assigned territory

Work Type

• Outside sales
• Full-time

Experience Level

• 5+ years of sales, account management, or related experience

Education Level

• Bachelor’s Degree

Salary/Compensations

• $85-100K Base salary, plus an uncapped variable target of 70K, at plan.

Benefits

• Comprehensive Healthcare Plan (Medical, dental, and vision) starting day one for full-time teammates.
• Educational Assistance for approved collegiate programs.
• Employer-Paid Life Insurance and Disability coverage.
• Voluntary Supplemental Programs (supplemental life, hospitalization, critical illness, etc.).
• Support for Growing Family (Adoption assistance, fertility benefits, parental leave).
• Health Savings Account (HSA) and 401(k) programs.
• Paid Leave (holidays, vacation days, personal days, sick days, short-term leave, parental leave).
• Well-Being programs (Teammate Assistance Program, Calm Health, Cancer Resources Services, discount programs).

About the Company

• 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 proprietary and branded product offerings.
• 1,000 branded medical product suppliers.
• 4,000 healthcare partners served.

Equal Opportunity

• 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.