Business Development Director

At Owens & Minor, we are a critical part of the healthcare process. As a Fortune 500 company with 350+ facilities across the US and 22,000 teammates in over 90 countries, we provide integrated technologies, products and services across the full continuum of care. Customers—and their patients—are at the heart of what we do.

Our mission is to empower our customers to advance healthcare, and our success starts with our teammates. 

Owens & Minor teammate benefits include:

• Medical, dental, and vision insurance, available on first working day

• 401(k), eligibility after one year of service

• Employee stock purchase plan

• Tuition reimbursement

RESPONSIBILITIES

Customer Relationship Management

• Identifies and develops sales opportunities within a designated geographic market/account.
• Analyzes customers’ needs, crafts tailored business development strategies, and creates demand for the company’s commercial offerings.
• Independently calls on senior-level executives and other representatives to generate demand and business development opportunities.
• Responds to incoming sales leads. 
• Delivers new, large Integrated Delivery Network (IDN) opportunities for the Commercial team.
• Serves as subject matter expert to support content development by relevant internal teams (Marketing, Sales Executives, Customer Services, etc.).
• Monitors and reports on business development productivity.  Logs activities into the Customer Relationship Management (CRM) system.

Sales Strategy Development

• Leads efforts that establish and enhance the company’s position as a thought leader in healthcare supply chain management through coaching teammates, and participation at summits and roundtables.
• Develops business development approach strategies and initiates pursuits. 
• Assists with proposal strategies and the sales process as needed. 
• Develops operating models that integrate the company’s Enterprise offering.
• Devises supply chain strategies and strategic plans for Enterprise customers.
• Reviews current business channels and identifies new channels.

Account Management

• Identifies and provides sales support for specific new business opportunities. 
• Coordinates targets and criteria with relevant sales teams (Core, OMS, Enterprise, etc.). 
• Develops new programs and expands upon current offerings, including metrics and benchmarking services, facility planning consulting, ISC enhancements, OMU Supply Chain Seminars, and the QA process for customer and client engagements.
• Performs additional duties as directed.

EDUCATION & EXPERIENCE

• 13 or more years of relevant sales/business development experience
• 8 or more years of directly related experience (Healthcare/Life Sciences Business to Business Sales, Account Management/Business Development, Healthcare Supply Chain, Healthcare Products, etc.)
• Or any combination of relevant education and experience to meet the above requirements

KNOWLEDGE, SKILLS, & ABILITIES

• Very strong understanding of hospitals and how large hospital systems operate and/or the distribution industry and how warehouse/delivery operations function
• Demonstrated functional knowledge of healthcare industry and the perioperative space
• Demonstrated understanding of advanced selling techniques, including strategic selling, team selling and consultative/conceptual selling and sales performance metrics
• Deep knowledge and understanding of CRM software and Account Management software systems (Salesforce)
• General understanding of MS Office (particularly MS Excel)
• Very strong financial management skills specifically in pricing, forecasting and developing cost justifications for product or service solutions
• Demonstrated ability to profitably manage a portfolio of customer accounts as well as to significantly grow sales
• Ability to create successful sales strategies for products, solutions and service offerings
• Very strong leadership and people management skills with an ability to direct, coach and mentor all levels of teammates
• Ability to deliver effective presentations to internal and external customers
• Excellent communication and interpersonal skills with an aptitude for building strong client relationships
• Excellent negotiation skills with an ability to influence most senior levels in an organization
• Demonstrated ability to use critical-thinking, problem-solving, quick alternatives identification and effective decision-making skills in driving toward collective, successful customer solutions
• Excellent project management, organizational and planning skills
• Ability to handle multiple tasks simultaneously under pressured deadlines

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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.

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.