Area Sales Director, Surgical Sales
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 anticipated salary range for this position is $140-170k plus $85K incentive. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.
The Area Sales Director, Surgical Sales is a sales leadership role responsible for driving revenue growth, profitability, and market expansion across the surgical portfolio while building, developing, and sustaining a high-performing sales organization.This leader is accountable not only for business results but also for talent quality, performance management, and long-term career development across the field sales team.This role leads through people – setting clear performance expectations, identifying top talent, elevating team capability, and creating a culture of accountability, coaching, and continuous improvement.
In addition, the role partners cross-functionally to deliver strategic surgical solutions, including custom procedure tray (CPT) conversions, procedural standardization, and value-based perioperative programs across complex health systems.
Outcomes/Measures of Success:
- Achieve or exceed revenue, gross margin, and operating income targets across the surgical portfolio
- Build and sustain a high-performing sales organization with strong retention of top talent
- Improve overall team productivity through effective coaching, performance management, and skill development
- Successfully recruit, develop, and advance high-potential sales talent within the organization
- Strengthen leadership bench strength and succession pipeline within the area
- Deliver accurate forecasting and disciplined sales execution across the team
Owns:
- Area sales strategy and execution
- Sales team hiring, talent assessment, performance management, and coaching standards
- Compensation, accountability, and performance expectations within the area (in partnership with HR and sales leadership)
- Strategic account prioritization and execution focus
- Revenue growth, margin performance, and profitability initiatives
- Leadership development and succession planning within the sales organization
- Pipeline management and forecasting accountability
Recommends:
- Promotions, role changes, and talent progression decisions
- Organizational structure and territory alignment
- Pricing strategies and strategic contract opportunities
- Resource allocation to support team performance and growth opportunities
Informs:
- Executive leadership on talent pipeline health, performance gaps, and organizational capability
- Cross-functional teams on customer needs and field execution insights
- Operations and commercial partners on staffing impacts to strategic initiatives
Key Responsibilities:
- Lead, coach, and develop a high-performing surgical sales organization focused on both results and long-term capability building
- Continuously assess talent performance, identifying top performers, underperformance, and future leaders within the organization
- Build structured development plans for sales representatives, including skill development, clinical acumen, and strategic selling capability
- Drive accountability through clear expectations, performance metrics, and consistent field engagement
- Conduct regular field coaching, joint calls, and performance reviews to elevate individual and team effectiveness
- Recruit, hire, and onboard top-tier sales talent aligned to organizational culture and performance standards
- Develop succession pipelines and ensure readiness of future sales leaders within the region
- Own revenue, margin, and operating income performance across the surgical portfolio
- Drive strategic CPT conversions and surgical product adoption across key accounts
- Establish and maintain executive-level relationships within IDNs, health systems, and large acute care customers
- Partner cross-functionally with marketing, operations, implementation, and product teams to support strategic initiatives
- Oversee forecasting, pipeline management, and disciplined sales execution across the team
- Act as an escalation point for strategic customer and field issues, ensuring timely resolution and alignment
Skills & Capabilities:
- Bachelor's degree required
- 8+ years of progressive healthcare sales experience within surgical products, medical devices, or perioperative solutions
- 5+ years of sales leadership experience managing geographically dispersed, high-performing teams
- Demonstrated ability to assess talent, build capability, and improve performance in field sales organizations
- Strong coaching, mentoring, and leadership development skills
- Proven success driving revenue growth, margin improvement, and complex sales execution
- Strong understanding of hospital systems, perioperative workflows, and surgical product environments
- Ability to lead complex sales cycles across IDNs, GPOs, and multi-site health systems
- Strong financial acumen and operational discipline
- Exceptional communication, executive presence, and influence skills
- Experience with CRM tools and performance analytics
- Strong analytical and problem-solving capabilities with the ability to drive results in highly complex environments
Preferred:
- Experience building or transforming sales organizations
- Background in custom procedure trays, surgical drapes/gowns, or perioperative solutions
- Experience with structured sales methodologies (e.g., Challenger, consultative selling)
- Prior responsibility for succession planning or multi-layer sales leadership teams
Additional Requirements:
- Ability to travel extensively within assigned territory (up to 75-85%)
- Valid driver's license and clean driving record required
- Ability to work in clinical environments, including operating rooms
- Ability to manage multiple competing priorities across people leadership and strategic account execution
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.
Area Sales Director, Surgical Sales
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 anticipated salary range for this position is $140-170k plus $85K incentive. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.
The Area Sales Director, Surgical Sales is a sales leadership role responsible for driving revenue growth, profitability, and market expansion across the surgical portfolio while building, developing, and sustaining a high-performing sales organization.This leader is accountable not only for business results but also for talent quality, performance management, and long-term career development across the field sales team.This role leads through people – setting clear performance expectations, identifying top talent, elevating team capability, and creating a culture of accountability, coaching, and continuous improvement.
In addition, the role partners cross-functionally to deliver strategic surgical solutions, including custom procedure tray (CPT) conversions, procedural standardization, and value-based perioperative programs across complex health systems.
Outcomes/Measures of Success:
- Achieve or exceed revenue, gross margin, and operating income targets across the surgical portfolio
- Build and sustain a high-performing sales organization with strong retention of top talent
- Improve overall team productivity through effective coaching, performance management, and skill development
- Successfully recruit, develop, and advance high-potential sales talent within the organization
- Strengthen leadership bench strength and succession pipeline within the area
- Deliver accurate forecasting and disciplined sales execution across the team
Owns:
- Area sales strategy and execution
- Sales team hiring, talent assessment, performance management, and coaching standards
- Compensation, accountability, and performance expectations within the area (in partnership with HR and sales leadership)
- Strategic account prioritization and execution focus
- Revenue growth, margin performance, and profitability initiatives
- Leadership development and succession planning within the sales organization
- Pipeline management and forecasting accountability
Recommends:
- Promotions, role changes, and talent progression decisions
- Organizational structure and territory alignment
- Pricing strategies and strategic contract opportunities
- Resource allocation to support team performance and growth opportunities
Informs:
- Executive leadership on talent pipeline health, performance gaps, and organizational capability
- Cross-functional teams on customer needs and field execution insights
- Operations and commercial partners on staffing impacts to strategic initiatives
Key Responsibilities:
- Lead, coach, and develop a high-performing surgical sales organization focused on both results and long-term capability building
- Continuously assess talent performance, identifying top performers, underperformance, and future leaders within the organization
- Build structured development plans for sales representatives, including skill development, clinical acumen, and strategic selling capability
- Drive accountability through clear expectations, performance metrics, and consistent field engagement
- Conduct regular field coaching, joint calls, and performance reviews to elevate individual and team effectiveness
- Recruit, hire, and onboard top-tier sales talent aligned to organizational culture and performance standards
- Develop succession pipelines and ensure readiness of future sales leaders within the region
- Own revenue, margin, and operating income performance across the surgical portfolio
- Drive strategic CPT conversions and surgical product adoption across key accounts
- Establish and maintain executive-level relationships within IDNs, health systems, and large acute care customers
- Partner cross-functionally with marketing, operations, implementation, and product teams to support strategic initiatives
- Oversee forecasting, pipeline management, and disciplined sales execution across the team
- Act as an escalation point for strategic customer and field issues, ensuring timely resolution and alignment
Skills & Capabilities:
- Bachelor's degree required
- 8+ years of progressive healthcare sales experience within surgical products, medical devices, or perioperative solutions
- 5+ years of sales leadership experience managing geographically dispersed, high-performing teams
- Demonstrated ability to assess talent, build capability, and improve performance in field sales organizations
- Strong coaching, mentoring, and leadership development skills
- Proven success driving revenue growth, margin improvement, and complex sales execution
- Strong understanding of hospital systems, perioperative workflows, and surgical product environments
- Ability to lead complex sales cycles across IDNs, GPOs, and multi-site health systems
- Strong financial acumen and operational discipline
- Exceptional communication, executive presence, and influence skills
- Experience with CRM tools and performance analytics
- Strong analytical and problem-solving capabilities with the ability to drive results in highly complex environments
Preferred:
- Experience building or transforming sales organizations
- Background in custom procedure trays, surgical drapes/gowns, or perioperative solutions
- Experience with structured sales methodologies (e.g., Challenger, consultative selling)
- Prior responsibility for succession planning or multi-layer sales leadership teams
Additional Requirements:
- Ability to travel extensively within assigned territory (up to 75-85%)
- Valid driver's license and clean driving record required
- Ability to work in clinical environments, including operating rooms
- Ability to manage multiple competing priorities across people leadership and strategic account execution
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.
