Enterprise Surgical Sales Executive, Southeast

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.

This Surgical Sales, Enterprise role serves as the senior clinical sales specialist responsible for driving large-scale custom procedure tray (CPT) conversions at strategic accounts across nationally as prioritized by leadership. The role partners closely with the Surgical Sales Executive and Surgical Sales leaders to deliver value-driven perioperative solutions through standardization, scaling, and margin up initiatives on existing CPT sales. The position is a key leader to drive education of conversions and expansions of CPTs across the surgical sales teams while collecting feedback, implementing best practices, and finding solutions to scale and continuously improve profitably.

The anticipated salary range for this position is $100‑120k plus $72K incentive. The actual compensation offered may vary based on job-related factors such as experience, skills, education, and location.

• Successfully lead high‑stakes CPT conversions at specific strategic enterprise accounts
• Drive and educate Surgical Sales Executives on the standard playbook to scale how to convert and increase overall CPT profitability
• Expand market share across surgical and perioperative product categories
• Lead stabilization of off‑track conversions through compliance of timeline, target SKUs, and customer satisfaction to ensure long‑term customer partnerships
• Collect feedback, best practices, pain points, and find solutions to remove bottlenecks and scale to continuously improve process
• Own strategic customer conversion planning and execution, clinical evaluation and implementation leadership, and CPT program management when assigned
• Recommend improvements to standardization playbook, pricing strategies and margin optimization opportunities, product standardization or procedural optimization initiatives, CPT growth strategy and proprietary product penetration initiatives, and resource allocation to support strategic implementations
• Inform sales leadership on account performance, conversion progress, and growth opportunities, cross‑functional teams on customer requirements, implementation needs, and operational risks, QA/RA and operations teams on customer concerns, product issues, and recall execution requirements

Required:

• Bachelor’s degree required
• 7–10+ years of medical, B2B, or healthcare sales experience
• Extensive experience leading complex surgical product conversions and implementations
• Strong understanding of CPT programs, perioperative workflows, and hospital purchasing processes
• Proven success managing large strategic accounts and enterprise-level relationships
• Strong financial and business acumen with ability to identify profitability opportunities
• Exceptional communication, presentation, negotiation, and executive engagement skills
• Ability to lead cross‑functional initiatives in highly complex healthcare environments
• Strong analytical and problem‑solving capabilities
• Proven ability to meet or exceed sales targets in a quota‑driven environment
• Proficiency in Microsoft Office (Excel, PowerPoint, Word)

Preferred:

• 7+ years of OR/perioperative sales experience
• Experience with surgical products (e.g., drapes, gowns, custom trays)
• Experience leading IDN or large health system conversions
• Familiarity with SPD workflows and hospital systems
• Experience with Challenger or consultative sales methodologies

• 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 complex customer implementations simultaneously

• 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…