Enterprise Surgical Sales Executive, West

Surgical Sales, Enterprise

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 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. This 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.

Outcomes/Measures of Success:

• 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
• Collects feedback, best practices, pain points, and finds solutions to remove bottlenecks and scale to continuously improve process

Owns:

• Strategic customer conversion planning and execution
• Clinical evaluation and implementation leadership
• Leadership of CPT Program Management when assigned

Recommends:

• Improvements to standardization playbook
• Pricing strategies and margin optimization opportunities
• Product standardization or procedural optimization initiatives
• CPT growth strategy and proprietary product penetration initiatives
• Resource allocation to support strategic implementations

Informs:

• 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

Skills & Capabilities:

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

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 complex customer implementations simultaneously

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.