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The Surgical Sales Executive drives growth and improves clinical outcomes for the surgical product portfolio within an assigned territory. They lead product evaluations, manage account strategies, and build relationships with key decision-makers in the operating room.
Candidates must have a bachelor's degree and 3-5 years of experience in surgical or perioperative clinical environments. Strong knowledge of hospital systems, SPD workflows, and the ability to travel extensively within the territory are required.
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™.
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 propriety and branded product offerings
1,000 branded medical product suppliers
4,000 healthcare partners served
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 Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
Health Savings Account (HSA) and 401(k) - We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
Paid Leave - In addition to sick days and short-term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
Well-Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.
The Surgical Sales Executive serves as the clinical sales specialist and business driver for the surgical product portfolio within an assigned territory. This role partners with Territory Sales Executives and cross-functional stakeholders to drive growth, improve clinical outcomes, and deliver value-based perioperative solutions. The position combines clinical expertise and commercial acumen to lead product evaluations, support procedural standardization, and navigate complex healthcare systems to achieve sustainable revenue growth.
The anticipated salary range for this position is $85-100K -/+ Base salary, plus an uncapped variable target of 70K, at plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location
Territory: Upstate NY. 3-5 overnights a month to cover territory effectively.
Achievement of annual territory targets – with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs
Increase market share of surgical and perioperative product categories
Successfully lead product evaluations and conversions to implementation
Expand adoption of bundled and procedure-based solutions (e.g., custom trays)
Retention of profitable existing accounts by maintaining and growing strong relationships across OR key decision makers and influencers
Drive measurable margin improvements by leveraging customer efficiency opportunities, cost savings, and custom pack standardizations
Qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planning
Owns:
Surgical Sales Territory Strategy and Forecast:
Account segmentation and prioritization
CRM accuracy including activity tracking and opportunity updates
Surgical and specialty product forecasts
Account Plans:
Development of strategy to execute top surgical product initiatives and time associated on a quarterly basis
Relationship action plans and stakeholder mapping including full depth of OR relationships (department heads, surgical decision makers, clinicians/surgeons)
Clinical product evaluations, assessments, and conversion plans for responsible categories which includes efficiencies, cost savings, and standardizations.
Plan maintenance within CRM
Customer engagement and education strategy for the OR department
Deal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcome and targeting competitive displacement
Pricing within Guardrails:
Quoting and discounting to defined floor without escalation
Recommends:
Pricing strategies and contract opportunities
Product standardization or procedural optimization initiatives
Product education, in-service training, and procedural guidance to customers, serving as a trusted clinical and commercial advisor
Surgical product opportunities as input into Territory Sales Executive Account Plans
Surgical product insight, discussions, and opportunities for customer QBRs
Informs:
Sales leadership on account performance and opportunities, including barriers to adoption or utilization
Cross-functional teams on implementation needs and customer feedback to ensure seamless product conversions and high customer satisfaction
Required:
Bachelor’s degree required with 3–5+ years of OR/perioperative/clinical experience
Strong clinical knowledge within surgical or perioperative environments
Experience with surgical products (e.g., drapes, gowns, custom trays)
Strong knowledge with SPD workflows and hospital systems
Proven ability to meet or exceed sales targets in a quota-driven environment
Strong communication, negotiation, and relationship-building skills
Ability to lead complex sales cycles and cross-functional initiatives
Proficiency in Microsoft Office (Excel, PowerPoint, Word)
Understanding of healthcare procurement processes and contracting
Strong knowledge of CRM systems, sales analytics tools, and business planning resources
Strong financial acumen and business management skills
Preferred:
5+ years of OR/perioperative sales experience
Experience with Challenger or consultative sales methodologies
Strong understanding of healthcare supply chain operations and health system dynamics with experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers
Ability to travel extensively within assigned territory (up to 70–80%)
Valid driver’s license and clean driving record required
Ability to work in clinical environments, including operating rooms
#LI-CS2
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.
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™
Offices: 10900 Nuckols Rd, Suite 400, Glen Allen, Virginia 23060, US
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