The salary for this position will between $160,000 - $200,000 with the potential for 20% Annual Incentive bonus. The salary will vary based on location, education and relevant experience.
The Director, Medical Products is a category business leader accountable for accelerating profitable growth, strengthening competitive positioning, and maximizing the performance of assigned product categories within Owens & Minor's Medical Division. This leader owns category financial and commercial performance, portfolio strategy, and execution, with particular emphasis on expanding proprietary-product penetration and converting customer and market opportunities into measurable business results.
Working across Sales, Marketing, Distribution, Sourcing, Manufacturing, Supply Chain, Finance, R&D, Quality and Regulatory, the Director prioritizes high-value opportunities, mobilizes cross-functional teams, and drives disciplined execution. The role helps institutionalize the Medical Division's growth and profitability operating model through customer focus, financial accountability, fact-based decisions, and speed.
Core ResponsibilitiesCategory Business Leadership & Financial Performance- Own assigned category business results, including net sales, gross margin, operating profit, market share, and working-capital implications.
- Develop and execute annual operating plans, multi-year category strategies, financial forecasts, and performance commitments.
- Identify and deliver revenue growth, margin expansion, cost competitiveness, and portfolio productivity initiatives; understand customer, channel, and product economics.
Portfolio Strategy & Proprietary-Product Growth- Define category positioning and portfolio roadmaps aligned with customer needs, competitive dynamics, and financial returns.
- Accelerate proprietary-product penetration in Owens & Minor distribution channels through assortment strategy, competitive conversion, and targeted commercial programs.
- Lead portfolio gap analysis, SKU rationalization, assortment standardization, lifecycle decisions, and build/source/partner/exit recommendations.
Growth & Profitability Opportunity Execution- Maintain a prioritized pipeline of category growth and profitability opportunities, from identification and validation through implementation and value realization.
- Build decision-ready business cases quantifying revenue, EBITDA contribution, investments, risks, timing, and required cross-functional resources.
- Lead category opportunity reviews and stage-gate recommendations; establish owners, milestones, decision points, and benefits tracking with Finance.
Commercial Strategy & Customer Conversion- Own category pricing strategy and partner with Sales, Distribution, Marketing, and Strategic Accounts on go-to-market execution, GPO strategy, and customer value propositions.
- Prioritize competitive displacement, cross-selling, customer conversion, and share-of-wallet growth; equip sales teams with product training and competitive tools.
- Monitor adoption, pipeline conversion, price realization, and effectiveness of commercial initiatives.
Customer Insights, Innovation & Lifecycle- Build a deep understanding of clinical use, customer requirements, purchasing behavior, market trends, and competitive alternatives.
- Prioritize product enhancements, new introductions, and innovation where supported by differentiated customer value and attractive returns.
- Lead commercialization plans and accelerate time to market while ensuring quality, regulatory, and operational readiness.
Cross-Functional & Global Execution- Coordinate cross-functional teams to align demand, inventory, sourcing, manufacturing economics, service levels, and category priorities.
- Remove execution barriers, resolve tradeoffs, and elevate decisions promptly; support strategic supplier and sourcing partnerships.
- Align global portfolio direction with North American business needs and collaborate with EMEA, APAC, and LATAM partners as applicable.
Governance, Performance & Team Leadership- Use category scorecards and structured growth and profitability reviews to surface decisions, performance gaps, and corrective actions.
- Lead and develop product management and marketing talent, strengthening financial acumen, commercial judgment, customer orientation, and ownership.
- Foster urgency, accountability, disciplined prioritization, and a bias for action across the category business.
Qualifications & Experience- Bachelor's degree in business, Marketing, Finance, or related discipline required; MBA or relevant advanced degree preferred.
- At least 8 years of relevant experience in product, category, marketing, or commercial business leadership, including demonstrated team and cross-functional leadership.
- Healthcare, medical supplies, medical devices, PPE, or healthcare distribution experience preferred.
- Demonstrated financial accountability, pricing and portfolio strategy expertise, and ability to convert business cases into measurable growth and profit.
- Strong analytical, customer-facing, influencing, executive communication, and change leadership skills; proven ability to execute in a matrixed organization.
- Experience with transformation management
- Ability to travel up to 50%
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.
