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, Surgical Products is a category business leader accountable for accelerating profitable growth, strengthening competitive positioning, and maximizing the performance of assigned surgical product categories within Owens & Minor. This leader owns category financial and commercial performance, portfolio strategy, and execution, with particular emphasis on expanding proprietary surgical-product penetration and converting customer, clinical, 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 across surgical products, mobilizes cross-functional teams, and drives disciplined execution. The role helps advance the surgical products growth and profitability operating model through customer and clinician focus, financial accountability, fact-based decisions, and speed.
Core Responsibilities
Category Business Leadership & Financial Performance
- Own assigned surgical product category results, including net sales, gross margin, operating profit, market share, and working-capital implications.
- Develop and execute annual operating plans, multi-year surgical category strategies, financial forecasts, and performance commitments.
- Identify and deliver revenue growth, margin expansion, cost competitiveness, and portfolio productivity initiatives; understand surgical customer, channel, and product economics.
Portfolio Strategy & Proprietary-Product Growth
- Define surgical category positioning and portfolio roadmaps aligned with operating-room and procedural needs, customer requirements, competitive dynamics, and financial returns.
- Accelerate proprietary surgical-product penetration in Owens & Minor distribution channels through assortment strategy, competitive conversion, and targeted commercial programs.
- Lead surgical portfolio gap analysis, SKU rationalization, assortment standardization, lifecycle decisions, and build/source/partner/exit recommendations.
Growth & Profitability Opportunity Execution
- Maintain a prioritized pipeline of surgical 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 surgical 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 surgical product training, clinical-value messaging, and competitive tools.
- Monitor adoption, pipeline conversion, price realization, and effectiveness of surgical commercial initiatives.
Customer Insights, Innovation & Lifecycle
- Build a deep understanding of surgical workflows, clinical use, clinician and customer requirements, purchasing behavior, market trends, and competitive alternatives.
- Prioritize surgical product enhancements, new introductions, and innovation where supported by differentiated clinical and customer value, product performance, and attractive returns.
- Lead commercialization plans and accelerate time to market for surgical products 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 surgical category priorities.
- Remove execution barriers, resolve tradeoffs, and elevate decisions promptly; support strategic supplier and sourcing partnerships for surgical products.
- Align global surgical 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; surgical products or operating-room/procedural market experience strongly preferred.
- Experience in surgical supplies, surgical apparel, procedure-related products, medical devices, healthcare distribution, or related healthcare markets 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.
