Owens & Minor

Enterprise Surgical Sales Executive, West

Owens & Minor • $100K — $120K *
Salem, OR 97301In-Person
Healthcare
5 - 7 years of experience
3 weeks ago
Job Overview by Ladders

Qualifications

  • Bachelor's degree required
  • 7-10+ years of medical, B2B, or healthcare sales experience
  • Extensive experience leading complex surgical product conversions
  • Strong understanding of CPT programs and hospital purchasing processes
  • Proven success managing large strategic accounts
  • Exceptional communication and negotiation skills
  • Ability to lead cross-functional initiatives in complex healthcare environments

Responsibilities

  • Lead high-stakes CPT conversions at strategic enterprise accounts
  • Educate Surgical Sales Executives on the standard playbook for conversions
  • Expand market share across surgical product categories
  • Stabilize off-track conversions through compliance and customer satisfaction
  • Collect feedback and implement solutions to improve processes
  • Own strategic customer conversion planning and execution
  • Lead clinical evaluation and implementation initiatives

Benefits

  • Comprehensive Healthcare Plan starting on day one
  • Educational assistance for eligible teammates
  • Employer-paid life insurance and disability coverage
  • Voluntary supplemental insurance options
  • Support for family growth including adoption assistance and parental leave
  • Health Savings Account (HSA) and 401(k) programs
  • Paid leave including holidays, personal days, and vacation
  • Well-being programs like Teammate Assistance Program and discount offerings
Full Job Description


Benefits
  • 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 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

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


#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.

About Owens & Minor

Owens & Minor, Inc. (NYSE: OMI) is a global healthcare solutions company that incorporates product manufacturing, distribution support and innovative technology services to deliver significant and sustained value across the breadth of the industry – from acute care to patients in their home. Aligned to its Mission of Empowering Our Customers to Advance HealthcareTM, more than 15,000 global teammates serve over 4,000 healthcare industry customers. A vertically-integrated, predominantly Americas-based footprint enables Owens & Minor to reliably supply its self-manufactured surgical and PPE products.

Owens & Minor Careers

Join the dynamic team at Owens & Minor, a leading global healthcare solutions company. With a rich history and a vibrant culture of innovation and leadership, there has never been a better time to explore job opportunities with us. Work You’ll Do At Owens & Minor, we empower our team to drive the healthcare industry forward through cutting-edge solutions and unparalleled client service. Our commitment to diversity and professional growth makes Owens & Minor not just a workplace but a place to build a meaningful career. Transform the Healthcare Industry Join our team to help healthcare organizations operate more efficiently and effectively using our innovative supply chain solutions. At Owens & Minor, you will work alongside industry experts dedicated to improving patient outcomes and reducing healthcare costs. Lead with Us Step into a role that harnesses your skills and passion for leadership. Owens & Minor is uniquely positioned at the intersection of healthcare solutions and technological innovation, providing a platform for professional growth and industry leadership. Collaborate with Experts Become part of a global team that values collaboration and diversity. Our network of professionals spans across continents, all working together to make a significant impact in healthcare. With over 15,000 dedicated team members, your potential for networking and professional development is expansive. Owens & Minor Jobs and Internship Programs We offer a range of career and internship opportunities designed to attract the best and brightest. Whether you're a seasoned professional or a recent graduate, Owens & Minor provides the tools and training to take your career to the next level. Innovate with Us Engage in work that challenges and fulfills you. Owens & Minor is at the forefront of healthcare innovation, constantly seeking better ways to serve our clients through advanced technology and strategic insights. Be Part of Our Culture Experience a culture that promotes career growth and supports your personal and professional development. Owens & Minor is committed to offering benefits that enhance your life and work, including comprehensive health benefits, diversity training, and flexible working arrangements. Future-Proof Your Career With Owens & Minor, the path to success is filled with opportunities to advance. Our supportive environment is designed to cultivate your talents through ongoing training and leadership programs. Explore Discover how Owens & Minor is revolutionizing healthcare: - Implementing advanced distribution strategies to enhance supply chain efficiency. - Leveraging data analytics to predict healthcare trends and improve client service. The Owens & Minor Difference Our combined expertise in healthcare solutions and our commitment to innovation and diversity make Owens & Minor a leader in the industry. Clients and healthcare providers trust Owens & Minor to deliver operational excellence and drive transformative outcomes. Stay Connected Join Our Team Search open positions that match your skills and interests. We look for passionate, curious, creative, and solution-driven team players. SEARCH OWENS & MINOR JOBS Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. READ CAREERS BLOG Job Alert Emails Personalize your subscription to receive job alerts, latest news, and insider tips tailored to your preferences. Discover the exciting and rewarding opportunities that await at Owens & Minor.
Learn more about Owens & Minor
Size
6,900 employees
Market Cap
$1.4 billion
Industry
Healthcare
Net Income
$29.8 million
Founded
1882
5 Year Trend
+0.1%
Revenue
$8.4 billion
NASDAQ
OMI
* Ladders Estimates

Similar Jobs

Ad banner background

Get Ready For Your
Next Interview

More Jobs at Owens & Minor

More Healthcare Jobs

Find similar Enterprise Surgical Sales Executive, West jobs:

NationwideSalem, OR