Owens & Minor

Sr. Manager, Customer Value

Owens & Minor • $120K — $130K *
Mechanicsville, VA 23111In-Person
Healthcare
5 - 7 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • Bachelor's degree required; 5-10+ years in strategic sales or customer success roles.
  • Strong financial and analytical acumen essential.
  • Experienced in leveraging reporting tools and dashboards for performance monitoring.
  • Proven track record in designing margin review frameworks with actionable outcomes.
  • Ability to manage long-term contract strategies, assessing risks and opportunities.
  • Commercial mindset focused on profitability and value realization is crucial.
  • Leadership capability with a focus on measurable financial outcomes across teams.
  • Proficiency in Microsoft Office (Excel, PowerPoint, Word) and PowerBI required.
  • Preferred understanding of healthcare procurement processes and contracting.

Responsibilities

  • Define customer segmentation linked to actual versus potential margin dollars.
  • Size profitability levers by customer to prioritize resources effectively.
  • Standardize deal reviews to align with profitability levers and future quota-setting.
  • Drive customer profitability improvements aimed at increasing EBITDA.
  • Manage RFP processes proactively to increase dollars won during renewals.
  • Oversee deal desk processes from kickoff to contract signature across territories.
  • Report on margin trends and identify improvement opportunities for underperforming accounts.

Benefits

  • Eligibility for 15% Annual Incentive Plan (AIP).
  • Professional development opportunities within a leading commercial organization.
  • Collaborative work environment with cross-functional team partnerships.
  • Potential for remote work flexibility based on geographic location.
Full Job Description
Job Description - The Customer Value Management role is the profitability and deal-governance engine of the commercial organization.  This role carries two primarily responsibilities: 1. Customer profitability improvement through defining customer segmentation, sizing profitability levers, and running cadence that directs selling effort toward high-value opportunities while surfaces underperforming accounts for action; 2. Deal desk ownership from kickoff through contract signature, shifting the commercial narrative from unit cost to total cost of ownership, and enforcing pricing and margin discipline consistently across territories.  The role partners with Sales, Pricing, Marketing, and Product to translate customer challenges into quantified business outcomes, ensuring growth and retention decisions are data-driven, margin-aware, and standardized across the field.

The anticipated salary range for this position is $120,000 - 130,000 annually plus 15% AIP eligibility. The actual compensation offered may vary based on job related factors such as experience, skills, education and location. The ideal candidate will reside in central or east coast of the US.

Core Responsibilities-

Outcomes/Measures of Success

  • Define consistent customer segmentation linked to actual vs potential margin dollars

  • Sizing profitability levers by customer and lever to ensure resourcing is prioritized accordingly

  • Standardized deal review aligned to deal narrative (shift from Unit Cost to TCO, for example) and profitability levers as a part of future/multi-year quota-setting across territories

  • Customer Profitability Improvement - % increase in EBITDA through strategic initiatives / improvements by customer, reduce # of negative EBTIDA customers, reduce variability within customer segments

  • Increase the amount of RFP $s won by starting earlier and managing renewal timelines more proactively

Decision Rights

  • Owns:
    •    Identifying and managing operational initiatives linked to margin improvement levers
    •    Deal Desk processes including kick-offs, deal reviews, submittals, through contract signature
    •    Margin lever reviews and monthly regional report-outs to identify performance trends, uncover margin improvement opportunities for underperforming accounts, and drive data-informed discussions on cost-benefit at the account level

  • Recommends:
    •    Expansion opportunities and risks from analytics and insights using dashboarding and tracking tools
    •    Review margin levers customer by customer against profitability standards/benchmarks and provide tactical recommendations
    •    Core QBR topics to discuss with narrative that aligns customer challenges into quantifiable business outcomes
    •    Advises regional sales leadership of customer opportunities 

  • Informs:

  •  Tracks and defines profit improvement metrics across customers and levers to inform sales and cross-functional leadership of impacts of customer strategies

  •  Customer Quarterly or Monthly Business Reviews with data-driven insights and tracking against contractual commitments

Qualifying Experience-

  • Bachelor’s degree required with 5-10+ years of management experience in strategic sales or customer success/contract roles

  • Strong financial and analytical acumen

  • Experience leveraging reporting tools and dashboards to monitor performance, trends, and drive recommendations

  • Proven capability to design internal margin review frameworks with clear actions and objectives

  • Ability to manage long-term contract strategies while identifying risks and opportunities based on trends

  • Strong commercial mindset focus on profitability and value realization

  • Ability to lead a team with proactive mindset to focus on measurable financial outcomes cross-functionally

  • Proficiency in Microsoft Office (Excel, PowerPoint, Word) and PowerBI

  • Understanding of healthcare procurement processes and contracting preferred

  • Ability to travel (up to 20%)

#LI-ST1

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

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