Owens & Minor

Surgical Sales Executive-Long Island, NY

Owens & Minor • $85K — $95K *
Long Island City, NY 11101In-Person
Healthcare
Less than 5 years of experience
2 weeks ago
Job Overview by Ladders

Qualifications

  • 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 such as drapes, gowns, and custom trays.
  • Strong knowledge of 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.
  • Proficiency in Microsoft Office and CRM systems.

Responsibilities

  • Lead product evaluations and support procedural standardization.
  • Develop and execute territory strategy and account plans.
  • Maintain accurate CRM entries for tracking sales activities.
  • Engage and educate customers in the OR department.
  • Drive adoption of bundled and procedure-based solutions.
  • Expand market share of surgical and perioperative products.
  • Provide insights and recommendations on pricing and contract opportunities.

Benefits

  • Uncapped variable compensation potential based on performance.
  • Opportunity to drive clinical outcomes and impact healthcare delivery.
  • Collaborative work environment with cross-functional teams.
  • Professional development opportunities in clinical sales.
Full Job Description
Job Description

The anticipated salary range for this position is $85-95K+/- 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

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.

Outcomes/Measures of Success:
  • 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

Skills and Capabilities:

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

Additional Requirements:
  • 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.

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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