Full-Time
Territory Sales Executive
Owens & Minor
10,001+ employees
Global healthcare products and services distributor
Compensation Overview
$80k - $90k/yr
Indianapolis, IN, USA
Remote
Extensive travel within the assigned territory is required.
Bachelor's
 Sales & Account Management (1) |
|---|
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- A bachelor's degree is required with a minimum of five years of sales, account management, or related experience.
- Demonstrated success driving revenue growth and managing complex customer relationships.
- Strong understanding of healthcare supply chain operations and health system dynamics.
- Expertise in strategic selling, consultative selling, and account planning.
- Demonstrated ability to build and maintain executive and operational customer relationships.
- Strong financial acumen and business management skills.
- Excellent communication, presentation, and negotiation abilities, with the ability to manage multiple priorities and deliver results.
- Ability to lead and influence cross-functional teams without direct authority.
- Strong problem-solving and issue-resolution skills.
- Strong knowledge of customer relationship management systems, sales analytics tools, and business planning resources.
- Ability to travel extensively within the assigned territory.
- A valid driver's license and clean driving record are required.
- Serve as the primary commercial leader and business owner for an assigned territory.
- Manage customer commercial profit and loss statements by identifying profitable growth strategies, pursuing new business opportunities, expanding across the full products, services, and technology portfolio, and coordinating internal and external resources to deliver customer outcomes.
- Achieve annual territory targets with steady monthly and quarterly pacing supported by account planning and quarterly business reviews.
- Drive gross margin and profit growth within priority accounts by expanding products and services across the full portfolio while maintaining pricing discipline.
- Maintain qualified pipeline coverage at five times quota to support forecast accuracy and target-attainment planning.
- Prospect and convert new strategic accounts to increase territory account penetration.
- Retain profitable existing accounts by maintaining and growing relationships with key customer decision-makers and influencers.
- Own territory strategy and forecasting, including account segmentation, prioritization, cross-functional resource coordination, customer relationship management accuracy, activity tracking, opportunity updates, and territory-level product and service forecasts.
- Develop and maintain quarterly account plans, relationship action plans, stakeholder maps, product roadmaps, retention and risk plans, deal strategies, competitive intelligence, contract renewal timelines, and quarterly business reviews.
- Qualify, sequence, and develop close strategies for deal pursuits, including a full debrief of each deal process and outcome.
- Quote and discount within defined pricing guardrails without escalation.
- Inform sales leadership about pipeline health risks and forecast changes.
- Inform operations and customer service teams about customer expectations, service issues, and onboarding needs.
- Inform product and category teams about customer feedback, product gaps, and competitive pressures.
- Experience working with health systems, Integrated Delivery Networks, Group Purchasing Organizations, or healthcare providers.
- Experience developing strategic account plans and executing territory growth strategies.
- Experience with healthcare supply chain operations and health system dynamics.
Owens & Minor is a global healthcare solutions company that provides medical products and services for care from hospital to home, leveraging its brands Apria, Byram, and HALYARD. It moves medical supplies, home equipment, and clinical services through its supply chain, distribution network, and affiliated teams to support patients and providers. Its scale and end-to-end presence—from hospital sourcing to home care logistics—set it apart by connecting care settings and ensuring steady access across the care continuum. Its goal is to keep healthcare running smoothly by delivering reliable products and services wherever care happens, so Life Takes Care.
Company Size
10,001+
Company Stage
IPO
Headquarters
Indianapolis, Indiana
Founded
1882
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Simplify's Take
What believers are saying
- May 19, 2026 Halyard Kitting adds up to 2,000 jobs and capacity.
- Leadership additions in May and August 2026 signal a rebuild under Platinum Equity.
- Owens & Minor's retained 5% stake in the divested unit preserves upside optionality.
What critics are saying
- $1.2 billion secured notes and $1.7 billion debt keep leverage high through 2033.
- Anthem settlement ended one lawsuit, but the open Virginia case stays active.
- Honduras concentration exposes production to labor disruption, logistics shocks, and local instability.
What makes Owens & Minor unique
- Platinum Equity kept Owens & Minor as a standalone home-based care specialist in 2025.
- Jim Marshall joined May 27, 2026 from McKesson Health Systems, bringing scale expertise.
- Halyard Kitting in Honduras nearly doubles tray capacity with automation and proprietary components.
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Benefits
Health Insurance
Dental Insurance
Vision Insurance
401(k) Retirement Plan
401(k) Company Match
Employee Stock Purchase Plan
Tuition Reimbursement
Company News
Owens & Minor expands leadership team with appointment of chief human resources officer. August 13, 2026 - Owens & Minor announced the appointment of Jeannine Tait as chief human resources officer (CHRO). As CHRO, Jeannine will lead and direct talent development, culture building, performance management, and engagement strategies for the company's global workforce of 14,000 teammates. Tait joined Owens & Minor as interim CHRO in February 2026, bringing more than 30 years of cross-industry experience delivering people-first business strategies that drive measurable improvements in employee retention, cost efficiencies, and organizational performance that support overall business objectives. Most recently, Tait served as chief human resources and communications officer for McGraw Hill, where she led an initiative that successfully transformed the company's human resources division to enable their digital enterprise strategy in advance of an initial public offering (IPO), resulting in significant cost savings, reduced turnover, and stronger employee engagement.
Owens & Minor taps ex-mckesson executive as CEO. Healthcare products distributor Owens & Minor named a longtime medical supply executive as its new top leader, succeeding interim leader Christian Cook as the company continues operating as a standalone business under Platinum Equity ownership. Owens & Minor has appointed Jim Marshall as its new CEO, adding a veteran healthcare and medical products executive to lead the distributor's next phase Most recently, he served as Senior Vice President of Health Systems at McKesson, where Owens & Minor noted he helped drive double-digit growth across revenue, profitability and market share. Prior to that, Marshall spearheaded McKesson's U.S. Pharma operations unit as VP and General Manager. "I am honored to lead an organization that recognizes that the heart and soul of the healthcare supply chain are the people who make it possible - the customers we serve, and the teammates whose passion and purpose make Owens & Minor truly unique," Marshall said in a May 27 news release. "This is a pivotal moment in our journey to reimagine Owens & Minor's 140+ year legacy, and I am excited to continue advancing the transformation that's already having a meaningful impact for our teammates and customers." Richmond, VA-based Owens & Minor divested its Products & Healthcare Services (P&HS) business unit to Platinum Equity for $375 million and a 5% equity stake. P&HS continues to operate as a private standalone company under the Owens & Minor name. Owens & Minor has approximately 14,000 employees across the U.S. "With Jim's dedicated leadership, commitment to fostering a culture of high-performance, and talent for helping teams achieve their best, I could not be more confident that we have all the elements in place to compete and win," said Christian Cook, Owens & Minor Chairman and Managing Director at Platinum Equity. "We look forward to working with Jim and the executive leadership team as we continue to support and empower Owens & Minor's success in this next chapter." Recommended Reading
Owens & Minor has launched Halyard Kitting, a new approach to manufacturing medical procedure trays used in hospitals and healthcare facilities. The trays contain instruments, supplies and medical devices clinicians need for specific procedures in ready-to-use packages. The company's flagship kitting facility opened in Villanueva, Honduras, where Owens & Minor has operated for over 30 years. The state-of-the-art site will create opportunities for up to 2,000 employees and incorporates visual management sequencing and automated packaging systems that nearly double the company's current kitting production capacity. Halyard Kitting combines Owens & Minor's supply chain, distribution and manufacturing expertise to offer healthcare providers a more resilient solution with a broad range of kit components, including proprietary Halyard brand products. The launch follows Owens & Minor's transition to Platinum Equity's portfolio in December 2025.
Owens & Minor launches Halyard Kitting. May 19, 2026 - Owens & Minor announced the launch of Halyard(R) Kitting, a new approach to manufacturing the medical procedure trays that healthcare systems rely on to provide patient care in acute and non-acute care settings, including the operating room (OR). Medical procedure trays, sometimes referred to as surgical procedure kits or procedure packs, contain nearly all the instruments, supplies and medical devices clinicians require for a given procedure in one ready-to use package, and play a critical role in supporting a more efficient clinical environment. Halyard Kitting's main hub of operations is located in Villanueva, Honduras. With more than three decades of manufacturing experience in Honduras, the flagship facility offers new opportunities for up to 2,000 Owens & Minor teammates in the region. The state-of-the-art site incorporates the latest technology and process improvements for assembling medical procedure kits, including visual management sequencing and automated packaging systems that nearly double Owens & Minor's current network kitting production capacity. Combined with Owens & Minor's leading expertise in supply chain, distribution and manufacturing, Halyard Kitting transforms the production process, offering healthcare providers a more resilient and flexible approach with a broad range of kit components, including proprietary Halyard brand products...
Owens & Minor names Marc Rottink as Chief Operating Officer. * May 7, 2026 Owens & Minor has appointed Marc Rottink as Chief Operating Officer to strengthen its healthcare supply chain operations. This appointment signifies that the company has an eye on enhancing its efficiency and innovativeness. Moreover, the healthcare supply chain continues to be vital in Owens & Minor's future plans. Marc Rottink brings nearly 30 years of experience in managing global, multi-site healthcare supply chain operations. He has also spearheaded strategic transformations and increased operational effectiveness. His last role was Senior Vice President of Global Supply Chain and Customer Care at Smith & Nephew. He improved manufacturing excellence and planning capabilities. "In logistics, operational excellence is important, but in healthcare logistics, it's critical," said Christian Cook, chairman and interim CEO, Owens & Minor, and managing director at Platinum Equity. "We're making significant investments in our operations through automation and we're confident that Marc's impressive history of successfully leading global operational transformation will be a pivotal asset as Owens & Minor continues to improve the customer experience." Strengthening operations through leadership expertise. Previously, he held the role of Vice President of Global Supply Chain at Medtronic's Restorative Therapies Group. Consequently, his skills will boost the efficiency of the healthcare supply chain of Owens & Minor. In addition, Owens & Minor is still investing in automation to improve its performance. Additionally, Owens & Minor remains an independent business entity after the acquisition by Platinum Equity. This transition supports its legacy while advancing healthcare supply chain excellence. "Throughout my career, I've had great passion for developing and implementing large-scale strategies that help supply chains and product manufacturing operate more efficiently and more responsively," said Marc Rottink, Chief Operating Officer (COO), Owens & Minor. "I'm more than thrilled to join Owens & Minor and excited for the opportunity to innovate and improve the backbone of our strength our 140+ years of operational expertise and take it to the next level." For more stories on technology leaders shaping the future of enterprise solutions, visit its CXO Insiders.