BenefitsComprehensive Healthcare Plan -Medical, dental, and vision plans start on day one of employment for full-time teammates.Educational Assistance -We offer educationalassistanceto all eligible teammates enrolled in an approved, accredited collegiate program.Employer-Paid Life Insurance and Disability -We offer employer-paid life insurance and disabilitycoverage.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)and401(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, andadditionaltypes 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 $140-170k plus $85K incentive. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.The Area Sales Director, Surgical Sales is a sales leadership role responsible for driving revenue growth, profitability, and market expansion across the surgical portfolio while building, developing, and sustaining a high-performing sales organization. This leader is accountable not only for business results but also for talent quality, performance management, and long-term career development across the field sales team. This role leads through people – setting clear performance expectations, identifying top talent, elevating team capability, and creating a culture of accountability, coaching, and continuous improvement. In addition, the role partners cross-functionally to deliver strategic surgical solutions, including custom procedure tray (CPT) conversions, procedural standardization, and value-based perioperative programs across complex health systems.Outcomes/Measures of SuccessAchieve or exceed revenue, gross margin, and operating income targets across the surgical portfolioBuild and sustain a high-performing sales organization with strong retention of top talentImprove overall team productivity through effective coaching, performance management, and skill developmentSuccessfully recruit, develop, and advance high-potential sales talent within the organizationStrengthen leadership bench strength and succession pipeline within the areaDeliver accurate forecasting and disciplined sales execution across the teamOwnsArea sales strategy and executionSales team hiring, talent assessment, performance management, and coaching standardsCompensation, accountability, and performance expectations within the area (in partnership with HR and sales leadership)Strategic account prioritization and execution focusRevenue growth, margin performance, and profitability initiativesLeadership development and succession planning within the sales organizationPipeline management and forecasting accountabilityRecommendsPromotions, role changes, and talent progression decisionsOrganizational structure and territory alignmentPricing strategies and strategic contract opportunitiesResource allocation to support team performance and growth opportunitiesInformsExecutive leadership on talent pipeline health, performance gaps, and organizational capabilityCross-functional teams on customer needs and field execution insightsOperations and commercial partners on staffing impacts to strategic initiativesKey ResponsibilitiesLead, coach, and develop a high-performing surgical sales organization focused on both results and long-term capability buildingContinuously assess talent performance, identifying top performers, underperformance, and future leaders within the organizationBuild structured development plans for sales representatives, including skill development, clinical acumen, and strategic selling capabilityDrive accountability through clear expectations, performance metrics, and consistent field engagementConduct regular field coaching, joint calls, and performance reviews to elevate individual and team effectivenessRecruit, hire, and onboard top-tier sales talent aligned to organizational culture and performance standardsDevelop succession pipelines and ensure readiness of future sales leaders within the regionOwn revenue, margin, and operating income performance across the surgical portfolioDrive strategic CPT conversions and surgical product adoption across key accountsEstablish and maintain executive-level relationships within IDNs, health systems, and large acute care customersPartner cross-functionally with marketing, operations, implementation, and product teams to support strategic initiativesOversee forecasting, pipeline management, and disciplined sales execution across the teamAct as an escalation point for strategic customer and field issues, ensuring timely resolution and alignmentSkills & CapabilitiesBachelor's degree required8+ years of progressive healthcare sales experience within surgical products, medical devices, or perioperative solutions5+ years of sales leadership experience managing geographically dispersed, high-performing teamsDemonstrated ability to assess talent, build capability, and improve performance in field sales organizationsStrong coaching, mentoring, and leadership development skillsProven success driving revenue growth, margin improvement, and complex sales executionStrong understanding of hospital systems, perioperative workflows, and surgical product environmentsAbility to lead complex sales cycles across IDNs, GPOs, and multi-site health systemsStrong financial acumen and operational disciplineExceptional communication, executive presence, and influence skillsExperience with CRM tools and performance analyticsStrong analytical and problem-solving capabilities with the ability to drive results in highly complex environmentsPreferredExperience building or transforming sales organizationsBackground in custom procedure trays, surgical drapes/gowns, or perioperative solutionsExperience with structured sales methodologies (e.g., Challenger, consultative selling)Prior responsibility for succession planning or multi-layer sales leadership teamsAdditional RequirementsAbility to travel extensively within assigned territory (up to 75-85%)Valid driver's license and clean driving record requiredAbility to work in clinical environments, including operating roomsAbility to manage multiple competing priorities across people leadership and strategic account executionOwens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.#J-18808-Ljbffr
