Area Sales Director, West Surgical Sales (Hiring Immediately)

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. The 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.

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.

Outcomes/Measures Of Success

Achieve or exceed revenue, gross margin, and operating income targets across the surgical portfolio

Build and sustain a high‑performing sales organization with strong retention of top talent

Improve overall team productivity through effective coaching, performance management, and skill development

Successfully recruit, develop, and advance high‑potential sales talent within the organization

Strengthen leadership bench strength and succession pipeline within the area

Deliver accurate forecasting and disciplined sales execution across the team

Owns

Area sales strategy and execution

Sales team hiring, talent assessment, performance management, and coaching standards

Compensation, accountability, and performance expectations within the area (in partnership with HR and sales leadership)

Strategic account prioritization and execution focus

Revenue growth, margin performance, and profitability initiatives

Leadership development and succession planning within the sales organization

Pipeline management and forecasting accountability

Recommends

Promotions, role changes, and talent progression decisions

Organizational structure and territory alignment

Pricing strategies and strategic contract opportunities

Resource allocation to support team performance and growth opportunities

Informs

Executive leadership on talent pipeline health, performance gaps, and organizational capability

Cross‑functional teams on customer needs and field execution insights

Operations and commercial partners on staffing impacts to strategic initiatives

Key Responsibilities

Lead, coach, and develop a high‑performing surgical sales organization focused on both results and long‑term capability building

Continuously assess talent performance, identifying top performers, underperformance, and future leaders within the organization

Build structured development plans for sales representatives, including skill development, clinical acumen, and strategic selling capability

Drive accountability through clear expectations, performance metrics, and consistent field engagement

Conduct regular field coaching, joint calls, and performance reviews to elevate individual and team effectiveness

Recruit, hire, and onboard top‑tier sales talent aligned to organizational culture and performance standards

Develop succession pipelines and ensure readiness of future sales leaders within the region

Own revenue, margin, and operating income performance across the surgical portfolio

Drive strategic CPT conversions and surgical product adoption across key accounts

Establish and maintain executive‑level relationships within IDNs, health systems, and large acute care customers

Partner cross‑functionally with marketing, operations, implementation, and product teams to support strategic initiatives

Oversee forecasting, pipeline management, and disciplined sales execution across the team

Act as an escalation point for strategic customer and field issues, ensuring timely resolution and alignment

Skills & Capabilities

Bachelor’s degree required

8+ years of progressive healthcare sales experience within surgical products, medical devices, or perioperative solutions

5+ years of sales leadership experience managing geographically dispersed, high‑performing teams

Demonstrated ability to assess talent, build capability, and improve performance in field sales organizations

Strong coaching, mentoring, and leadership development skills

Proven success driving revenue growth, margin improvement, and complex sales execution

Strong understanding of hospital systems, perioperative workflows, and surgical product environments

Ability to lead complex sales cycles across IDNs, GPOs, and multi‑site health systems

Strong financial acumen and operational discipline

Exceptional communication, executive presence, and influence skills

Experience with CRM tools and performance analytics

Strong analytical and problem‑solving capabilities with the ability to drive results in highly complex environments

Preferred

Experience building or transforming sales organizations

Background in custom procedure trays, surgical drapes/gowns, or perioperative solutions

Experience with structured sales methodologies (e.g., Challenger, consultative selling)

Prior responsibility for succession planning or multi‑layer sales leadership teams

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 competing priorities across people leadership and strategic account execution

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.

Owens & 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.

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