• Develops strategic relationships among existing large, complex and sophisticated healthcare system accounts. • Understands their strategy and market position in order to identify goals, resources and action steps necessary to grow market share and earnings. • Manages senior executive (C-Suite) relationships. • Directly responsible for the Revenue, Gross Margin and Operating Earnings for a region working in partnership with operations. • Monitors sales and operational performance and routinely works with category and product management to enhance programs in the territories covered. • Participates in design of strategic plans to ensure sales and profit growth. • Coaches, mentors, develops and provides regular performance feedback to Enterprise Regional Directors, Business Development Directors, Technical Specialists and Clinical Product Specialists, empowering them to take responsibility for achieving their work goals. • Monitors overall client satisfaction, operational performance metrics and leads a sales team to manage client service levels. • Serves as point of escalation in resolution of complex customer issues. • Leverages extensive field operations experience to resolve customer issues. • Provides sales, product management and operational expertise to guide the sales to enhance existing business. • Actively works to develop a dynamic sales force design to address current and future client support and servicing strategy. • Engages in hiring, assessing, developing, coaching and mentoring the team to fulfill on that strategy. • Conducts Strategic Business Reviews for the region and provides results at quarterly corporate meetings. • Prepares the sales expense budget and design and reporting of Revenues and Gross Margin for their territory assignment. • Develops client strategies and successfully negotiates contracts that create value for the client and Owens & Minor-- adjusting products, sales and service as needed. • Creates sales strategy and actively markets and sells the full spectrum of Owens & Minor product and solutions offerings to current sophisticated and complex customer accounts. • Provides overall leadership and direction to sales team and drives client service efforts of the region's market area. • Will also co-lead operational strategies to improve overall performance and the customer experience. • Liaisons to the Home Office for input, exchange and strategy. • Consults with Regional and Corporate Operations Leaders to design and develop total customer solutions—bringing together sales, service and operations. • Leads engagement and alignment of internal and field resources (Account Management team, Client Engagement Center, Operations, etc.) to support initiatives, ensure a smooth implementation and provide after-sale support. • Develops a total sales organization design to oversee the creation and implementation of strategies, goals, and measurements by sales team, territory and client. • Ensures that plans are carried through to the individual sales representative to establish specific goals and objectives. • Assists in the corporate decision-making and direction-setting process as part of the sales senior management team (new service options, pricing strategies, manufacturer evaluation, market analysis and client focus at the executive level, etc.). • Models the effective use of Customer Relationship Management (CRM) tools and marketing strategies to maintain a strong business pipeline (i.e., prospecting, selling, qualifying, presenting and closing sales).