Director, Commercial Planning – Excellence

🔥 0 minutes ago

🌽 Illinois, New Jersey, +6 more states – Remote

🌽 Illinois – Remote 🏖️ New Jersey – Remote 🌲 North Carolina – Remote 🏈 Ohio – Remote 🦀 Maryland – Remote 🍂 Massachusetts – Remote 🔔 Pennsylvania – Remote 🌴 South Carolina – Remote

💵 $170k - $180k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

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Owens & Minor

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1882

📦 Logistics

💼 Consulting

🏥 Healthcare

💰 Post-IPO Debt on 2022-03

Logistics • Consulting • Healthcare

Owens & Minor is a global healthcare solutions company that provides essential products and services to support care from the hospital to the home. The company specializes in healthcare logistics, inventory management, supply chain solutions, and infection prevention. It offers logistics solutions to reduce costs and eliminate complexities for both acute and non-acute healthcare settings. Owens & Minor is also involved in consulting, helping improve healthcare supply chains and partnerships. The company is dedicated to empowering healthcare providers and serving patients, manufacturers, and communities with its range of products and services.

📋 Description

• Provide enterprise leadership for commercial planning, sales coverage, and strategic execution disciplines • Direct territory and coverage model design, customer segmentation, quota methodology, and annual planning • Advise executive and field sales leadership • Direct sales communications and commercial event management • Align Sales, Finance, Product, Marketing, and other partners around priorities, governance, timelines, and communications • Own territory design, territory alignment methodology, customer segmentation, and sales coverage model design • Communicate organizational or customer updates to the sales organization, including leading monthly All Sales Calls • Lead the cross-functional annual commercial planning process and account planning framework, including calendars, product focus, deliverables, reviews, governance, and training expectations • Govern account planning prioritization frameworks for promotions and products targeted to the field • Own QBR materials and support, including external messaging, standard materials, review processes, and compliance tracking • Improve governance and processes for account setup aligned to account assignments and requirements • Manage the commercial samples process and flow, including roles, approvals, tracking, and issue resolution • Coordinate commercial E&O initiatives, including prioritization, field activation, communications, and outcome tracking • Provide recommendations and oversight for product launches through the Sales Activation Process • Develop leadership presentation materials, playbooks, and rollout materials • Establish data-driven targets and initiatives for prioritization • Recommend territory, quota, coverage, and customer segmentation changes based on market opportunity, workload, customer needs, and commercial priorities • Guide annual priorities, product focus, initiative sequencing, field activation plans, and adjustments based on execution results • Evaluate event participation, investment, and portfolio changes based on strategic relevance, customer engagement, and ROI • Lead quota setting and territory deployment based on coverage models • Develop product and marketing go-to-market strategies based on voice of sales and voice of customer information • Lead customer segmentation prioritization to assess win probability, market potential, and competitive positioning • Drive measurable improvements in initiative prioritization, revenue per representative, territory balance, sales process standardization, execution discipline, and event/program ROI visibility

🎯 Requirements

• Bachelor’s degree in business, strategy, finance, marketing, healthcare administration, or a related field; advanced degree preferred • 8+ years of progressive experience in commercial strategy, sales operations, sales planning, consulting, marketing strategy, or a related discipline, including leadership of complex cross-functional programs • Ability to operate cross-functionally and influence without authority • Strong communication and executive presentation skills with ability to identify clear, actionable plans from complex topics or issues • Advanced Excel, PowerBI, and presentation skills; strong familiarity with Salesforce or CRM systems • Demonstrated expertise in territory design, customer segmentation, coverage models, quota methodology, annual planning, and account planning • Proven ability to translate enterprise strategy into field-ready roadmaps, governance, communications, materials, milestones, and measurable deliverables • Strong program and event leadership experience, including executive forums, national sales meetings, tradeshows, and multi-function initiatives • Executive communication and presentation skills, including development of leadership materials, customer communications, FAQs, and large-group calls • Strong analytical and financial acumen with the ability to evaluate territory balance, program effectiveness, event ROI, and commercial outcomes • Advanced proficiency with Excel, PowerPoint, Power BI, Salesforce, and related planning and project-management tools • Ability to influence senior leaders and cross-functional partners without direct authority and drive clarity, decisions, and follow-through • Healthcare distribution, medical products, health systems, GPOs, or related industry experience preferred

🏖️ Benefits

• Comprehensive healthcare plan including medical, dental, and vision plans starting on day one for full-time teammates • Educational assistance for eligible teammates enrolled in an approved, accredited collegiate program • Employer-paid life insurance and disability coverage • Voluntary supplemental life, hospitalization, critical illness, and other insurance programs • Adoption assistance • Fertility benefits included in the medical plan • Parental leave • Health Savings Account (HSA) • 401(k) • Holidays, vacation days, personal days, sick days, short-term leave, and additional types of leave • Teammate Assistance Program (TAP) • Calm Health • Cancer Resources Services • Discount programs • 20% AIP eligibility