Surgical Sales Rep Jobs in Rochester, NY (NOW HIRING)

Owens & Minoris a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, healthsystemsand research centers around the world. For over140years, Owens & Minor has delivered comfort and confidence behind thescenes,so healthcare stays at the forefront, helping to make each day better for thehospitals,healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere,Life Takes Care.

Global Reach with a Local Touch

• 140+ years serving healthcare

• Over 14,000 teammates worldwide

• Serving healthcare partners in 80 countries

• Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland

• 40+ distribution centers

• Portfolio of 300 propriety and branded product offerings

• 1,000 branded medical product suppliers

• 4,000 healthcare partners served

Benefits

• Comprehensive 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 Surgical Sales Executive serves as the clinical sales specialist and business driver for the surgical product portfolio within an assigned territory. This role partners with Territory Sales Executives and cross-functional stakeholders to drive growth, improve clinical outcomes, and deliver value-based perioperative solutions. The position combines clinicalexpertiseand commercial acumen to lead product evaluations, support procedural standardization, and navigate complex healthcare systems to achieve sustainable revenue growth.

The anticipated salary range for this position is $85-100K -/+ Base salary, plus an uncapped variable target of 70K, at plan. The actual compensation offered may vary based on job related factors such as experience, skills, education and location

Territory: Upstate NY. 3-5 overnights a month to cover territory effectively.

Outcomes/Measures of Success:

• Achievement of annual territory targets - with steady and predictable monthly and quarterly pacing backed by effective account planning and QBRs

• Increase market shareofsurgical and perioperative product categories

• Successfully lead product evaluations and conversions to implementation

• Expand adoption of bundled and procedure-based solutions (e.g., custom trays)

• Retention of profitable existing accounts bymaintainingand growing strong relationshipsacross ORkey decision makers and influencers

• Drivemeasurable marginimprovementsbyleveragingcustomerefficiency opportunities, cost savings, andcustom pack standardizations

• Qualified pipeline coverage of 5x vs quota to support forecast accuracy and target attainment planning

Owns:

• Surgical Sales Territory Strategy and Forecast:

• Account segmentation and prioritization

• CRM accuracy including activity tracking and opportunity updates

• Surgical and specialty productforecasts

• Account Plans:

• Development of strategy to execute top surgical product initiatives and time associated on a quarterly basis

• Relationshipaction plans and stakeholder mappingincluding full depth of OR relationships (department heads, surgical decision makers, clinicians/surgeons)

• Clinical product evaluations, assessments, andconversion plansfor responsible categorieswhichincludesefficiencies, cost savings, and standardizations.

• Plan maintenance within CRM

• Customer engagement and education strategyfor the OR department

• Deal pursuit qualification, sequencing, and close strategy including full debrief of deal process and outcomeand targeting competitive displacement

• Pricing within Guardrails:

• Quoting and discounting to defined floor without escalation

Recommends:

• Pricing strategies and contract opportunities

• Product standardization or procedural optimization initiatives

• Product education, in-service training, and procedural guidance to customers, serving as a trusted clinical and commercial advisor

• Surgical product opportunities as input into Territory Sales Executive Account Plans

• Surgical product insight, discussions, and opportunities for customer QBRs

Informs:

• Sales leadership on account performance and opportunities, including barriers to adoption orutilization

• Cross-functional teams on implementation needs and customer feedbackto ensure seamless product conversions and high customer satisfaction

Skills and Capabilities:

Required:

• Bachelor's degreerequiredwith3-5+ yearsof OR/perioperative/clinicalexperience

• Strong clinical knowledge within surgical or perioperative environments

• Experience with surgical products (e.g., drapes, gowns, custom trays)

• Strong knowledge with SPDworkflowsand hospital systems

• Proven ability to meet or exceed sales targets in a quota-driven environment

• Strong communication, negotiation, and relationship-building skills

• Ability to lead complex sales cycles and cross-functional initiatives

• Proficiencyin Microsoft Office (Excel, PowerPoint, Word)

• Understanding of healthcare procurement processes and contracting

• Strong knowledge of CRM systems, sales analytics tools, and business planning resources

• Strong financial acumen and business management skills

Preferred:

• 5+ years of OR/perioperative sales experience

• Experience with Challenger or consultative sales methodologies

• Strong understanding of healthcare supply chain operations and health system dynamics with experience working with health systems, Integrated Delivery Networks (IDNs), Group Purchasing Organizations (GPOs), or healthcare providers

Additional Requirements:

• Ability to travel extensively within assigned territory (up to 70-80%)

• Valid driver's license and clean driving recordrequired

• Ability to work in clinical environments, including operating rooms

#LI-CS2

If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

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.