Territory sales manager

Owens & Minor · Mumbai, India

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, 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

Job Position Purpose / Summary

The Territory Sales Manager will be responsible for driving sales performance across assigned accounts and geography, ensuring business growth and customer satisfaction. The role involves developing and executing territory-level business plans, expanding key customer relationships and effectively managing distributors and healthcare institutions to achieve or exceed sales targets across all product categories.

Job Position Scope:

The position will report to the Regional Sales Manager.

Job Position Accountabilities / Expectations:

✓Sales Execution

• Achieve sales targets through effective territory and key account management

• Regular customer visits to build relationships and drive product adoption

• Identify, develop and convert opportunities in SFDC to build a strong funnel

• Monitor sales KPIs and submit corrective actions to close performance gaps

• Collaborate with the regional team & HO team to ensure alignment on strategy and execution

✓ Business Development:

• Identify new business opportunities in hospitals, healthcare institutions and key accounts

• Execute customer-wise strategies to drive value capture and increase share of wallet

• Monitors monitor sales call frequency, territory coverage, sales performance and execute plans for further growth.

• Responsible for budgeting, controls and executing governance and compliance.

• Support implementation of product launches and marketing campaigns within the territory

✓ Market Management:

• Maintain up-to-date knowledge of competitor activities, market trends and customer needs

• Participate in customer meetings, industry events and other external forums

• Collaborate with internal cross-functional teams (marketing, supply chain, finance) to support smooth execution

✓ Distributor & Channel Management:

• Manage relationships with distributors and channel partners

• Monitor secondary sales, stock availability and order fulfillment

• Ensure compliance with pricing, India FDA policies and commercial terms

• Drive Distributor engagement program to meet commercial objective

JOB DESCRIPTION

✓ Compliance & Reporting

• Adhere to all corporate governance and compliance guidelines

• Submit timely reports on sales performance, market insights and activities

• Maintain accurate records in CRM (e.g., SFDC) and ensure data hygiene

✓ People Management & Development

• Lead a team of employees in achieving organizational goals

• Guide, coach, direct and develop direct reports and foster those practices across the team

• Provide ongoing performance feedback, highlighting strengths and areas for improvement

• Identify and develop successors for own role and key positions within the team

• Motivate and empower the team to exceed targets through recognition and developmental support

• Identify training needs and nominate team members for relevant learning interventions

• Monitor and ensure compliance with all company policies and procedures

Key Relationships / Customer Expectations:

Internal: Regional Sales Manager, Country Marketing, Sales Operations, Finance, Supply Chain

External: Hospitals, Key Accounts, Distributors, Procurement Heads, Medical Staff

Key Leadership Behaviors:

IDEAL Values:

• I: Integrity- Honor commitments. Be thoughtful, honest and fair

• D: Development- Aspire for improvement and growth

• E: Excellence- Perform to the highest standards. Embrace our mission to empower our customers to advance healthcare into the future

• A: Accountability- Own our actions and results. Be responsible for what we do.

• L: Listen- Listen to our customers and to one another. Understand needs and deliver solutions

Qualifications / Education / Experience / Skills Required:

Education:

• Graduate in Life Sciences, Pharmacy, or an equivalent discipline. MBA / PGDBM preferred

Experience

• 8–10 years of overall sales experience in the Med Tech / healthcare industry

• Preferably 4–5 years of experience in a people management role

• Proven track record in hospital/institutional sales and territory management

• Prior experience or exposure to S& IP (Surgical & Infection Prevention) products

• Experience working with distributors and tender-driven institutional sales

• Broad-based understanding of healthcare customers, markets and competitors

• Experience working cross-functionally with marketing, supply chain and finance teams

Skills Required:

• Strong communication, interpersonal and negotiation skills

• Excellent relationship management and customer engagement capabilities

• Ability to lead, coach and develop high-performing teams

• Strategic thinking with hands-on execution ability

• High levels of integrity, initiative and organizational sensitivity

• Proficiency in CRM systems (e.g., Salesforce/SFDC) and MS Office tools