Business Development Manager – Adjacent Health Care UK, Ireland and Nordics
Owens & Minor, Inc. (NYSE: OMI) is a leading global healthcare services company dedicated to Connecting the World of Medical Products to the Point of Care by providing vital supply chain services to healthcare providers and manufacturers of healthcare products. We operate across the US and Europe, serving a broad range of customers including hospitals, healthcare networks, manufacturers, and government entities. Headquartered in Richmond, Virginia, Owens & Minor is a Fortune 500 company with over $10 billion in annual revenues.
Job Description
Position Summary: This role focuses on developing new business in the adjacent healthcare markets within UK, Ireland, and Nordics, managing regional and national distributor partnerships. The main responsibilities include developing and executing the commercial strategy for the segment (covering dental, emergency services, veterinary, primary care, aged care, agricultural, pharmacy), and supporting sales activities, including education and product guidance to distributors and end-users in collaboration with marketing and back-office teams to meet sales and gross profit targets.
The Business Development Manager will:
* Lead strategic planning, implementation, and monitoring.
* Manage and grow distributor partnerships.
Collaborate with marketing to develop tactical plans aligned with business objectives. Drive expansion of the Halyard portfolio by seeking new opportunities and increasing market penetration. Achieve profit, market share, and category volume goals through leadership and market development efforts.
Essential Job Functions:
* Achieve sales revenue and gross profit targets.
* Develop and execute commercial strategies for the segment in the assigned territory.
* Build and manage a network of key distributors, focusing on profitable opportunities.
* Align new partnerships with portfolio solutions and value propositions.
* Implement business strategies and tactical plans via distributors, including marketing and training initiatives.
* Set objectives and review distributor performance regularly through business reviews.
* Negotiate pricing and manage contractual agreements.
* Present and promote Halyard products and services to key decision-makers within distributor networks and target accounts.
* Train distributors on product usage and support business development activities.
* Identify market development opportunities and coordinate with support teams to create value.
* Maintain accurate records of opportunities, contacts, and activities in CRM system.
* Foster a high-performance culture with clear objectives and performance measurement.
* Monitor competitor activity and gather market intelligence.
* Coordinate with Supply Chain for demand planning and S&OP processes.
Qualifications:
* Bachelor’s degree in Business Management, Marketing, Science, or related field.
* Minimum 10 years of successful B2B sales experience, with prior distributor management experience.
* Experience in adjacent care segments such as dental, veterinary, primary care, or aged care.
Skills & Abilities:
* Customer-oriented, results-driven with strong business acumen.
* Excellent communication and teamwork skills.
* Strong project management and organizational skills.
* Analytical, problem-solving, negotiation, and decision-making skills.
* Self-motivated with a proactive approach.
* Interpersonal skills to interact effectively with diverse stakeholders.
* Ability to manage objections and stakeholder interests.
* High autonomy, attention to detail, and deadline orientation.
* Strong presentation and training skills.
* Willingness to travel frequently (up to 60%) within UK, Ireland, and Nordics.
* Proficiency in MS Office and CRM Salesforce.com.
Core Competencies:
* Flexible, able to handle multiple priorities in a fast-paced environment.
* High attention to detail, accuracy, and excellent communication skills.
* Empathy and ability to work across cultures.
* Demonstrates Owens & Minor’s core values: Integrity, Development, Accountability.
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