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

Position Purpose / Summary

The National Lead – Industrial Business is responsible for developing and executing Owens & Minor India's industrial business strategy to drive sustainable revenue growth, profitability and market expansion across priority industrial segments.

This role will lead the development of strategic customer relationships, strengthen and expand the distributor network, identify new business opportunities and maximize market penetration for Owens & Minor's industrial portfolio. The incumbent will collaborate closely with cross-functional teams including Marketing, Supply Chain, Finance, Customer Service and regional leadership to ensure successful execution of commercial objectives.

The role requires a highly strategic and commercially astute professional with strong experience in industrial sales, channel management and business development. The individual will serve as a trusted partner to customers and distributors, leveraging market insights to enhance Owens & Minor's competitive position and deliver long-term business growth.

Disciplined execution through CRM systems, robust forecasting and a strong customer-centric approach will be critical to success in this role.

Key Accountabilities / Responsibilities

Responsibility Area One: Business Strategy and Growth

Major Actions

• Develop and execute the annual Industrial Business Plan aligned with Owens & Minor India's strategic priorities.
• Deliver sales, volume and profitability targets for the industrial portfolio.
• Identify, assess and pursue new business opportunities across key industrial sectors.
• Monitor market trends, competitive activity, customer requirements and regulatory developments to identify growth opportunities and mitigate business risks.
• Provide regular business performance reviews, forecasts and strategic recommendations to leadership.
• Develop and implement initiatives to accelerate market penetration and expand Owens & Minor's presence within targeted segments.

How Success Will Be Measured

• Achievement of annual net sales targets.
• Achievement of operating profit objectives.
• Delivery of volume growth targets.
• Year-over-year growth in industrial business revenue.
• Successful entry into new markets and customer segments.

Responsibility Area Two: Strategic Account and Distributor Management

Major Actions

• Develop and maintain strategic relationships with national industrial accounts and key decision-makers.
• Identify, appoint, develop and manage channel partners to strengthen market coverage and business performance across India.
• Implement Strategic Account Management principles to maximize long-term customer value and retention.
• Conduct regular business reviews with distributors to evaluate performance, identify opportunities and address gaps.
• Partner with distributors to establish annual business plans, growth initiatives and capability-building programs.
• Support the resolution of customer and distributor concerns in a timely and effective manner.

How Success Will Be Measured

• Growth in sales through key accounts and distribution partners.
• Improved distributor effectiveness and engagement.
• Increased customer retention and satisfaction levels.
• Successful onboarding and development of strategic channel partners.
• Achievement of agreed business objectives with distributors.

Responsibility Area Three: Market Development and Portfolio Expansion

Major Actions

• Collaborate with Marketing teams to develop and implement market development initiatives, promotional campaigns and customer engagement activities.
• Support new product introductions and commercialization initiatives within the industrial portfolio.
• Identify emerging customer needs and recommend portfolio opportunities to strengthen Owens & Minor's market position.
• Develop relationships with key opinion leaders, industry associations and influencers to enhance brand visibility and market intelligence.
• Participate in relevant industry forums, conferences and customer events to generate business opportunities.

How Success Will Be Measured

• Successful execution of marketing and market development plans.
• Increased penetration of the industrial product portfolio.
• Growth from new products and solutions.
• Improved market awareness and brand presence.
• Expansion of customer opportunities and sales pipeline.

Responsibility Area Four: Commercial Excellence and Business Operations

Major Actions

• Drive disciplined sales execution through effective pipeline management and CRM utilization.
• Develop accurate sales forecasts and demand plans to support inventory and supply planning.
• Partner with Finance, Supply Chain, Customer Service and Sales Operations to optimize business performance.
• Support pricing strategies, commercial proposals, tender submissions and contract negotiations in line with company policies.
• Monitor receivables and collaborate with relevant stakeholders to ensure healthy working capital management.
• Ensure compliance with company policies, ethical standards and applicable regulatory requirements.

How Success Will Be Measured

• Forecast accuracy and effective demand planning.
• Timely completion of commercial processes and reporting requirements.
• Effective management of pricing and commercial governance.
• Improvement in receivables performance.
• Strong collaboration with internal stakeholders resulting in enhanced customer experience.

Key Relationships

Stakeholder

Nature / Purpose of Relationship

Country Leadership Team

Strategic alignment, business reviews, forecasting and performance updates

Marketing Team

Portfolio strategy, market development initiatives and product launches

Supply Chain Team

Demand planning, inventory management and service level optimization

Finance Team

Pricing, profitability analysis, commercial approvals and receivables management

Customer Service and Sales Operations

Order management, reporting and customer experience enhancement

Strategic Customers

Relationship management, business development, contract negotiations and solution selling

Distribution Partners

Business planning, capability development, performance reviews and market expansion

Industry Associations and Key Influencers

Market intelligence, networking and brand positioning

Decision-Making Authority

Decisions Expected

• Develop and execute customer and distributor business plans.
• Prioritize business opportunities and allocate time and resources accordingly.
• Review and revise sales forecasts and demand plans.
• Implement customer engagement and market development strategies.
• Recommend corrective actions to address performance gaps against established plans.

Recommendations Expected

• Pricing and commercial proposals requiring approval.
• Appointment, performance improvement, or rationalization of distribution partners.
• Strategic investments to support business growth initiatives.
• Portfolio expansion opportunities and market entry strategies.
• Business improvement initiatives to optimize commercial performance.

Qualifications, Experience and Skills

Essential

• Bachelor's degree in Science, Engineering, Business Administration, or a related discipline.
• 12–15 years of progressive experience in industrial sales, business development, strategic account management, or channel management within B2B environments.
• Proven track record of consistently delivering sales growth and profitability targets at a regional or national level.
• Demonstrated experience in developing and managing distributor networks across multiple geographies within India.
• Strong experience in managing strategic customer relationships and negotiating complex commercial agreements.
• Experience in identifying market opportunities and developing effective go-to-market strategies.
• Strong commercial acumen with expertise in forecasting, business planning, pricing and performance management.
• Proven ability to work effectively within cross-functional and matrix organizations.
• Excellent communication, presentation, influencing and stakeholder management skills.
• Strong analytical and problem-solving capabilities with the ability to convert market insights into actionable business plans.
• Proficiency in CRM systems (preferably Salesforce) and Microsoft Office applications.
• Willingness to travel extensively across India based on business requirements.

Preferred

• MBA or postgraduate qualification in Sales, Marketing, General Management, or a related field.
• Experience within multinational organizations operating in industrial, healthcare, cleanroom, PPE, infection prevention, or adjacent sectors.
• Exposure to industrial segments such as pharmaceuticals, biotechnology, electronics, semiconductor manufacturing, medical devices, food processing and other controlled-environment industries.
• Experience leading national accounts, complex distribution partnerships, or high-value commercial negotiations.

Core Competencies

• Strategic Thinking
• Business Acumen
• Customer Focus
• Relationship Management
• Negotiation and Influencing Skills
• Results Orientation
• Cross-Functional Collaboration
• Planning and Execution Excellence
• Distributor Management
• Commercial Agility
• Problem Solving and Decision Making
• Change Leadership

Organisational Impact

The National Lead – Industrial Business plays a critical role in shaping Owens & Minor India's industrial growth agenda. Through effective leadership of strategic accounts, distributor partnerships and market expansion initiatives, this position contributes directly to the achievement of the organization's revenue, profitability and long-term business objectives.

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.