Hospital Channel Manager

Role Overview

• Lead and manage the hospital, health system, and government channel, with responsibility for driving performance across acute care, IDNs, VA, and Department of Defense customers.
• Lead, coach, and develop a team of Health System Managers (HSMs), setting clear priorities, driving accountability, and reinforcing behaviors aligned to hospital-focused selling and traced business execution.
• Own and manage the Hospital Channel budget, including oversight of HSM team expenses, travel, trade shows, customer engagements, and strategic initiatives, ensuring disciplined spend aligned to priority health-system opportunities and activities.
• Responsible for achieving annual revenue, growth, and contract performance objectives for the hospital channel, as established in partnership with the Vice President of Sales and Director of National Accounts.
• Drive enterprise GPO contract performance (e.g., Vizient, Premier, government vehicles) and local contract activation, ensuring utilization, compliance, and product expansion at the health-system level.
• Own hospital and health-system opportunity management, pipeline development, and key account planning, with a focus on standardization, portfolio expansion, and long-term system partnerships.
• Develop, launch, and execute national hospital-channel sales campaigns prioritizing key strategic partnerships, translating strategies and into clear, actionable programs for HSM and AM field sales teams to drive activity, opportunities, and measurable results.
• Lead and represent Ossur at key hospital, health system, and industry trade shows and conferences, including national forums such as IDN Summit, TraumaCon, GPO-hosted events, and relevant distribution partner conferences, ensuring strong leadership presence, strategic engagement, and follow-through tied to hospital channel objectives.
• Drive health system performance partnering closely with key distribution partners (Owens & Minor, Medline, Cardinal Health, and others) to support health-system execution, ensure alignment to contracted strategies, and drive traced hospital business.

Requirements

• BA/BS required.
• Minimum five years of industry experience; experience in IDN/health system, government contracting, distribution, and GPO channels strongly preferred
• Must be able to work autonomously, manage complex initiatives, and be a self-motivator with independent thinking.
• Experience leading and developing geographically dispersed sales or account management teams, with a strong track record of driving performance, accountability, and team engagement.
• Experience managing and optimizing budgets for field-based or national sales teams
• Must be able to assist with projects within a team approach.
• Excellent planning, organization, analytical and project management skills.
• Must possess strong written and verbal communication skills.
• Advanced analytical ability with proficiency in Salesforce CRM and business reporting platforms such as Power BI
• Computer proficiency in Word, Excel, PPT, Internet Explorer, and Outlook.

Benefits

• Competitive Compensation Packages
• Medical, Dental, and Vision Benefits
• 401(k) Retirement Plan with employer matching contribution
• 9 paid holidays
• 13 vacation days, birthday and two (2) volunteer day
• 8 sick days within your first year of employment
• Paid Parental Bonding