Sr. Director, Kitting Sales Operations & Optimization

Owens & Minor • Richmond, VA

2d • $220 - $240

About The Position

The Director of Kitting Sales Operations & Optimization will lead the transformation of the kitting commercial operating model by driving pack optimization, implementing the enterprise pack management platform, and strengthening collaboration between the kitting organization and field sales teams. This role is responsible for improving the profitability, scalability, and operational efficiency of the kitting portfolio through data-driven pack design, pricing discipline, and automation of the quoting and pack management process. The Director will serve as the operational bridge between Sales, Clinical, Operations, Finance, and Manufacturing to ensure kitting solutions are optimized for both customer outcomes and business performance. This position will play a critical role in modernizing how kitting solutions are designed, quoted, managed, and sold across the organization.

Requirements

• 10+ years of experience in sales operations, commercial strategy, or healthcare supply chain operations.
• Deep understanding of surgical kitting, procedure trays, or healthcare supply chain solutions.
• Experience implementing CRM, quoting, or pack management systems.
• Strong financial acumen with experience managing margin optimization initiatives.
• Proven ability to lead cross-functional transformation projects.
• Strong analytical, leadership, and communication skills.

Responsibilities

• Kitting Optimization & Margin Improvement
• Lead initiatives to optimize surgical packs and procedure trays to improve gross margin, reduce unnecessary components, and standardize pack design.
• Partner with clinical, procurement, and manufacturing teams to evaluate component utilization and identify cost and efficiency opportunities.
• Develop pack profitability analytics and dashboards to guide decision-making.
• Establish best practices for pack configuration and optimization across the customer portfolio.
• Drive initiatives that balance clinical outcomes with financial performance.
• Pack Management Platform Implementation
• Lead the deployment and adoption of the enterprise pack management platform across the kitting business.
• Define system requirements and workflows to support quoting, pack configuration, and lifecycle management.
• Partner with IT, digital, and commercial leadership to implement automation tools that improve quoting speed and transparency.
• Ensure the platform integrates with CRM and financial systems to provide real-time data visibility.
• Establish governance and data integrity standards for pack management across the organization.
• Field Sales Collaboration & Commercial Enablement
• Strengthen collaboration between the kitting organization and field sales teams to accelerate new business and pack optimization opportunities.
• Develop tools, training, and resources that enable field representatives to effectively position kitting solutions.
• Identify opportunities for pack optimization and new kit adoption within existing customer accounts.
• Partner with regional sales leaders to support strategic customer engagements and large RFP opportunities.
• Ensure kitting capabilities and value propositions are clearly communicated and embedded within the broader sales strategy.
• Sales Process & Quoting Excellence
• Standardize quoting processes to reduce cycle times and improve sales responsiveness.
• Implement automation and workflow improvements to streamline quoting and approval processes.
• Develop pipeline visibility and reporting for kitting opportunities.
• Establish pricing governance aligned with margin objectives and cost-to-produce models.
• Operational Leadership
• Monitor key performance indicators related to quoting velocity, pack optimization savings, and margin expansion.
• Drive cross-functional alignment between sales, operations, finance, and manufacturing.
• Identify operational risks and implement mitigation strategies.
• Lead and mentor a high-performing sales operations and optimization team.

Benefits

• Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
• Educational Assistance - We offer educational assistance to all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer-Paid Life Insurance and Disability - We offer employer-paid life insurance and disability coverage.
• 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) and 401(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, and additional types 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees