Hospital Channel Manager

About Us

Össur is a leading global provider of innovative mobility solutions that help people live a Life Without Limitations®. Significant ongoing investment in research and development has led to over 2,100 patents, award-winning designs, and successful clinical outcomes.

Össur is focused on improving people’s mobility through the delivery of Prosthetics and Bracing & Supports solutions. Helping people live a Life Without Limitations is why we exist as a company.

About the Role

The Hospital Channel Manager plays a critical leadership role within Ossur’s National Accounts team, partnering closely with the Director of National Accounts and Vice President of Sales to provide strategic oversight and leadership for the hospital sales channel. This position is responsible for leading and developing a team of Health System Managers (HSMs) across the United States to execute enterprise-level hospital and health-system strategies. The role is focused on driving contract performance, standardization, and long-term growth within acute care, IDNs, and large health-system customers. Success in this position requires strong people leadership, deep understanding of hospital sales dynamics, and the ability to translate national strategies into effective execution through regional and local sales teams.

The Hospital Channel Manager is responsible for driving revenue growth, expanding utilization, and ensuring disciplined execution across the hospital channel by leveraging clinical, operational, and commercial expertise. This role works cross-functionally with Sales Leadership, Marketing, Contracting, Academy, and Operations teams to align priorities, manage performance, and advance key initiatives tied to health-system partnerships. The position will oversee opportunity management, pipeline development, contract performance, and key account planning while coaching HSMs to effectively influence stakeholders, communicate value, and grow share within complex hospital environments.

What You’ll Do  

• 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.

• Serve as a key stakeholder for national (GPO) and regional hospital-related bids, contracts, and submissions across commercial health systems and U.S. Government entities (VA, VAMC, DoD), ensuring compliant, competitive, and strategically aligned responses.

• Collaborate with the Director of National Accounts to define and execute VA and DoD strategy, maintaining compliance with federal contracting requirements (FSS, GSA, VA policies) and procurement pathways.

• Serve as a key stakeholder in partnering with Distribution, Contracting, and Sales Operations to structure, evaluate, and execute volume agreements and strategic opportunities.

• Serve as the primary cross-functional liaison across Sales Leadership, Contracting, Marketing, Product Management, Sales Operations, Academy, and Operations to ensure alignment on hospital initiatives, launches, and contract execution.

• Lead structured business reviews with internal stakeholders and external customers, reviewing performance data, identifying growth opportunities, and driving corrective actions tied to hospital and health-system objectives.

• Leverage analytics and reporting tools (e.g., Power BI, Salesforce) to monitor performance, assess contract utilization, and translate insights into actionable strategies for the hospital channel.

• Ensure Salesforce pipeline accuracy, disciplined forecasting, and timely documentation of contract activity, opportunities, and strategic account developments.

• Represent Ossur professionally with hospital customers, government stakeholders, and industry forums as needed.

• Maintain the highest standards of professionalism, ethics, compliance, and confidentiality while adhering to Ossur values of Honesty, Frugality, and Courage.

• Perform other duties as required to support the success of the hospital and health-system channel.

Who You Are

• 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.

Why You’ll Feel Good Working Here

Join our team if you want to make a lasting impact; we will support you along the way.

• We value a diverse working environment and a welcoming and fun company culture

• We empower our colleagues and encourage close collaboration, allowing us to develop the best products and maintain the highest possible standards of care

• 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

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Up to 70% travel, including attendance at major hospital, health system, GPO, distribution, and government industry conferences, as well as regular travel to customer meeting, internal sales meetings, regional meetings, and the annual National Sales Meeting.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to sit. The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; and reach with hands and arms. The employee must frequently lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

The US base pay range for this full-time position is $92,782 - $142,785 + bonus + benefits. Our pay ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire pay rates. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits.

Össur is a leading global provider of prosthetics and bracing and supports solutions.

Important Warning: Beware of fraudulent recruiters impersonating our company. Please take extra caution when asked for any sensitive personal information, such as social security numbers or bank account details. We will never ask you for any form of payment during the recruitment process. Please make sure you refer to our official website.