Senior Executive, Strategic Partnerships – East

This is a fully remote position, open to applicants in Connecticut, +12 more states.

📋 Description

• Identify, nurture, and secure executive-level relationships with Integrated Delivery Networks to form multi-year strategic non-acute distribution partnerships for Henry Schein Medical.

• Organize strategic partnership meetings with targeted IDNs and establish Henry Schein Medical as the leading non-acute distribution partner.

• Design, negotiate, and finalize multi-year strategic distribution agreements, including embedded partner models, formulary alliance structures, and shared-savings frameworks.

• Conduct boardroom presentations, respond to RFPs, and lead partnership design sessions at the SVP/VP/C-suite level.

• Develop and implement a national IDN partnership strategy in collaboration with senior leadership.

• Identify target health systems, analyze relationship gaps, and create structured pursuit plans.

• Guide GPO ecosystem engagement and work alongside key GPO partners.

• Create and present financial models for Total Cost of Ownership that are suitable for CFOs and VPs of Supply Chain.

• Collaborate with field infrastructure and operational leadership to design and implement plans across multi-site IDN environments.

• Leverage proprietary systems and Power BI analytics to provide data-driven insights into the supply chain.

• Maintain an accurately staged pipeline for IDN partnerships, forecast progress, and report market intelligence to senior leadership.

• Identify and target new IDN markets, particularly those with 150+ non-acute sites and priority markets.

⛳️ Requirements

• Typically 12 or more years of progressive experience.

• Minimum of 5 years of direct IDN selling experience at the VP of Supply Chain, Chief Procurement Officer, or C-suite level.

• Required experience in direct IDN non-acute or acute/non-acute distribution.

• Proven success in establishing multi-year strategic distribution partnerships with IDNs at the enterprise level.

• Experience managing accounts with annual revenues ranging from $5M to $50M+.

• Typically requires a Bachelor’s Degree or global equivalent in a related field.

• An MBA, MHA, or equivalent advanced degree is strongly preferred.

• Industry certifications in supply chain management, healthcare administration, or executive sales leadership are advantageous.

• Strong executive presence and credibility in boardroom settings.

• Consultative and trusted-advisor selling capabilities.

• Awareness of market intelligence and competitive dynamics.

• Proficiency in strategic pipeline management and disciplined forecasting.

• Strong financial acumen and the ability to engage CFO-level stakeholders regarding supply chain financial impact and ROI.

• Extensive knowledge of IDN governance, procurement hierarchy, and system-level mandates.

• Expert understanding of GPO contract vehicles, tier compliance structures, and incentives.

• Capability to construct and present executive-ready TCO models.

• Experience in designing and implementing embedded distributor partnership frameworks.

• In-depth knowledge of non-acute product categories, including medical/surgical, lab, pharmacy, vaccines, injectables, and equipment.

• Familiarity with IDN ERP and purchasing systems, including punchout, cXML, XML, EDI, and e-Catalogs.

• Ability to lead negotiations involving multiple stakeholders from legal, finance, supply chain, and clinical leadership.

• Strong business acumen, executive communication, strategic planning, and consultative selling skills.

• Travel typically ranges from 50% to 70%, including national overnight travel.

• No special physical demands required.

🏝️ Benefits

• Eligibility for bonuses based on achievement of the plan.

• Comprehensive Medical, Dental, and Vision Coverage.

• 401K Plan with Company Matching.

• Paid Time Off [or sick leave if applicable].

• Paid Parental Leave.

• Income Protection.

• Work-Life Assistance Program.

• Flexible Spending Accounts.

• Educational Benefits.

• Worldwide Scholarship Program.

• Opportunities for Volunteer Engagement.