JOB OVERVIEW: This position is responsible for identifying, cultivating, and converting executive-level relationships with Integrated Delivery Networks (IDNs) into multi-year, strategic non-acute distribution partnerships for Henry Schein Medical. This role operates exclusively at the VP Supply Chain, Chief Procurement Officer, CFO, COO, and CEO level - designing partnership frameworks that position Henry Schein Medical (HSM) as the preferred non-acute distribution partner for the nation's largest health systems. This role serves as the strategic bridge between Henry Schein Medical's senior leadership and the C-suites of the nation's largest health systems.
KEY RESPONSIBILITIES: - Leverage an established portfolio of IDN relationships at the VP Supply Chain, CPO, or C-suite level to establish strategic partnership meetings with target IDNs, positioning Henry Schein Medical as the premier non-acute distribution partner.
- Architect, negotiate, and close multi-year strategic distribution agreements with IDNs and large health systems, including embedded partner models, formulary alliance structures, and shared-savings frameworks, agreements typically ranging from $5M to $50M+ in annual enterprise value.
- Serve as the executive-level face of Henry Schein Medical to IDN supply chain and C-suite leadership; lead high-stakes boardroom presentations, RFP responses, and partnership design sessions at the SVP/VP/C-suite level.
- Develop and execute a national IDN partnership strategy in collaboration with the senior leadership, identifying target health systems, mapping relationship gaps, and building a structured pursuit plan prioritizing multi-year conversion opportunities.
- Lead GPO ecosystem engagement at the strategic partnership level, including direct collaboration with our most critical GPO partners, to align formulary positioning, leverage tier structures, and accelerate IDN conversion opportunities.
- Build and present CFO- and VP Supply Chain-ready Total Cost of Ownership (TCO) financial models demonstrating the value of HSM's non-acute distribution model, including SKU rationalization, channel consolidation savings, and supply chain ROI quantification.
- Partner with Henry Schein Medical's BDE field infrastructure and operational leadership to design and execute partnership implementation plans, ensuring seamless transition from executive agreement to operational activation across multi-site IDN environments.
- Utilize HSM's proprietary systems and Power BI analytics platforms to deliver data-driven supply chain insights to IDN leadership, reinforcing Henry Schein Medical's value as a strategic intelligence partner.
- Maintain a rigorous, accurately-staged pipeline of IDN partnership opportunities; forecast with precision; and report partnership development progress and market intelligence to HSM senior leadership on a defined cadence.
- Identify and pursue new IDN target markets, including health systems participating in critical GPO vehicles, systems with 150+ non-acute sites, and priority markets.
SPECIFIC KNOWLEDGE & SKILLS: - C-suite executive presence and boardroom credibility, commands respect in health system leadership environments
- Consultative and trusted-advisor selling model - diagnoses organizational pain before proposing solutions; leads with discovery, not pitches
- Market intelligence and competitive awareness - continuously monitors IDN consolidation trends, GPO shifts, and competitor positioning
- Strategic pipeline management - maintains a rigorous, accurately-staged IDN pursuit pipeline with disciplined forecasting and self-imposed accountability metrics
- Financial acumen - fluent in health system financial frameworks; capable of engaging CFO-level stakeholders on supply chain financial impact and ROI
- IDN Organizational Fluency: Deep understanding of IDN governance, procurement hierarchy, and the interplay between system-level mandates and individual facility preferences; ability to navigate to the right C-suite or VP-level stakeholder at the right time.
- GPO & Contract Strategy: Expert understanding of GPO contract vehicles, tier compliance structures, and incentives; experience using GPO relationships to accelerate IDN distribution conversions.
- Supply Chain Financial Modeling: Ability to construct and present executive-ready TCO models, including distribution cost as a percentage of net revenue, SKU rationalization impact, channel consolidation economics, and working capital optimization.
- Embedded Partnership Models: Experience designing and implementing on-site distributor partnership structures, including embedded supply chain analysts, dedicated account infrastructure, and joint performance metric frameworks.
- Non-Acute Distribution Expertise: Clear command of the distinction between acute and non-acute supply chain models; deep knowledge of non-acute product categories including medical/surgical, lab, pharmacy, vaccines, injectables, and equipment.
- Enterprise Technology Fluency: Familiarity with IDN ERP and purchasing systems (punchout, cXML, XML, EDI, e-Catalogs); ability to discuss technology integration credibly with IDN IT and supply chain leadership.
- Ability to lead multi-stakeholder partnership negotiations involving legal, finance, supply chain, and clinical leadership simultaneously. Strong business acumen with exceptional executive communication, strategic planning, and consultative selling skills.
GENERAL SKILLS & COMPETENCIES: MINIMUM WORK EXPERIENCE:Typically 12 or more years of progressive experience, with the following specific requirements: minimum 5 years of direct IDN selling experience at the VP of Supply Chain, Chief Procurement Officer, or C-suite level (not adjacent roles); direct IDN non-acute or acute/non-acute distribution experience required. Must have a proven track record of creating multi-year strategic distribution partnerships with IDNs at the enterprise level, including experience managing accounts in the $5M-$50M+ annual revenue range
PREFERRED EDUCATION: Typically a Bachelor's Degree or global equivalent in a related discipline required. MBA, MHA, or equivalent advanced degree strongly preferred. Industry certifications in supply chain management, healthcare administration, or executive sales leadership are a plus.
TRAVEL / PHYSICAL DEMANDS:Travel typically 50-70%, including national overnight travel to IDN headquarters, executive partner sites, GPO summits, and industry conferences. Presence required at IDN C-Suite and VP Supply Chain leadership meetings as the primary engagement model. No special physical demands required.
- The posted range for this position is $170,000-$225,000 which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc. At the time of this posting, this position is eligible for a bonus not reflected in the posted range subject to the achievement of the plan. Other benefits available include: Medical, Dental and Vision Coverage, 401K Plan with Company Match, PTO [ or sick leave if applicable ], Paid Parental Leave, Income Protection, Work Life Assistance Program, Flexible Spending Accounts, Educational Benefits, Worldwide Scholarship Program and Volunteer Opportunities.
Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status.
For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers
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