Job Description:

• Identify, cultivate, and convert executive-level relationships with Integrated Delivery Networks into multi-year strategic non-acute distribution partnerships for Henry Schein Medical
• Establish strategic partnership meetings with target IDNs and position Henry Schein Medical as the premier non-acute distribution partner
• Architect, negotiate, and close multi-year strategic distribution agreements, including embedded partner models, formulary alliance structures, and shared-savings frameworks
• Lead boardroom presentations, RFP responses, and partnership design sessions at the SVP/VP/C-suite level
• Develop and execute a national IDN partnership strategy with senior leadership
• Identify target health systems, map relationship gaps, and build structured pursuit plans
• Lead GPO ecosystem engagement and collaborate with critical GPO partners
• Build and present CFO- and VP Supply Chain-ready Total Cost of Ownership financial models
• Partner with field infrastructure and operational leadership to design and execute implementation plans across multi-site IDN environments
• Utilize proprietary systems and Power BI analytics to deliver data-driven supply chain insights
• Maintain an accurately staged IDN partnership pipeline, forecast, and report progress and market intelligence to senior leadership
• Identify and pursue new IDN target markets, including systems with 150+ non-acute sites and priority markets

Requirements:

• Typically 12 or more years of progressive experience
• Minimum 5 years of direct IDN selling experience at the VP of Supply Chain, Chief Procurement Officer, or C-suite level
• Direct IDN non-acute or acute/non-acute distribution experience required
• Proven track record of creating multi-year strategic distribution partnerships with IDNs at the enterprise level
• Experience managing accounts in the $5M–$50M+ annual revenue range
• 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
• C-suite executive presence and boardroom credibility
• Consultative and trusted-advisor selling skills
• Market intelligence and competitive awareness
• Strategic pipeline management and disciplined forecasting
• Financial acumen and ability to engage CFO-level stakeholders on supply chain financial impact and ROI
• Deep understanding of IDN governance, procurement hierarchy, and system-level mandates
• Expert understanding of GPO contract vehicles, tier compliance structures, and incentives
• Ability to construct and present executive-ready TCO models
• Experience designing and implementing embedded distributor partnership structures
• Deep 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 multi-stakeholder partnership negotiations involving legal, finance, supply chain, and clinical leadership
• Strong business acumen, executive communication, strategic planning, and consultative selling skills
• Travel typically 50–70%, including national overnight travel
• No special physical demands required

Benefits:

• Bonus eligibility subject to achievement of the plan
• 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
• Volunteer Opportunities