Senior Executive, Strategic Partnerships – East

Henry Schein

. Identify, cultivate, and convert executive-level relationships with Integrated Delivery Networks into multi-year strategic non-acute distribution partnerships for Henry Schein Medical .

Posted 10/6/2026full-timeRemote • United StatesSenior💰 $170,000 - $225,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing strategic partnerships with Integrated Delivery Networks (IDNs), leveraging financial acumen to engage C-suite stakeholders and deliver impactful Total Cost of Ownership models. Proven ability to lead negotiations and manage multi-year distribution agreements while maintaining a strong pipeline and market intelligence.

Highest-signal resume keywords

IDN Selling ExperienceStrategic Partnership DevelopmentFinancial AcumenExecutive CommunicationGPO Contract Expertise

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Strategic Distribution AgreementsTotal Cost of Ownership ModelsSupply Chain ManagementEmbedded Distributor Partnership StructuresMarket IntelligenceIDN Governance UnderstandingFinancial Impact AnalysisForecastingNegotiation SkillsConsultative Selling

Soft Skills

Executive PresenceTrusted-Advisor SellingStrategic PlanningStrong Business AcumenC-suite Engagement

Tools & Technologies

Power BIIDN ERP SystemsCXMLXMLEDIE-Catalogs

Certifications & Qualifications

Supply Chain Management CertificationHealthcare Administration CertificationExecutive Sales Leadership Certification

Industry Keywords

Integrated Delivery NetworksNon-Acute DistributionHealthcare Supply ChainGPO EcosystemCFO-Level StakeholdersMulti-Stakeholder NegotiationsMedical/Surgical ProductsPharmacy ProductsVaccinesClinical Leadership

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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