Sr. Executive IDN - Strategic Partnerships East

About this role

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…