Strategic Group Executive, Medical - Denver/Colorado Springs/Salt Lake City/Albuquerque

About the Role

The Strategic Group Executive role is responsible for financial growth and obtaining further brand recognition for Henry Schein’s Medical Group within the defined Midmarket Customer Segmentation. This includes Mid to Large size Physician Group Practices, Outpatient Care Facilities, and Emerging Specialty Markets with various ownership models. The position focuses on identifying, developing, and managing strategic high-level partnerships for company retention and growth within a designated geographic region, including Denver, Colorado Springs, Salt Lake City, and Albuquerque. Candidates must reside within this territory.

Responsibilities

• Identify, develop, and manage strategic partnerships to grow business.
• Track and add qualified opportunities to the company sales pipeline portal.
• Negotiate legal contract terms within company policies and directives, communicating regularly with internal and external stakeholders.
• Create and deliver presentations to prospective customers and internal executives.
• Coordinate with company executives, sales, and marketing professionals to build a robust pipeline, capture accounts, sign new agreements, assist in implementations, and oversee transition to sales and service teams.
• Monitor sales, gross profit, and overall health of partnerships to ensure retention and growth of the territory.
• Deliver professional presentations to executives and support leadership in conducting new business capabilities presentations and existing customer business reviews.
• Comprehend and articulate customers' Key Performance Indicators, Contract Compliance, and Financials for existing and prospective agreements.
• Facilitate and align the implementation of new business contract conversions to ensure smooth onboarding and handoff to field teams for ongoing management.
• Identify and understand customer needs, translating them into revenue generation through supply and service solution offerings.
• Interpret and communicate strategic information to the team and sales management to execute competitive strategies.
• Share intelligence and recommendations to respond to competitive threats in the marketplace.
• Use territory map planning to prioritize growth and manage efficiency in sales call scheduling.

Requirements

• Knowledge of medical organization structures, including Group Purchasing Organizations (GPO), Regional Purchasing Coalitions (RPC’s), Management Services Organizations (MSO), Independent Practice Associations (IPA), Community Health Centers (CHC’s), Integrated Delivery Networks (IDNs), Hospitals, Ambulatory Surgery Centers (ASC’s), and Physician Offices Practices.
• Understanding of Private Equity is considered beneficial.
• Familiarity with medical markets, trends, competition, and key manufacturers and distributors.
• Basic knowledge of product categories including diagnostics, pharmaceuticals and vaccines, medical-surgical supplies, medical equipment, and related services.
• Proficiency in computer software such as spreadsheets, word processing, PowerPoint, and online meeting platforms.
• Basic knowledge of supply chain purchasing software and their interaction with ERP systems, including Accounts Payable and Accounts Receivable.
• Ability to discuss technologies such as punch out, cXML, XML, EDI, e-Catalogs, and hosted catalogs articulately and accurately.
• Comfort with website transactions and knowledge of inventory management.

Skills

• Strong business acumen and excellent communication, negotiation, influencing, business planning, sales strategy, problem-solving, decision-making, and time management skills.
• Proficient verbal and written communication skills with the ability to resolve disputes effectively.
• Outstanding presentation and public speaking skills.
• Independent decision-making, analysis, and critical thinking skills.
• Ability to understand, interpret, and act on financial information contributing to business profitability.
• Project planning and management skills, including resource allocation, timeline development, budgeting, and assigning responsibilities.
• Lead teams to achieve company goals and solve complex business issues creatively and effectively.
• Proficient planning and organizational skills.
• Effective communication with senior management and key stakeholders.
• Negotiation skills and ability to manage internal and external relationships.
• Ability to influence, build relationships, understand organizational complexities, manage conflict, and navigate politics.
• Lead and develop virtual teams.
• Strong time management and organizational skills.
• Experience building and maintaining relationships within a team.

Qualifications

• Typically, 10 or more years of proven track record in goal attainment and growth with increasing responsibility and complexity in professional experience.
• Minimum 5 years’ experience in medical sales or marketing within medical distribution or manufacturing.
• Minimum 5 years of experience working with some or all of the following: Full IDN’s and/or segments within, Independent Outpatient Care Facilities, and/or large physician offices.
• Bachelor’s degree or global equivalent in a related discipline; Master's degree or global equivalent is a plus.

Schedule

• Willing to travel at least 50% (within state and out of state of residency).
• Remote established working environment required.

Pay

The posted range for this position is $113,962 - $156,699, representing the expected starting base salary range for an employee new to the role to fully proficient. Many factors determine employee pay within this range, including education, prior experience, training, current skills, certifications, location/labor market, and internal equity. This position is also eligible for a bonus, subject to the achievement of the plan.

Benefits

• Medical, Dental, and Vision Coverage.
• 401K Plan with Company Match.
• Paid Time Off (PTO).
• Paid Parental Leave.
• Income Protection.
• Work Life Assistance Program.
• Flexible Spending Accounts.
• Educational Benefits.
• Worldwide Scholarship Program.
• Volunteer Opportunities.