Strategic Group Executive, Medical - Florida

Candidates must be located in Florida. This position supports a territory covering Florida, Alabama, and Mississippi, with travel throughout the region required.

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. This position will identify, develop, and manage strategic high-level partnerships for company retention and growth within the designated geographic region. The role also involves collaborating and training on market strategies with Zone Managers, Regional Managers, and Field Sales.

Responsibilities

• Identifying, developing, and managing strategic partnerships to grow business.
• Tracking and adding qualified opportunities to the company sales pipeline portal.
• Negotiating legal contract terms within company policies and directives with regular communication to internal and external stakeholders.
• Making and giving presentations to prospective customers and internal executives.
• Coordinating with company executives, sales, and marketing professionals to build a robust pipeline, capture accounts, sign new agreements, assist in implementations, and oversee transition to the sales and service teams.
• Monitoring sales, gross profit, and overall health of partnerships and profitability for retention and growth of the overall territory.
• Giving professional presentations to executives and supporting leadership roles in conducting new business capabilities presentations and existing customer business reviews.
• Comprehending and articulating customers' Key Performance Indicators, Contract Compliance, and Financials for existing and prospective customer agreements.
• Facilitating and aligning on implementation of new business contract conversions to ensure smooth onboarding of new business aligned with Customers, Zone Managers, Regional Managers, Field Sales, and thereafter a smooth handoff process to the field for day-to-day management.
• Identifying and understanding customer needs and translating them to revenue generation through supply and service solution offerings.
• Interpreting and communicating strategic information to the surrounding team and sales management to ensure competitive strategies are executed by sales, marketing, and other teams.
• Sharing intelligence and recommendations of action to respond to competitive threats in the marketplace.
• Using 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 Office Practices.
• Understanding of Private Equity considered beneficial.
• Understanding of the 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.
• Computer software skills including the use of 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 various technologies articulately and accurately including punch out, cXML, XML, EDI, e-Catalogs, and hosted catalogs.
• Comfort with website transactions and knowledge of inventory management.
• Strong business acumen and excellent communication, negotiation, influencing, business planning, sales strategy, problem-solving, decision-making, and time management skills.

Skills

• Proficient verbal and written communication skills and 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 that contributes to business profitability.
• Ability to plan and manage complex and successful projects; understand available resources, develop timelines, budgets, and assign areas of responsibility.
• Lead teams to achieve company goals and solve complex business issues in creative and effective ways.
• Proficient planning and organizational skills and techniques.
• Effective communication with senior management and key stakeholders.
• Negotiating skills and ability to effectively manage internal and external relationships.
• Ability to influence, build relationships, understand organizational complexities, manage conflict, and navigate politics.
• Ability to 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 of goal attainment and growth with increasing responsibility and complexity in applicable professional experience.
• Minimum 5 years’ experience in medical sales or marketing in 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.
• Typically, a bachelor’s degree or global equivalent in a related discipline. Master's degree or global equivalent a plus.

Schedule

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