Sr. Executive IDN - Strategic Partnerships East

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.

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 managing accounts in the $5M–$50M+ annual revenue range.

Preferred Education

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.

Travel / Physical Demands

Travel typically 50–70%, including national overnight travel to IDN headquarters, executive partner sites, GPO summits, and industry conferences. Presence required at IDN C-Suite and VP Supply Chain leadership meetings as the primary engagement model. No special physical demands required.