Strategic Group Executive

JOB OVERVIEW:

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. The Midmarket Customer Segmentation includes Mid to Large size Physician Group Practices, Outpatient Care Facilities, and Emerging Specialty Markets with various ownership models. This position will be directly responsible for identifying, developing, and managing strategic high-level partnerships for company retention and growth within designated geographic region. In addition to retention and growth sales process, role will also be responsible for collaborating and training on market strategies with Zone Managers, Regional Managers, and Field Sales.  

KEY RESPONSIBILITIES: 

• Identifying, developing, and managing strategic partnerships to grow business. 

• Tracking and adding qualified opportunities to company sales pipeline portal.

• Responsible for negotiating legal contract terms within company policies and directive 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 oversees transition to the sales and service teams.

• Monitors sales, gross profit, and overall health of partnerships and profitability for retention and growth of overall territory.

• Ability to give professional presentations to Executives and support leadership roles to conducts new business capabilities presentations and existing customer business reviews. Will need to comprehend and articulate customers Key Performance Indicators, Contract Compliance, and Financials for existing and prospective customer agreements.   

• Responsible for 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 smooth hand off process to field for day-to-day management ongoing.

• Ability to identify and understand customer needs and translate to revenue generation through supply and service solution offerings.

• Interpret and communicate strategic information to surrounding team and sales management to ensure competitive strategies are executed by sales, marketing, and other teams. This effort will involve sharing intelligence and recommendations of action to respond to competitive threats in the marketplace.

• Uses territory map planning to prioritize growth and manage efficiency in sales call scheduling.

SPECIFIC KNOWLEDGE & SKILLS: 

• 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. Private Equity understanding considered of further benefit.  

• An 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 include the use of spreadsheets, word processing, power point, online meeting platforms.

• Basic knowledge of supply chain purchasing software, and their interaction with ERP systems including Accounts Payable and Accounts Receivables. Be able to discuss various technologies articulately and accurately including punch out, cXML, XML, EDI, e-Catalogs, 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.

GENERAL SKILLS & COMPETENCIES: 

• 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.

• 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 timeline, budget, 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

• Communicate effectively 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.

• Time management and organizational skills

• Experience building and maintaining relationships within a team.

MINIMUM WORK EXPERIENCE: 

• Typically, 10 or more years of with proven track record of goal attainment and growth with increasing responsibility and complexity in terms of any applicable professional experience including minimum 5 years’ experience in the medical sales or marketing in medical distribution or manufacturing and 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.

PREFERRED EDUCATION: 

Typically, a bachelor’s degree or global equivalent in related discipline. Master's degree or global equivalent a plus.

BUSINESS TRAVEL / PHYSICAL DEMANDS:

Willing to travel at least 50% (Within state and out of state of residency). Remote established working environment required. No special physical demands required.

Candidates must reside in Southern California, as the role primarily covers this region, with occasional responsibilities extending to parts of Northern California.

The posted range for this position is $109,807 - $171,574 which is the expected starting base salary range for an employee who is new to the role to fully proficient in the role. Many factors go into determining employee pay within the posted range including education, prior experience, training, current skills, certifications, location/labor market, internal equity, etc. ​

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At the time of this posting, this position is eligible for a bonus not reflected in the posted range subject to the achievement of the plan.

Henry Schein, Inc. is an Equal Employment Opportunity Employer and does not discriminate against applicants or employees on the basis of race, color, religion, creed, national origin, ancestry, disability that can be reasonably accommodated without undue hardship, sex, sexual orientation, gender identity, age, citizenship, marital or veteran status, or any other legally protected status. 

For more information about career opportunities at Henry Schein, please visit our website at: www.henryschein.com/careers