[Hiring] Senior Executive IDN - Strategic Partnerships East @Henry Schein

Role Description

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.

Qualifications

• 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.

Requirements

• 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.

Benefits

• Medical, Dental and Vision Coverage
• 401K Plan with Company Match
• PTO or sick leave if applicable
• Paid Parental Leave
• Income Protection
• Work Life Assistance Program
• Flexible Spending Accounts
• Educational Benefits
• Worldwide Scholarship Program
• Volunteer Opportunities