Sr. Executive IDN - Strategic Partnerships East
Henry ScheinJOB OVERVIEW: 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. 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…