Executive VP, IDN Partnerships (East)

Henry Schein; Massachusetts; On-site; USD 170,000 - 225,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

401K match

PTO

Parental leave

Income protection

Work-life program

Educational benefits

Scholarships

Volunteer opportunities

Job summary

Henry Schein Medical is seeking a senior executive to identify, cultivate, and convert IDN relationships into multi-year non-acute distribution partnerships at the VP/ C-suite level.

The role leads strategic partnership design, negotiation of multi-year agreements, and collaboration with GPOs and senior leadership to position HSM as the preferred distribution partner for the nation's largest health systems.

Qualifications

• C-suite executive presence and credibility in boardroom settings.
• Consultative selling with discovery-led approach.
• Strong market intelligence on IDN/GPO trends.
• Rigorous pipeline management and forecasting discipline.
• Financial acumen; ability to discuss ROI with CFO-level stakeholders.
• Deep IDN governance and procurement knowledge.
• GPO contract strategy and tiering expertise.
• Experience designing embedded partnership models.
• Understanding non-acute distribution in health systems.
• Familiarity with IDN ERP/purchasing systems (punchout, cXML, EDI).

Responsibilities

• Leverage IDN relationships to secure strategic meetings with executive leaders.
• Architect, negotiate, and close multi-year distribution agreements ($5M–$50M+).
• Present to C-suite and lead RFP responses and design sessions.
• Develop national IDN partnership strategy with senior leadership.
• Collaborate with GPO partners to align formulary positioning.
• Build CFO/VP Supply Chain-ready TCO models showing value.
• Coordinate implementation across multi-site IDNs.
• Deliver data-driven insights using BI analytics.
• Maintain a disciplined IDN opportunity pipeline and forecast.
• Identify new IDN target markets and high-potential systems.

Skills

C-suite presence

Consultative selling

Market intelligence

Strategic pipeline

Financial acumen

IDN fluency

GPO strategy

ROI communication

Partnership modeling

Non-acute distribution

ERP/IDN tech fluency

Stakeholder negotiations

Education

Bachelor's Degree

MBA/MHA preferred

Job description

Henry Schein Medical is seeking a senior executive to identify, cultivate, and convert IDN relationships into multi-year non-acute distribution partnerships at the VP/ C-suite level.

The role leads strategic partnership design, negotiation of multi-year agreements, and collaboration with GPOs and senior leadership to position HSM as the preferred distribution partner for the nation's largest health systems.