Senior Executive, GPO

JOB OVERVIEW:

The Senior Executive will maintain a business development mindset, collaborating closely with GPO leadership to identify customer-specific growth opportunities that increase both top-line revenue and margin while maximizing the value of the Henry Schein–GPO relationship. Working as a key member of the sales leadership team, this executive will partner with Business Development Executive and Strategic Accounts leadership to develop targeted new business pursuits, customer-specific growth initiatives, and proactive retention strategies for existing GPO-affiliated customers. By aligning GPO capabilities with Henry Schein’s commercial strategy, this leader will help ensure we fully leverage the features, benefits, and strategic value of each GPO partnership to accelerate growth, improve customer retention, and expand our presence within the IDN market.

KEY RESPONSIBILITIES: 

• Strategic Leadership and Market Growth
  • Develop and implement comprehensive strategies to strengthen GPO partnerships and drive contract compliance.
  • Identify and integrate new classes of trade to expand Henry Schein’s market reach, targeting IDNs, ASCs, CHCs, DSOs and emerging market segments.
  • Develop and execute comprehensive plans to enhance partnerships with GPOs, with an emphasis on increasing contract utilization and driving sales of Henry Schein-branded products and strategic partner offerings.
• Relationship Management
  • Cultivate and manage strategic relationships with GPO leadership and C-suite stakeholders to align objectives and enhance contract value.
  • Represent Henry Schein at industry events, positioning the company as a preferred partner in the healthcare sector.
• Sales and Revenue Optimization
  • Collaborate with internal field sales teams, including Field Sales Consultants, Strategic Group Executives, and Business Development Executives to align strategies and drive GPO-related sales growth.
  • Oversee and execute programs such as the Impact Standardization Program and IDN-committed initiatives to foster standardization and secure new business.
• Training and Communication
  • Develop and deliver GPO training presentations and rules of engagement for field teams to ensure alignment with strategic objectives.
  • Host quarterly strategic calls with VPs and Zone leaders to share updates, strategies, and new initiatives, ensuring successful rollout and field adoption.
• Contract Negotiation and Management
  • Lead GPO contract negotiations to secure favorable terms, including reduced administrative fees, while expanding reach into new market segments.
  • Manage the lifecycle of GPO contracts, ensuring compliance and maximizing value for Henry Schein.
  • Partner with key member customers and strategic account managers to ensure we are optimizing all contracts, contract connections and savings opportunities to ensure the best customer experience
• Data-Driven Insights and Reporting
  • Analyze trends, competitive landscapes, and buying behaviors to uncover growth opportunities and optimize pricing structures.
  • Track, report, and analyze GPO performance metrics, providing actionable insights and strategic recommendations to senior leadership.
• Cross-Functional Collaboration
  • Partner with marketing, product management, and operations teams to ensure seamless execution of GPO contracts and initiatives.
  • Act as a liaison between GPO partners and internal teams to address challenges, identify opportunities, and drive strategic alignment.

SPECIFIC KNOWLEDGE & SKILLS: 

• Strong leadership, negotiation, and interpersonal skills, with experience navigating cross-functional teams and influencing senior executives.
• Deep understanding of healthcare distribution channels, GPO models, and IDN market dynamics.
• Proficiency in CRM platforms, data analysis, and sales forecasting tools.

GENERAL SKILLS & COMPETENCIES: 

• Actively use a wide-range of unique professional skills; expert understanding of industry practices
• Excellent proficiency with tools, systems, and procedures
• Outstanding planning/organizational skills and techniques
• Outstanding independent decision making, analysis and problem solving skills
• Outstanding verbal and written communication skills
• Outstanding presentation and public speaking skills
• Outstanding interpersonal skills
• Outstanding conflict resolution skills and ability to deliver difficult messages
• Strong ability to build partnerships at all levels within the company
• Strong negotiating skills
• Resolve complex issues in effective ways
• Project management, consultative skills and ability to manage a budget
• Expert in multiple technical and/or business skills
• Ability to cultivate and develop lasting internal and external customer relations

MINIMUM WORK EXPERIENCE: 

Typically, 10 or more years of increasing responsibility and complexity in terms of any applicable professional experience, including 5 or more years in GPO management, healthcare sales, or a related field, with a strong track record in contract negotiations, relationship management, and strategic growth initiatives.

PREFERRED EDUCATION: 

Typically a Bachelor's Degree or global equivalent in related discipline. Master's degree or global equivalent preferred. May hold two or more industry certifications.

TRAVEL / PHYSICAL DEMANDS:

Travel typically up to 35% including local and regional travel.

The posted range for this position is $131,056 - $205,000 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.

Other benefits available include:  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 and Volunteer Opportunities.

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

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