Senior Executive, GPO

Henry Schein

3d•$131,056 - $205,000•Onsite

About The Position

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.

Requirements

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.
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

Nice To Haves

Master's degree or global equivalent preferred.
May hold two or more industry certifications.

Responsibilities

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.
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.
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.
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.
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
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.
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.