Strategic Group Executive, Medical - Florida

Henry Schein•FL Remote, USA, FL

4d•Remote

About The Position

The Strategic Group Executive is responsible for financial growth and increased brand recognition for Henry Schein’s Medical Group within the Midmarket Customer Segmentation. This segment includes mid- to large-size physician group practices, outpatient care facilities, and emerging specialty markets with varied ownership models. The role identifies, develops, and manages strategic high-level partnerships to support customer retention and growth in the designated territory of Florida, Alabama, and Mississippi. The candidate must be located in Florida and travel throughout the region. The position also collaborates with and trains Zone Managers, Regional Managers, and Field Sales on market strategies. It manages strategic sales opportunities and partnerships from pipeline development and contract negotiation through implementation and transition to sales and service teams, while monitoring territory sales, gross profit, partnership health, and profitability.

Requirements

Typically 10 or more years of professional experience with a proven record of goal attainment and growth, and increasing responsibility and complexity.
At least 5 years of experience in medical sales or marketing in medical distribution or manufacturing.
At least 5 years of experience working with some or all of the following: full IDNs and/or segments within them, independent outpatient care facilities, and/or large physician offices.
Knowledge of medical organization structures, including GPOs, RPCs, MSOs, IPAs, CHCs, IDNs, hospitals, ASCs, and physician office practices.
Understanding of medical markets, trends, competition, and key manufacturers and distributors.
Basic knowledge of product categories including diagnostics, pharmaceuticals and vaccines, medical-surgical supplies, medical equipment, and related services.
Computer skills using spreadsheets, word processing, presentation software, and online meeting platforms.
Basic knowledge of supply-chain purchasing software and interaction with ERP systems, including accounts payable and accounts receivable.
Ability to discuss technologies such as punch out, cXML, XML, EDI, e-catalogs, and hosted catalogs accurately and articulately; comfort with website transactions and knowledge of inventory management.
Strong business acumen and communication, negotiation, influencing, business planning, sales strategy, problem-solving, decision-making, and time-management skills.
Proficient verbal and written communication skills, including the ability to resolve disputes effectively.
Outstanding presentation and public-speaking skills.
Independent decision-making, analysis, and critical-thinking skills.
Ability to understand, interpret, and act on financial information that contributes to business profitability.
Ability to plan and manage complex projects, including determining resources, developing timelines and budgets, and assigning responsibilities.
Ability to lead teams toward company goals and solve complex business issues creatively and effectively.
Proficient planning, organizational, and time-management skills.
Ability to communicate effectively with senior management and key stakeholders.
Ability to manage internal and external relationships, influence others, build relationships, understand organizational complexities, manage conflict, and navigate politics.
Ability to lead and develop virtual teams and build and maintain relationships within a team.
Must be located in Florida.
Willingness to travel at least 50% within and outside the state of residence.

Nice To Haves

Understanding of private equity in the medical market.
Typically, a bachelor’s degree or global equivalent in a related discipline; a master’s degree or global equivalent is a plus.

Responsibilities

Identify, develop, and manage strategic partnerships to grow business.
Track qualified opportunities and add them to the company sales pipeline portal.
Negotiate legal contract terms within company policies and directives, maintaining regular communication with internal and external stakeholders.
Prepare and deliver presentations to prospective customers and internal executives.
Coordinate with company executives, sales, and marketing professionals to build a pipeline, capture accounts, sign agreements, assist with implementations, and oversee transitions to sales and service teams.
Monitor sales, gross profit, partnership health, and territory profitability to support retention and growth.
Present new business capabilities and conduct business reviews for existing customers; explain customer KPIs, contract compliance, and financial information for existing and prospective agreements.
Facilitate and align implementation of new-business contract conversions to support smooth onboarding and handoff to the field for ongoing day-to-day management.
Identify and understand customer needs and translate them into revenue through supply and service solutions.
Interpret and communicate strategic information to the surrounding team and sales management so sales, marketing, and other teams can execute competitive strategies; share market intelligence and recommendations in response to competitive threats.
Use territory map planning to prioritize growth and manage efficiency in sales-call scheduling.
Collaborate with and train Zone Managers, Regional Managers, and Field Sales on market strategies.