Strategic Group Executive, Medical - Denver​/Colorado Springs​/Salt Lake​/Albuquerque

Overview

The Strategic Group Executive role is responsible for financial growth and obtaining further brand recognition for Henry Schein’s Medical Group, within the defined Midmarket Customer Segmentation. The Midmarket Customer Segmentation includes Mid to Large size Physician Group Practices, Outpatient Care Facilities, and Emerging Specialty Markets with various ownership models. This position will be directly responsible for identifying, developing, and managing strategic high-level partnerships for company retention and growth within designated geographic region.

In addition to retention and growth sales process, role will also be responsible for collaborating and training on market strategies with Zone Managers, Regional Managers, and Field Sales.

Candidates must reside within the territory, which includes Denver, Colorado Springs, Salt Lake City & Albuquerque.

• Identifying, developing, and managing strategic partnerships to grow business.
• Tracking and adding qualified opportunities to company sales pipeline portal.
• Responsible for negotiating legal contract terms within company policies and directive with regular communication to internal and external stakeholders.
• Making and giving presentations to prospective customers and internal executives.
• Coordinating with company executives, sales, and marketing professionals to build a robust pipeline, capture accounts, sign new agreements, assist in implementations, and oversee transition to the sales and service teams.
• Monitors sales, gross profit, and overall health of partnerships and profitability for retention and growth of overall territory.
• Ability to give professional presentations to Executives and support leadership roles to conduct new business capabilities presentations and existing customer business reviews. Will need to comprehend and articulate customer Key Performance Indicators, Contract Compliance, and Financials for existing and prospective customer agreements.
• Responsible for facilitating and aligning on implementation of new business contract conversions, to ensure smooth onboarding of new business aligned with Customers, Zone Managers, Regional Managers, Field Sales, and thereafter smooth hand off process to field for day-to-day management ongoing.
• Ability to identify and understand customer needs and translate to revenue generation through supply and service solution offerings.
• Interpret and communicate strategic information to surrounding team and sales management to ensure competitive strategies are executed by sales, marketing, and other teams. This effort will involve sharing intelligence and recommendations of action to respond to competitive threats in the marketplace.
• Uses territory map planning to prioritize growth and manage efficiency in sales call scheduling.

• Knowledge of medical organization structures including:
  Group Purchasing Organizations (GPO), Regional Purchasing Coalitions (RPC’s), Management Services Organizations (MSO), Independent Practice Associations (IPA), Community Health Centers (CHC’s), Integrated Delivery Networks (IDNs)
  Hospitals, Ambulatory Surgery Centers (ASC’s), and Physician Offices Practices. Private Equity understanding considered of further benefit.
• An understanding of the 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 software skills include the use of spreadsheets, word processing, power point, online meeting platforms.
• Basic knowledge of supply chain purchasing software, and their interaction with ERP systems including Accounts Payable and Accounts Receivables. Able to discuss various technologies articulately and accurately including punch out, cXML, XML, EDI, e-Catalogs, hosted catalogs. Comfort with website transactions and knowledge of inventory management.
• Strong business acumen and excellent communication, negotiation, influencing, business planning, sales strategy, problem solving, decision making and time management skills.