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. 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 Fraud Alert Henry Schein has recently been made aware of multiple scams where unauthorized individuals are using Henry Schein's name and logo to solicit potential job seekers for employment. Please be advised that Henry Schein's official U.S. website is www.henryschein.com. Any other format is not genuine. Any jobs posted by Henry Schein or its recruiters on the internet may be accessed through Henry Schein's on-line "career opportunities" portal through this official website. Applicants who wish to seek employment with Henry Schein are advised to verify the job posting through this portal. No money transfers, payments of any kind, or credit card numbers, will EVER be requested from applicants by Henry Schein or any recruiters on its behalf, at any point in the recruitment process. Over 90 years ago Henry Schein borrowed $500 to start a corner pharmacy in Queens, New York, nearly 30 miles from Melville, New York, where our corporate headquarters resides today. In the depths of the Great Depression, Henry and his wife Esther made a bold bet on their future all while living their values of helping health happen and caring for their team and the community they served. Their belief paid off far beyond what Henry and Esther might have dared to imagine in 1932. Henry Schein is now a Fortune 500 Company powered by a network of people and technology to be the world’s leading provider of health care products, services and solutions to office-based dental and medical practitioners. Since our founding we have stayed true to Henry and Esther’s values which has allowed us to evolve, expand, and grow our Company. Now serving more than 1 million customers in 33 countries and territories, the Company's network of trusted advisors provides more than 1 million customers globally with more than 300 valued solutions that help improve operational success and clinical outcomes. We invite you to join approximately 25,000 Team Schein Members, who are critical to our success and are at the core of our Team Schein Values as our founders would have wanted. We live those values by ensuring that our culture focuses on the wellness of our team, which we accomplish by providing a safe space for individuals to develop and contribute authentically, with opportunities to give back to society and the communities where we live and work. No matter the role you are seeking, we encourage you to come be a part of a team that makes the world a healthier place. Henry Schein embraces diversity and is committed to providing equal opportunity to employees and applicants. If you are unable or limited in your ability to complete the application process, including the use or access of www.henryschein.com/careers, as a result of a physical or mental impairment, you can request reasonable accommodations. Please e-mail the appropriate email address below with the type of accommodation you are requesting. Please include your first and last name, phone number, position for which you are interested in applying and geographic location in your request. US Candidates: jobsupport@henryschein.com UK and Ireland Candidates: UKHSHRRecruitment@henryschein.co.uk Australia and New Zealand Candidates: APACCareers@henryscheinone.com Malaysia Candidates: CNHR@henryschein.com Italy Candidates: risorse.umane@henryschein.it It is important to us to offer different types of work arrangements. Please see the types we offer below: Work From Home: Work is performed directly from the TSM's home office. Hybrid: Time is scheduled between working from a TSM home office and at a company facility, as required. Onsite: Work is performed exclusively at a company facility. Field: Position requires traveling to different locations within a specific geographic territory, as assigned.