At Shields, we pride ourselves on our culture of inclusion and kindness and the difference we make in patients' lives every day. We are tremendously proud to be certified as a ‘Great Place to Work’ four years in a row. In 2022, we were awarded US Fortune Best Workplaces in Health Care™, Fortune Best Workplaces for Millennials™ & Fortune Best Workplaces for Women™.
Improving lives and elevating performance are at the heart of everything we do. That’s why more health system leaders trust Shields to elevate access, outcomes and growth within specialty pharmacy — delivering value throughout the entire health system. Leveraging our proven Shields Performance Platform – we deliver the financial results that health systems demand and the superior outcomes patients deserve. With the foremost leaders in specialty pharmacy on our team; proven success partnering with more than 70 health systems; and a vested interest in delivering measurable results – we are the partner health systems trust to transform their specialty pharmacy into a powerful growth engine and elevate performance where it matters most.
Hybrid schedule; candidate must reside near Boston, MA
This strategic position will be responsible for cultivating and maintaining strong relationships with healthcare stakeholders within designated customer healthcare systems, with a focus on positioning value to the full Shields suite of offerings. This role will report to the EVP, Commercial Partnerships and will also collaboratively work with the VP, Commercial Partnerships and leaders of the BD Health System Strategy team. The ideal candidate will be a self-starter with a strong problem-solving mindset, capable of delivering consistent results in a fast-paced environment. This role requires excellent communication skills, attention to detail, and the ability to build and nurture relationships with key health system stakeholders at all levels across the health system including the Chief Pharmacy Officer, Chief Operating Officer, Chief Financial Officer, and other VP+ level roles Above all, the Sr. Strategic Manager, Commercial Partnerships must thrive as a collaborative member of a close-knit team, contributing to the collective success of our organization.
The Sr. Strategic Manager, Commercial Partnerships will lead the early strategic steps of the BD sales process to drive new business opportunities by accelerating and increasing the number of data sets provided by prospective partners that can be utilized in the BD sizing/opportunity analysis. This role must be able to clearly articulate the intricacies and overall differentiated value proposition that Shields brings to health systems. This includes leading the pipeline development activities, prospecting outreach to potential partners, process improvement, and analytics tracking. The successful candidate will engage with C-suite and Pharmacy Leadership teams at major healthcare systems to secure approvals for strategic data assessments that move the sales cycle forward towards MSA execution.
Key Responsibilities
- Oversee all early-stage strategic selling activities for assigned healthcare systems
- Drive new business sizing opportunities and enhance the early-stage sales process
- Position Shields to the health system C-suite stakeholders and the pharmacy department leadership team
- Own the front-end of the strategic BD sales process that increases the funnel of opportunities that lead to data sharing from prospective partners
- Build strategic client stakeholder relationships that differentiates Shields to the health systems as the only, trusted, integrated Specialty Pharmacy partner in the market
- Pro-actively identify sales improvement, measurement, and analytics using Salesforce
- Accountable for the refinement of our lead qualification processes, analyze campaign performance, collaborate with Marketing, and make recommendations to BD leaders on potential prospects
- Optimize sales processes to enhance further productivity and efficiency
- Lead the prospecting phase of the sales process to identify and engage with key decision-makers in targeted healthcare systems including C-suite level stakeholders
- Generate and qualify leads, providing insights to support pipeline development
- Understand the needs and requirements of healthcare systems to effectively position Shields Health Solutions
- Represent Shields Health Solutions at key specialty pharmacy industry events
- Track and analyze key sales metrics to assess performance and quota attainment
- Drive regular communication with the Health System Strategy, VP of Commercial Partnerships and BD leadership to track sales opportunities and address any issues
- Ability and willingness to travel up to 25%
- Perform other strategic duties as assigned
Education & Experience
- 7-10 years of sales/business development experience
- Bachelor’s Degree in a technical or business-related field
- Ability to translate high-level sales strategies into actionable processes and requirements
- Strong customer-facing communication skills, including ability to build and maintain professional relationships at VP+ level within a healthcare system
- Demonstrated Sales performance with the ability to influence prospective clients
- Proficiency in Excel & PowerPoint with a solid understanding of Salesforce or other CRM systems
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Shields Health Solutions provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
