Business Development Manager - GPO Contracts - SHI International Corp.

Job Summary:

A GPO Contracts Business Development Manager primarily focuses on developing the overall growth of business for GPO Contracts. This position will drive success for our sales teams, our partners, and our customers as well as establish target initiatives and develop new opportunities to grow our business.  The GPO Contracts Business Development Manager will develop solid business relationships with the various decision-makers and influencers supporting target accounts.  The GPO Contracts Business Development Manager will provide sales support, including creating strategic programs and campaigns, creating and delivering training, account mapping, and monitoring opportunities and deals. The Business Development Manager is also the face of the brand in their segment, representing his/her contracts to company leadership customers and while attending industry events.  

 

This individual will report into Sr. Director - Healthcare Strategy and is required to report into the SHI Austin, TX or Somerset, NJ office location.

 

About Us:

Founded in 1989, SHI International Corp. is a $12 billion global provider of IT solutions and services, and currently has over 5,000 dedicated employees worldwide.

To learn more about SHI International Corp, visit our website: www.shi.com/careers

What SHI Can Offer:

• World Class Facility includes on site gyms and cafeterias
• Ongoing opportunities for personal and professional growth and development due to our strong promote from within philosophy
• Work in an up-beat, creative, and fun environment
• Benefits including medical, vision, dental, 401K, and flexible spending

Responsibilities:

Include, but not limited to:

• Assist Sales Reps with program information, contract terms, and strategies for pending opportunities
• Develop overall business growth for the specific GPO contract
• Create strategic programs, campaigns and collateral to further develop brand awareness
• Create and deliver training coaching on best practices for leveraging GPO contracts, account mapping sessions and presentations to customers and GPO contract teams
• Serve as the primary point of contact for GPO account teams, responsible for regularly scheduled meetings and business reviews
• Be the face of the brand in your segment, representing the contracts to company leadership, customers, and while attending industry events
• Work to build awareness of the contracts within the company’s sales organization
• Collaborate with a data analyst to analyze market trends, product performance, and high-potential accounts to identify growth opportunities.
• Prepare for consultative engagements with prospects through diligent research, demonstrating knowledge of prospective customers and healthcare industry.
• Position SHI Healthcare as the preferred partner for decision-makers and influencers within IT and procurement departments of target accounts.
• Lead contract customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build new business
• Proactively work to develop and foster relationships between contracts and Sellers
• Obtain necessary sales certifications 
• Provide strategic input to SHI Healthcare leadership as a key contributor to overall business objectives.
• Stay informed on industry trends, competitive landscape, and GPO activities to inform business development strategies.
• Manage the contract lifecycle, including renewals, amendments, and terminations, ensuring all agreements remain current and relevant.
• Contribute to and execute a comprehensive strategy to secure favorable terms and pricing for SHI.
• Work with data analysts to track and report on key performance indicators (KPIs) related to supplier performance and contract value.
• Provide regular updates to senior management on supplier partnership strategies and outcomes.
• Responsible for monitoring sales contract compliance for pricing, admin fees and selecting the appropriate contract type.

Qualifications:

• Bachelor’s degree or relevant work experience
• 3 years in a GPO Contract Management, Account Management or Business Development role within the healthcare industry

Required Skills:

• Ability to manage and report on a sales pipeline
• Ability to educate and train the sales force on the terms required by the contracts
• Ability to creatively develop programs, campaigns, initiatives, and collateral to further develop brand awareness and increase 
• Ability to confidently lead contract customer calls/presentations/onsite meetings with Account Executives and Inside Sales Account Managers to help build new business
• Ability to take a proactive approach in developing and foster relationships
• Ability to lead conversations with management and other teams to determine issues and resolving those issues 
• Ability to create & maintain training decks and presentations
• Ability to keep excellent performance reviews
• Ability to be a confident leader 
• Strong understanding of the company structure
• Strong analytical, sales and marketing skills
• Strong understanding of IT Software, Hardware, Services and Cloud environment
• Strong understanding of technologies and partners that drive solution sales
• Collaborate with GPO Contract Analyst to analyze raw data and draw out key trends and observations supported by relevant data points
• Ability to be an excellent teammate
• Ability to work within a high-energy sales environment and have a desire to work in collaboration manner across another team.
• Exceptional communication, relationship building, presentation, and influence skills—both written and verbal
• Excellent time management and organizational skills
• Skilled in Outlook, Excel, PowerPoint, Power BI, and Customer Resource Management
• Ability to work well both independently and in team environment
• Ability to understand and embrace the company story and Core Values
• Strong understanding of the GPO model and experience working directly with GPO contracts.
• Ability to build and maintain strong relationships with stakeholders at all levels.
• Familiarity with the healthcare IT industry and the ability to quickly connect with decision-makers and influencers within the IT and procurement areas of target organizations.
• Passion for hunting and growing business in a competitive healthcare IT market.
• Ability to engage internal resources such as Marketing, Digital Health, Strategy, and Sales.
• Understanding of the IT industry with the ability to recognize, follow, and speak to industry trends.
• Demonstrated experience prospecting and selling individually, as well as working effectively in team selling situations.

Unique Requirements:

• Position required 25% of travel to attend trainings, conferences, partner events, etc.
• Extended hours are required to complete some projects

Additional Information:

• The estimated annual pay range for this position is $75,000 - $150,000 which includes a base salary and bonus. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.
• Equal Employment Opportunity – M/F/Disability/Protected Veteran Status