JOB OVERVIEW:This position is responsible for leading supplier partner relationships, planning and executing marketing and sales strategies for assigned product categories, and driving growth in sales, market share, and profitability.
A critical component of this role is proactive, hands-on support of the sales organization, serving as a key partner throughout the sales process. This includes cross-referencing, product positioning, and solution development to help win and retain business, as well as ensuring rapid, accurate response to sales needs that enables the team to effectively compete and close opportunities.
The role has direct ownership of maintaining and optimizing Home Health and Hospice formularies, ensuring they are current, aligned to customer needs, and strategically designed to drive preferred brand penetration and maximize margin performance.
Additionally, this position plays a key role in delivering a seamless customer onboarding experience, ensuring accurate product setup, formulary alignment, and operational readiness that supports immediate and sustained customer success.
KEY RESPONSIBILITIES: - Serve as the product category expert, providing strategic direction on category performance,
- assortment, pricing, and growth initiatives
- Manage the Home Health product category, including portfolio strategy, SKU lifecycle management, and performance optimization
- Develop and execute category strategies to improve sales, profitability, and market share
- Build and maintain strong relationships with manufacturer partners; lead negotiations and growth initiatives
- Collaborate with Henry Schein, Shield, and Prism to expand and optimize the product portfolio
- Develop clinical programs with manufacturers to enhance product adoption and customer value
- Partner with the Bids team to ensure accurate and competitive Home Health cross-referencing
- Provide proactive, hands-on support to the sales organization including cross-referencing, product recommendations, and deal support
- Act as a primary escalation point to resolve product gaps, substitutions, and competitive positioning challenges
- Lead and support customer onboarding efforts to ensure accurate setup and seamless implementation
- Ensure timely and accurate new product onboarding including SKU setup and pricing
- Oversee product line management including promotions, pricing, and content accuracy
- Analyze data to identify growth opportunities and performance gaps
- Support marketing initiatives across all channels
- Apply financial insights to drive profitability and decision-making
- Partner with strategic suppliers to enhance clinical offerings and differentiate from competition
- Collaborate cross-functionally with contracts and pricing teams to drive deal alignment, pricing accuracy, and timely execution.
SPECIFIC KNOWLEDGE & SKILLS: - Strong product knowledge including clinical applications and competitive positioning
- Understanding of industry practices and company processes
GENERAL SKILLS & COMPETENCIES: - Excellent understanding of industry practices
- Strong proficiency with tools, systems, and procedures
- Excellent planning/organizational skills and techniques
- Excellent independent decision making, analysis and problem solving skills
- Outstanding verbal and written communication skills
- Excellent presentation and public speaking skills
- Excellent interpersonal skills
- Excellent conflict resolution skills and ability to deliver difficult messages
- Ability to build partnerships at all levels within the company
- Good negotiating skills
- Resolve complex issues in effective ways
- Project management, consultative skills and ability to manage a budget
- Specialist in multiple technical and/or business skills
- Ability to cultivate and develop lasting internal and external customer relations
WORK EXPERIENCE: Typically 8 or more years of increasing responsibility and complexity in terms of any applicable professional experience.
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 less than 10%. Office environment. No special physical demands required.
