Business Development Manager - GPO Contracts

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

• 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

• 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.

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

• 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.

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

• 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