VP of Commercial Partnerships

3 weeks, 5 days ago
Full-time
Lead
Sales and Business Development
Shields Health Solutions

Shields Health Solutions

Shields Health Solutions is the first and largest company in the nation to integrate specialty pharmacies within hospitals, focusing on improving patient outcomes and system-wide growth. Their programs and data platforms reduce costs, achieve better cl...

Health Care Providers & Services
1K-5K
Founded 2012

Description

  • Conduct deep-dive analyses of target health systems, including payer mix, specialty pharmacy volume, 340B status, revenue cycle performance, and competitive positioning.
  • Build institution-specific financial models and pro formas that quantify the operational and economic impact of a Shields partnership.
  • Translate pharmacy and financial data into board-ready narratives aligned to health system strategy and mission priorities.
  • Manage Salesforce pipeline tracking, forecasting, and stakeholder engagement across multi-quarter sales cycles.
  • Engage C-suite and pharmacy leaders to position Shields as a long-term operating and revenue partner.
  • Anticipate and address executive objections related to governance, IT integration, mission alignment, community benefit, and capital constraints.
  • Build multi-threaded relationships across clinical and administrative stakeholders to avoid single-champion dependence.
  • Partner with the CCO on territory-level strategic plans tailored to each health system's operating environment.
  • Engage pharmacy leaders with expertise in specialty pharmacy operations, accreditation, formulary dynamics, and clinical program design.
  • Support legal, compliance, and contracting processes through deal execution and handoff to operational leadership.

Requirements

  • 10+ years of enterprise sales experience with a track record closing complex, multi-stakeholder healthcare deals.
  • Direct experience selling into non-profit health systems required.
  • Ability to build and present financial models, ROI analyses, and operational pro formas for finance audiences.
  • Deep knowledge of specialty pharmacy, including 340B, payer contracting, specialty drug economics, clinical program design, and pharmacy operations.
  • Experience managing multi-threaded, multi-quarter sales cycles with disciplined CRM hygiene and accurate forecasting.
  • Strong consultative selling skills and the ability to build consensus across clinical, operational, and financial stakeholders.
  • Bachelor's degree required.
  • MBA or graduate degree in health administration, public health, or a related field strongly preferred.
  • Ability and willingness to travel up to 50% of the time.
  • Solid computer skills, including proficiency with Microsoft Office (Outlook, Teams, Word, Excel, PowerPoint), internet use, and web-based platforms.

Benefits

  • Remote role with up to 50% travel.
  • Opportunity to work with 80+ health systems nationwide.
  • Inclusive hiring experience with accommodation support available.
  • Equal employment opportunity and anti-discrimination protections.
  • Mobile text updates for recruiting and interview scheduling, with opt-out available.

Interested in this position?

Apply directly on the company website

Apply Now

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