VP of Commercial Partnerships
VP, Commercial Partnerships (remote with 50% travel) Shields Health Solutions | Strategic Sales Leadership ROLE OVERVIEW Shields Health Solutions is seeking a VP of Commercial Partnerships who combines the consultative instincts of a trusted advisor with the analytical rigor of a seasoned strategist. This is a complex, multi-stakeholder enterprise sale into some of the most sophisticated non-profit health systems in the country. Success requires the ability to diagnose each health system's operational, financial, and clinical challenges, model the impact of a Shields partnership with precision, and build conviction across C-Suite and pharmacy leadership simultaneously. The successful candidate will navigate mission-driven governance structures, capital stewardship expectations, and board-level accountability that define non-profit health system decision-making and will translate those dynamics into a compelling, evidence-based case for partnership. KEY RESPONSIBILITIES Analytically-Driven Sales Strategy Conduct deep-dive analysis of each target health system including payer mix, specialty pharmacy volume, 340B program status, revenue cycle performance, and competitive positioning to build a hypothesis-driven point of view before the first conversation. Build institution-specific financial models and pro formas that quantify the operational and economic impact of a Shields partnership, tailored to the CFO, Chief Strategy Officer, or VP of Finance as the primary decision audience. Translate complex pharmacy and financial data into clear, board-ready narratives that align Shields' capabilities to the health system's strategic and mission priorities. Leverage Salesforce to maintain a rigorous pipeline, forecast with discipline, and track deal velocity and stakeholder engagement across multi-quarter sales cycles. Executive Stakeholder Navigation Engage C-Suite leaders CEO, CFO, Chief Strategy Officer, and CMO with a command of both the strategic and financial dimensions of specialty pharmacy, positioning Shields as a long-term operating and revenue partner rather than a vendor. Anticipate and systematically address executive-level objections common in non-profit systems: governance concerns, IT integration risk, mission alignment, community benefit obligations, and capital allocation constraints. Build multi-threaded relationships across the enterprise to ensure no single champion dependency aligning both clinical and administrative stakeholders through a structured engagement strategy. Partner with the CCO to develop territory-level strategic plans that reflect each system's operating environment and readiness for partnership. Pharmacy Stakeholder Expertise Engage VP of Pharmacy, Director of Pharmacy, and clinical pharmacy leaders with substantive knowledge of specialty pharmacy operations, accreditation requirements (URAC, ACHC), formulary dynamics, and clinical program design. Demonstrate fluency in pharmacy-specific challenges inclu...