Manager, Commercial Partnerships

Position Summary

Shields Health Solutions is seeking a Manager, Commercial Partnerships to support pipeline creation and business development efforts across targeted health systems nationwide. This role is responsible for identifying, researching, and engaging prospective partners, generating qualified opportunities, and supporting the growth of Shields' Commercial Partnerships team.

This is a true hunter-style healthcare business development role focused on prospecting, lead generation, pipeline development, and creating net-new opportunities rather than managing existing accounts. The successful candidate will build relationships with healthcare decision-makers, execute strategic outreach campaigns, and schedule introductory meetings for senior commercial leaders.

Unlike a traditional SDR role, this position requires experience navigating healthcare organizations, understanding complex stakeholder groups, and engaging executive audiences. It is an ideal opportunity for professionals with backgrounds in healthcare sales, B2B healthcare sales, account executive, strategic account management, enterprise healthcare sales, healthcare consulting, medical device sales, pharmaceutical sales, healthcare technology, or healthcare services who are looking to build expertise in specialty pharmacy and health system partnerships.

This position offers significant exposure to senior leadership and executive stakeholders while providing a clear path toward broader business development and commercial leadership opportunities.

Essential Functions & Responsibilities

Business Development & Pipeline Creation

• Prospect and engage targeted health systems, hospitals, integrated delivery networks (IDNs), and healthcare organizations to generate new partnership opportunities.
• Execute strategic outreach campaigns through email, phone, LinkedIn, conferences, referrals, and other business development channels.
• Create and maintain a pipeline of qualified opportunities for the Commercial Partnerships team.
• Schedule and coordinate meetings between prospective health system stakeholders and senior commercial leaders.
• Support account planning, strategic account development, and territory planning efforts.
• Consistently achieve outreach, meeting generation, lead qualification, and pipeline creation goals.
• Develop relationships with healthcare executives, pharmacy leadership, and key decision-makers within targeted accounts.

Market Research & Opportunity Development

• Research prospective health systems, healthcare markets, stakeholder groups, and growth opportunities.
• Develop account profiles, stakeholder maps, and briefing materials to support commercial engagement strategies.
• Qualify opportunities and ensure smooth handoffs to senior commercial leaders.
• Gather market intelligence and competitive insights to strengthen account planning and prospecting efforts.
• Support commercial teams in identifying and prioritizing high-potential partnership opportunities.

CRM & Cross-Functional Collaboration

• Maintain accurate prospect activity, pipeline data, and account information within Salesforce and other CRM platforms.
• Track business development activity, pipeline progression, and opportunity metrics.
• Partner with Marketing, Commercial Operations, Payor Strategy, Trade Relations, and Executive Leadership on growth initiatives and special projects.
• Support conference planning, executive meeting coordination, and commercial outreach efforts.

Required Qualifications

• Bachelor's degree or equivalent experience.
• 4+ years of experience in healthcare sales, business development, account executive, healthcare consulting, account management, client services, customer acquisition, or other customer-facing commercial roles.
• Demonstrated success in B2B healthcare sales, prospecting, lead generation, pipeline development, customer acquisition, and new business development activities.
• Experience working in a hunter-style role focused on identifying and creating net-new opportunities.
• Experience selling solutions, services, products, or consulting engagements within healthcare markets.
• Experience utilizing Salesforce or another CRM platform to manage prospect engagement and sales activity.
• Strong communication, relationship-building, and organizational skills.
• Demonstrated resilience, persistence, grit, and the ability to thrive in a fast-paced environment.
• Intellectual curiosity and a desire to learn specialty pharmacy, health system operations, and healthcare strategy.

Preferred Qualifications

• Experience selling into health systems, hospitals, integrated delivery networks (IDNs), healthcare provider organizations, or healthcare services organizations.
• Experience engaging Pharmacy Directors, Pharmacy Managers, Chief Pharmacy Officers, health system executives, or other senior healthcare stakeholders.
• Background in medical device sales, pharmaceutical sales, healthcare technology sales, healthcare services, healthcare consulting, strategic partnerships, strategic account management, enterprise healthcare sales, provider sales, hospital sales, or solution-based selling environments.
• Experience supporting complex healthcare sales cycles involving multiple stakeholders and buying committees.
• Experience with consultative selling, account planning, and relationship-based business development methodologies.

What Makes Someone Successful in This Role

• Thrive in a true healthcare business development and new business development environment.
• Be comfortable hearing