Director, Strategic Partnerships
Position Overview
This role leads the development and execution of strategic partnerships across Canada’s healthcare system, driving long-term value through engagement with key stakeholders including:(i) Group Purchasing Organizations (GPOs)
(ii) Provincial and regional health authorities (e.g. PHSA, ON Health, CAG, RAMQ, Nova Scotia Health Authority, etc.).
(iii) Government bodies
(iv) Distribution partners
The Director, Strategic Partnerships is responsible for shaping and advancing strategic account plans, strengthening system-level relationships, and identifying opportunities to expand Urgo Medical’s footprint across Canada. This role plays a critical part in aligning commercial strategy with healthcare system priorities and enabling sustainable growth. This position will effectively embody Urgo Medical culture and collaborate with the Urgo Medical Canada team.
The ideal candidate is a bilingual (English/French) healthcare operations and commercial leader with experience managing national distribution, engaging healthcare systems, and driving strategic partnerships across Canada. They bring a proven ability to navigate complex procurement environments, develop and execute national strategic plans, and lead cross-functional teams to deliver results.
In addition, this position requires a self-motivated individual with high energy and passion, a personal and professional history of leadership, management, and sales results accompanied by excellent communication skills as well as a strategic mindset to prioritize and deliver on key objectives. The ideal candidate combines high-level vision with the ability to roll up their sleeves and get directly involved in driving outcomes.
Urgo Medical fosters a highly collaborative and team-oriented culture. The successful candidate will be expected to actively contribute to and strengthen this environment by building strong internal partnerships, promoting open communication, and supporting a culture of shared success.
· Strategic Partnerships & Account Leadership
o Develop and execute national strategic partnership and account plans across Canadian healthcare systems, including hospital networks, GPOs, and provincial health agencies.
o Conduct regular performance reviews
o Serve as the primary point of contact for all contractual, strategic, and operational matters related to key accounts and partners.
o Lead the development of RFP strategy and oversee the end-to-end submission process across Canada, in collaboration with cross-functional teams, to maximize win rates and ensure alignment with business objectives.
o Lead contract strategy, including positioning for renewals and negotiations, ensuring strong market access and competitive advantage.
· Distribution & Network Management
o Lead the development and execution of the Canadian distribution strategy and network.
o Manage and optimize national distribution agreements to drive growth, efficiency, and service excellence.
o Identify and implement opportunities to improve distribution models, reduce costs, and enhance service delivery.
o Ensure continuity, compliance, and performance across all distribution partners.
· Healthcare system Engagement
o Engage key stakeholders across provincial healthcare systems (e.g., PHSA, Ontario Health, CAG, RAMQ, Nova Scotia Health) to position the organization as a strategic partner.
o Navigate complex procurement environments to support product access, adoption, and long-term collaboration.
o Identify and prioritize opportunities aligned with healthcare system needs and transformation goals.
· Team collaboration
o Collaborate with key account managers and the sales area manager, ensuring alignment with their strategic roadmap to drive contract penetration, educational initiatives, and procurement strategies.
o Engage with Leadership Team (General Manager, Finance and Operations Manager) to define and execute the Canada strategic plan.
o Foster a collaborative and high-performance team culture.
o Contribute to the development and execution of the Canadian strategic plan with the Leadership Team.
· Reporting and Analytics:
o Define, monitor, and report on KPIs related to strategic accounts, partnerships, and distribution performance.
o Conduct regular business reviews with distributors and GPOs, analyzing performance metrics such as forecasting accuracy, inventory levels, and service outcomes.
o Utilize data-driven insights to make informed decisions and drive continuous improvement.
· Strategic Initiatives & Growth:
o Lead and execute key national initiatives to expand market presence and improve operational efficiency.
o Identify opportunities to deliver value through innovative partnership models and solutions.
o Drive measurable outcomes, including revenue growth, cost savings, and enhanced market positioning.
Competencies
- · Strong leadership and interpersonal skills.
- · Excellent communication and negotiation abilities.
- · Strategic thinking and problem-solving capabilities.
- · Excellent relationship-building skills
- · High energy, ownership, and results orientation
- · Proficiency in CRM software and Microsoft Office Suite.
- · Comfortable with interaction at all levels of the organization, including leadership throughout various business groups like regional hospitals, procurement groups, academic hospitals, and national /provincial purchasing entities.
- · Ability to work independently and as a team member, take initiative and share best practices with the team.
- · Ability to work in a cross-functional team in a dynamic environment for ad-hoc projects.
- · Strategic mindset with the ability to define key target priorities, build action plans, and deliver against them.
- · Excellent time and project management skills are required.
- · Fluent in English and French is preferred
- · Ability to thrive in a fast-paced, dynamic environment.
- · Strong customer-centric approach.
- · High level of integrity and professionalism.
- · Ability to travel within Canada, and occasionally to the US, including frequent overnight stays.
Requirements
- Education:
o Bachelor’s degree in business administration, management or a related field is required.
- Experience:
o Minimum of 7-10 years of experience in healthcare, with a focus on strategic accounts, partnerships, distribution, or market access.
o Strong understanding of the Canadian healthcare system, including GPOs and provincial health structures.
o Proven track record of managing complex partnerships and navigating procurement environments.
o Experience managing national distribution agreements and driving strategic initiatives.
Work Environment
· Hybrid work model, requiring regular in-office presence (Mississauga) combined with remote work flexibility.
· Indoors, in an office environment, with temperature control.
· No adverse environmental conditions expected.
· Travel approximately 30% of the time.
Physical Demands
· Sedentary work. Exerting up to 15 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Repetitive motion. Substantial movements (motions) of the wrists, hands, and/or fingers. The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; the ability to operate standard office equipment and keyboards.
The above description is intended to describe
the general content, identify the essential functions of and requirements for
the performance of this job. It is not
to be construed as an exhaustive statement of duties, responsibilities, or
requirements.