Director, GPO Partnerships – Channel Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the pursuit, growth, and strategic oversight of GPO-related business initiatives.

• Act as the main commercial liaison for GPO relationships.

• Propel profitable growth and enhance customer engagement.

• Oversee internal execution and optimize share across TriMark’s ecosystem.

• Create and implement annual growth strategies focusing on revenue targets, pipeline development, customer penetration tactics, and account expansion priorities.

• Identify and convert new business opportunities while maintaining a strong opportunity pipeline.

• Foster relationships with key decision-makers, procurement leaders, culinary/operations contacts, and sector leaders.

• Represent TriMark in customer meetings, business reviews, growth planning discussions, and strategic account dialogues.

• Direct commercial strategy for new program implementations, customer rollouts, and growth initiatives.

• Collaborate with divisional sales, Corporate Accounts, project management, and operations teams from pursuit through execution.

• Ensure cross-functional alignment across sales, account executives, contract sales, category management, supply chain, sourcing, project management, design, operations, pricing, and contract administration.

• Shape programs, offerings, value propositions, sales enablement tools, customer messaging, and training initiatives.

• Broaden participation through equipment, supplies, services, chemicals, rentals, private label, and other strategic offerings.

• Monitor pipeline, revenue, margin, win/loss activity, and expansion progress.

• Report business performance, opportunities, risks, and necessary actions to the VP, GPOs, and executive leadership.

• Maintain processes for account planning and forecasting.

⛳️ Requirements

• A Bachelor’s degree is required; a background in business, sales, hospitality, supply chain, or a related field is preferred.

• At least 7 years of progressive experience in sales, business development, GPO, Corporate Accounts, or contract sales, preferably within foodservice equipment, supplies, design/build, distribution, or a related industry.

• Prior experience managing or selling to contract-managed groups or large multi-site foodservice organizations is strongly preferred.

• Demonstrated success in business development, expanding strategic accounts, and driving revenue growth in complex customer environments.

• Strong executive presence with the capability to build credibility across customer organizations and internal leadership teams.

• Proven ability to work cross-functionally and influence without direct authority.

• Strong commercial acumen, strategic thinking, and execution discipline.

• Capability to manage multiple priorities, navigate ambiguity, and advance opportunities in a fast-paced setting.

• Exceptional communication, presentation, relationship management, and problem-solving abilities.

• Willingness to travel as needed for customer relations, business development, and internal coordination.

• Experience in the foodservice equipment and supplies industry.

• Background in contract sales, national accounts, or GPO account management.

• Familiarity with pricing structures, customer programs, bid support, and contract compliance environments.

• Experience in coordinating complex rollouts or large multi-location customer deployments.

• Understanding the intersection of field sales, category strategy, and customer procurement organizations.

• Ability to successfully pass a background check after offer acceptance.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Tuition reimbursement

• Pet insurance

• Legal insurance

• 401(k)

• Community Service Day

• Spotlight Awards

• National Sales Excellence Awards

• CFSP Prep Certification Program