Director, GPO Relationships

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

📋 Description

• Act as the primary liaison for Intersurgical with the designated GPO, fostering relationships from sourcing/category managers to executive leadership.

• Develop and uphold an annual account strategy that encompasses the contract calendar, category priorities, growth targets, and engagement with executives.

• Conduct regular business reviews with the GPO regarding compliance, contract performance, and forthcoming opportunities.

• Represent Intersurgical at GPO national meetings, supplier summits, member councils, and trade exhibitions.

• Oversee RFP/RFI submissions, bid strategies, and negotiations for new, renewed, and extended agreements.

• Collaborate with contracts and pricing teams to analyze pricing tiers, administrative fees, rebates, and margin impacts.

• Ensure that contract terms, pricing, and product listings are accurately entered and maintained with the GPO and distributors.

• Encourage member adoption and conversion alongside field sales and IDN/corporate account directors.

• Identify target member health systems and priority conversions; develop and monitor conversion initiatives.

• Create GPO-specific programs, communications, and value propositions in partnership with marketing.

• Monitor member utilization, compliance, and competitive market share; identify and rectify any leakage.

• Keep leadership, sales, product management, and operations updated on GPO strategy, requirements, and timelines.

• Collaborate with supply chain and customer service to fulfill GPO supplier commitments.

• Assist with value analysis requests utilizing clinical, quality, and product data.

• Provide forecasts, pipeline updates, and performance reports to the VP of National Accounts & Commercial Operations.

• Success will be evaluated based on GPO revenue growth, member conversions, contract compliance, pricing and margin performance, market share gains, and the quality of relationships.

⛳️ Requirements

• Bachelor's degree in business, life sciences, or a relevant field, or equivalent experience.

• A minimum of 8 years in sales within the medical device or healthcare supplier sectors, including at least 3 years managing GPO, national account, or IDN relationships.

• Direct experience in negotiating GPO agreements, including RFP responses, pricing tiers, administrative fees, and rebates.

• Demonstrated success in driving contract pull-through and member conversion, beyond merely winning awards.

• Strong financial acumen; adept at modeling pricing scenarios and assessing contract profitability.

• Executive presence with the ability to influence without direct authority, both internally and at the GPO.

• Proficient with CRM and contract/sales analytics tools.

• Advanced skills in Excel.

• Willingness to travel up to 50% of the time.

• Existing relationships with Vizient, Premier, or HealthTrust are preferred.

• Experience in respiratory, anesthesia, critical care, or other hospital disposable products is preferred.

• Familiarity with GPO data portals and contract compliance reporting is preferred.

• Experience working with distributors such as Medline, Owens & Minor, and Cardinal Health, as well as with IDN value analysis committees, is preferred.

• An MBA or advanced degree is preferred.

🏝️ Benefits

• Competitive salary plus bonus.

• Numerous opportunities to face challenges and advance your career within a rapidly growing company.

• 401k plan.

• Paid Time Off and holidays.

• Medical, dental, and vision insurance.

• Much more...