Group Purchasing Organization Account Manager

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

📋 Description

• Develop and implement the national GPO strategy for the company, ensuring alignment with overarching commercial goals.

• Discover new GPO partnership opportunities to enhance market access and drive revenue growth.

• Establish executive-level relationships with leaders in national and regional GPOs.

• Oversee contract negotiations, renewals, amendments, and pricing discussions.

• Assess the ROI and profitability of GPO contracts.

• Create annual business plans for each GPO partner.

• Manage GPO agreements, focusing on pricing, administrative fees, compliance requirements, sales reporting, contract renewals, and fee reporting.

• Ensure timely fulfillment of contract obligations and track contract performance as well as utilization metrics.

• Facilitate internal approval processes for new agreements.

• Propel contracted sales growth through both existing and new GPO relationships.

• Enhance contract penetration among member organizations.

• Identify contracts that are underperforming and devise corrective action plans.

• Collaborate with field sales and brokers to transform contract availability into customer successes.

• Work alongside national foodservice account managers, regional sales managers, inside sales, broker network, marketing, operations, finance, logistics, supply chain, and distributor/channel partners.

• Partner with broadline distributors to optimize GPO contract compliance.

• Assist distributor sales teams with contract education and growth initiatives.

• Organize promotional opportunities associated with GPO agreements.

• Monitor GPO consolidations, competitive contract activities, member purchasing behaviors, regulatory changes, and emerging foodservice channels.

• Provide strategic insights based on market analysis.

• Track metrics such as contracted sales, member participation, revenue growth, margin performance, contract utilization, pipeline opportunities, and forecast accuracy.

• Deliver regular business reviews to executive leadership.

⛳️ Requirements

• Bachelor's degree in Business, Marketing, Food Science, or a related discipline.

• 5-7+ years of progressive experience in foodservice sales.

• 2-5+ years of experience managing relationships with Group Purchasing Organizations.

• Proven experience in selling through foodservice distribution channels.

• Strong knowledge of GPO contracting and pricing structures.

• Demonstrated success in negotiating complex commercial agreements.

• Exceptional presentation and executive communication abilities.

• Willingness to travel nationally.

• Capability to stand for extended periods, stoop, kneel, and reach regularly.

• Ability to lift, push, and pull items weighing up to 35 pounds.

• Valid state driver’s license is required.

• Personal vehicle is necessary.

• Preferred experience in K-12, healthcare, higher education, senior living, or business & industry sectors.

• Familiarity with food manufacturing operations is preferred.

• Experience using CRM systems (Salesforce preferred, along with HubSpot, First Bite, etc.).

• Preferred experience with national GPOs, including Premier, Vizient, HealthTrust, OMNIA Partners, Sourcewell, Foodbuy, Entegra, or TIPS.

• Availability for weekend or after-hours work may be necessary.

🏝️ Benefits

• Medical, dental, and vision insurance are available.

• Paid time off is provided.

• Company holidays are observed.

• Mileage reimbursement will be offered.