Regional Director, National Sales GPO

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Manages the business relationship with one of our largest GPO partnerships, collaborating with Regional Vice Presidents of National Sales (RVPNS), Area Vice Presidents of National Sales (AVPNS), National Sales Managers (NSM), and Account Executives (AEs) in the designated region to ensure Program Growth and Retention, CMA Utilization, and Member Satisfaction.

• Collaborates with RVPNS in the assigned regions to develop an annual Premier strategy plan by market, concentrating on AE training, key retention action plans, and CMA Utilization plans.

• Conducts quarterly reviews of the GPO checklist with each Area to evaluate performance against key GPO commitments.

• Engages key Area (AVPNS) and Region (RVPNS) personnel to address and resolve Service Protocol Process issues.

• Analyzes data and reports (including member retention reports and dashboards) to proactively identify potential service issues and member concerns.

• This includes metrics such as fill-rate, on-time delivery performance, account executive effectiveness, and program maximization.

• Reviews SOS (Save Our Sales) submissions affecting members in the region weekly, proactively addressing them with market staff to ensure timely resolution.

• Provides guidance and oversight for all Middle Earth groups to guarantee adherence to Premier contractual expectations.

• Drives customer retention and program growth to meet annual operating plan (AOP) goals in assigned regions.

• Ensures training and competency of field personnel responsible for GPO business as assigned.

• Frequent overnight travel is expected (50% - 60%).

• Additional duties may be assigned by the manager.

⛳️ Requirements

• A minimum of 7 years of experience in foodservice or group purchasing sales is required.

• Proven experience in positive customer interactions and issue resolution is also required.

• Experience in implementing positive change management is essential.

• Familiarity with Group Purchasing Organizations (GPO) and large regional or national multi-location chains is highly preferred.

• Management experience of a large, complex, multi-customer, multi-million dollar book of business is preferred.

• Orange Belt (or higher) level of Continuous Improvement training is preferred.

• Experience in delivering competency-based training to internal team members is desirable.

• Strong interpersonal skills and a talent for relationship building are required.

• Demonstrated ability to develop and implement programs that add value to both the end user and the organization.

• A disciplined approach to monitoring data and reports to proactively mitigate customer concerns is necessary.

• Ability to leverage relationships for achieving business objectives, along with strategic thinking skills, strong business acumen, and business maturity, is required.

• Excellent oral and written communication skills, along with strong organizational capabilities and follow-through, are essential.

• Strong leadership and team-building abilities with a proven results-oriented approach are also required.

• Skills in issue resolution, defining customer expectations, and action planning are necessary.

• Proficiency in Microsoft Excel, Teams, Outlook, and Word is required.

🏝️ Benefits

• Health insurance

• Pre-tax spending accounts

• Retirement benefits

• Paid time off

• Short-term and long-term disability

• Employee stock purchase plan

• Life insurance

• Annual incentive plan bonus