Senior Director – GPO Account Management

This is a fully remote position, open to applicants in District of Columbia, +3 more states.

📋 Description

• Oversee national GPO customer partnerships while ensuring contractual excellence that aligns with long-term commercial goals.

• Develop and implement multi-year account strategies, category programs, pricing frameworks, and growth initiatives.

• Cultivate relationships with customer decision-makers to achieve mutual business objectives.

• Collaborate with supply chain, marketing, finance, and commercial teams to activate customer initiatives.

• Work in conjunction with bottlers and distributors within foodservice/on-premise networks.

• Examine performance data, category insights, and economic trends to pinpoint revenue opportunities and guide negotiations.

• Address execution challenges through strategic problem-solving and contingency planning.

• Stay updated on industry trends and competitive movements to proactively adjust strategies.

• Align internal leadership and cross-functional teams on enterprise-wide initiatives.

• Utilize data-driven forecasting, customer engagement planning, and resource allocation to enhance profitability.

⛳️ Requirements

• A Bachelor’s degree in Business, Marketing, Finance, or a related field is required; an MBA is highly preferred.

• Over 10 years of progressive experience in sales, account management, or commercial strategy with national partnerships.

• Foodservice experience is greatly valued.

• Demonstrated success in developing and negotiating complex contracts with executive-level customers.

• Proven ability to transform market and financial analysis into actionable commercial strategies.

• Capability to influence outcomes across matrix organizations without direct authority.

• Full proficiency in CRM tools and digital analytics platforms.

• Experience with predictive insights and AI-based forecasting is considered a plus.

• Strong ability to present strategies and negotiate effectively at the senior executive level.

• Capacity to manage multiple priorities effectively in competitive, fast-paced environments.

• Experience guiding initiatives through networks involving distributors and bottling partners.

• Flexibility to travel within North America.

• Must be currently authorized to work full-time in the United States without requiring company sponsorship.

🏝️ Benefits

• Access to cutting-edge digital sales enablement platforms.

• Advanced data analytics tools.

• Structured development in customer engagement practices, contract management, and next-generation commercial capabilities.

• Collaboration with leading North America commercial executives and strategic customers.

• Annual incentive reference value of 30%.

• Comprehensive range of medical, financial, and other benefits, depending on the position.

• Equal Opportunity Employer.