Director, GPO Relationships

Job not on LinkedIn

🕒 Yesterday

🇺🇸 United States – Remote

💵 $175k - $190k / year

⏰ Full Time

🔴 Lead

👔 Director

👻 Ghost score 0%

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Intersurgical

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 1982

🏥 Healthcare

🏭 Manufacturing

🤝 B2B

Healthcare • Manufacturing • B2B

Intersurgical is a global designer, manufacturer and supplier of a wide range of high-quality medical devices focused on respiratory care. The company provides products and solutions for airway management, anaesthesia, critical care, oxygen and aerosol therapy, and home respiratory care, serving hospitals, emergency care, and home-care settings worldwide. Intersurgical also emphasizes product education, quality and environmental management, sustainability initiatives, and a global sales and distribution network.

📋 Description

• Serve as Intersurgical's primary point of contact for the assigned GPO, building relationships from sourcing/category managers up to executive leadership • Build and maintain an annual account plan covering the contract calendar, category priorities, growth targets and executive engagement • Lead regular business reviews with the GPO on compliance, contract performance and upcoming opportunities • Represent Intersurgical at GPO national meetings, supplier summits, member councils and trade shows • Lead RFP/RFI responses, bid strategy and negotiations for new, renewed and extended agreements • Partner with contracts and pricing to model pricing tiers, admin fees, rebates and margin impact • Ensure contract terms, pricing and product lists are accurately loaded and maintained with the GPO and distributors • Drive member adoption and conversion with field sales and IDN/corporate account directors • Identify target member health systems and priority conversions; build and track conversion campaigns • Develop GPO-specific programs, communications and value messaging with marketing • Track member utilization, compliance and competitive share; identify and address leakage • Keep leadership, sales, product management and operations informed of GPO strategy, requirements and deadlines • Coordinate with supply chain and customer service to meet GPO supplier obligations • Support value analysis requests with clinical, quality and product data • Provide forecasts, pipeline updates and performance reporting to the VP, National Accounts & Commercial Operations • Success measured by GPO revenue and growth, member conversions, contract compliance, pricing and margin performance, share gains, and relationship quality

🎯 Requirements

• Bachelor's degree in business, life sciences or a related field, or equivalent experience • 8+ years in medical device or healthcare supplier sales, with 3+ years managing GPO, national account or IDN relationships • Direct experience negotiating GPO agreements, including RFP responses, pricing tiers, admin fees and rebates • Proven record of driving contract pull-through and member conversion, not just winning awards • Strong financial acumen; comfortable modeling pricing scenarios and contract profitability • Executive presence and ability to influence without authority, internally and at the GPO • Proficiency with CRM and contract/sales analytics tools • Strong Excel skills • Ability to travel up to 50% • Existing relationships at Vizient, Premier or HealthTrust (preferred) • Experience in respiratory, anesthesia, critical care or other hospital disposables (preferred) • Familiarity with GPO data portals and contract compliance reporting (preferred) • Experience working through distributors such as Medline, Owens & Minor, and Cardinal Health and with IDN value analysis committees (preferred) • MBA or advanced degree (preferred)

🏖️ Benefits

• Competitive salary + bonus • Multiple opportunities to be challenged and step up your career in a fast-growth company • 401k • Paid Time Off and holidays • Medical, dental, and vision benefits • Much more...