Senior Executive, GPO

Job Description

• This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Executive, GPO based in United States. This senior leadership role is responsible for strengthening group purchasing organization (GPO) partnerships and translating those relationships into sustainable commercial growth. You will develop strategies that increase contract utilization, expand market reach, improve customer retention, and grow revenue and margin. The role works closely with senior GPO and healthcare stakeholders, including C-suite leaders, while partnering across sales, marketing, product, operations, and strategic accounts. You will identify opportunities across IDNs, ASCs, CHCs, DSOs, and emerging healthcare segments to broaden market presence. The position combines strategic relationship management, contract negotiation, sales optimization, market analysis, and cross-functional leadership. You will also equip field teams with the training, communication, and programs needed to execute GPO strategies effectively. With significant executive visibility and travel of up to 35%, this is an opportunity to shape high-impact partnerships across the healthcare distribution landscape.
• Accountabilities: Develop and execute comprehensive strategies that strengthen GPO partnerships, increase contract compliance and utilization, and maximize commercial value. Identify opportunities to expand into new classes of trade and market segments, including IDNs, ASCs, CHCs, DSOs, and emerging healthcare markets. Build targeted growth plans that increase sales of private-label products and strategic partner offerings while improving customer retention. Cultivate strategic relationships with GPO leadership, C-suite stakeholders, member customers, and other key decision-makers. Represent the organization at relevant industry events and position its capabilities as a preferred healthcare partner. Collaborate with field sales, strategic account, business development, marketing, product management, and operations teams to drive GPO-related growth. Lead programs focused on standardization and IDN commitments to secure new business and expand existing relationships. Develop and deliver GPO training, rules of engagement, and strategic communications for field teams. Host quarterly strategic discussions with senior sales and regional leaders to communicate priorities, initiatives, market developments, and opportunities. Lead GPO contract negotiations, seeking favorable commercial terms while expanding reach into new market segments. Manage the full contract lifecycle, ensuring compliance, strong execution, and maximum value from agreements. Partner with member customers and strategic account leaders to optimize contract connections, savings opportunities, and overall customer experience. Analyze market trends, competitive dynamics, purchasing behavior, pricing, and GPO performance to identify opportunities and inform strategic decisions. Track and report GPO performance metrics, translating data into actionable recommendations for senior leadership. Serve as a strategic liaison between GPO partners and internal teams, resolving challenges and maintaining alignment across initiatives. Support complex projects, manage budgets where required, and drive initiatives through effective planning, negotiation, and cross-functional execution. Requirements: Typically 10+ years of progressively responsible professional experience, including at least 5 years in GPO management, healthcare sales, or a closely related field. Proven track record in GPO relationship management, contract negotiations, strategic growth initiatives, and revenue optimization. Strong understanding of healthcare distribution channels, GPO models, and IDN market dynamics. Demonstrated ability to influence senior executives and navigate complex, cross-functional organizational structures. Exceptional relationship-building, negotiation, communication, presentation, and public-speaking skills. Strong analytical, strategic-thinking, independent decision-making, and problem-solving capabilities. Ability to identify complex business challenges, develop practical solutions, and deliver difficult messages effectively. Strong planning, organizational, project-management, and consultative skills, including the ability to manage budgets and multiple strategic priorities. Proficiency with CRM platforms, data analysis, sales forecasting tools, and relevant business systems. Demonstrated ability to build lasting partnerships with internal and external customers at all organizational levels. Ability to operate effectively in a dynamic environment while balancing strategic leadership with hands-on execution. Bachelor’s degree or global equivalent in a relevant discipline typically preferred; a master’s degree or equivalent is advantageous. Industry certifications are a plus, with the role potentially requiring or benefiting from multiple professional certifications. Willingness and ability to travel approximately 35%, including local and regional travel. Benefits: Base salary range of $131,056–$205,000, with individual compensation determined by factors such as education, experience, training, skills, certifications, location, labor market conditions, and internal equity. Eligibility for a bonus program, subject to applicable plan terms and achievement of performance objectives. Medical, dental, and vision coverage. 401(k) retirement plan with company matching. Paid time off and applicable sick leave. Paid parental leave. Income protection benefits. Work-life assistance programs. Flexible Spending Accounts (FSAs). Educational benefits and a worldwide scholarship program. Volunteer opportunities and opportunities to contribute to communities. A senior-level opportunity to influence healthcare market growth, strategic partnerships, and customer outcomes. Collaborative, cross-functional environment with significant exposure to senior leadership and healthcare industry stakeholders. Flexible work arrangements may include work-from-home, hybrid, onsite, or field-based work depending on role requirements.
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