GPO Sales Director

Key Responsibilities

• Lead the development and execution of GPO contract strategy across products and services
• Manage the full contract lifecycle, including RFP participation, pricing strategy, renewals, and renegotiations
• Design pricing structures aligned with margin goals, compliance requirements, and competitive positioning
• Drive contract utilization by ensuring GPO agreements translate into customer purchasing behavior
• Partner with field sales teams to operationalize contracts and remove barriers to adoption
• Build and maintain strong relationships with national and regional GPOs, as well as affiliated health systems and IDNs
• Engage procurement and supply chain stakeholders to support contract positioning, evaluation, and renewal decisions
• Enable commercial teams with tools, insights, and training to effectively position GPO agreements
• Analyze contract performance, including revenue, profitability, compliance, and market share within GPO memberships
• Identify opportunities to optimize pricing, access, and utilization across the portfolio
• Ensure all contracting practices comply with regulatory requirements and company policies
• Maintain performance and proactively address risks related to pricing, compliance, and contract adherence

Qualifications

• Bachelor’s degree in Business, Healthcare Administration, Life Sciences, or a related field (MBA preferred)
• Certification in healthcare or pricing/contracting preferred
• 8+ years of experience in healthcare sales, GPO contracting, or national accounts
• Proven experience negotiating and managing GPO contracts
• Strong understanding of hospital and IDN purchasing structures and supply chain dynamics
• Experience in radiopharmaceuticals, specialty pharmacy, or hospital-based therapeutics preferred
• Knowledge of reimbursement dynamics and payer-provider interactions preferred
• Familiarity with time-sensitive logistics and service models, especially in radiopharmaceutical delivery
• Strong knowledge of healthcare compliance, FDA-regulated environments, and contracting governance
• Expertise in GPO contracting, pricing strategy, and contract lifecycle management
• Strong analytical skills with the ability to assess profitability, utilization, and pricing impact
• Excellent negotiation, communication, and stakeholder management skills
• Ability to work cross-functionally and influence across teams in a matrixed environment
• Strategic mindset with a strong focus on results, compliance, and continuous improvement