Vice President, GPO, Pricing & Contracting, and Strategic Engagement

Key Accountabilities

• Build and own the segmentation and prioritization strategy for ophthalmology-aligned GPOs, PE-backed MSOs, and IDN- or ASC-owned retina practices and networks.
• Develop account-specific strategic plans for top-tier organizations, aligned to overall launch and commercial objectives.
• Track the evolving retina consolidation landscape - new MSO formation, PE ownership changes, network mergers - and adjust account strategy accordingly.
• Lead negotiation and execution of GPO membership agreements and organization-level purchasing agreements, including volume commitments, rebate/tier structures, and administrative fees.
• Own the commercial terms and structure of these agreements end-to-end, ensuring alignment with overall pricing strategy and profitability targets.
• Partner with Legal, Finance, and National Payer Accounts to ensure contract structures are compliant with government pricing rules (e.g., GPO fee limits, 340B implications) where applicable.

C-Suite & Field Team Leadership

• Build and lead a field-based Strategic Account team responsible for day-to-day relationships with the executive/business leadership (CEO, COO, CFO, practice ownership boards, or equivalent IDN/ASC executive leadership) of assigned retina networks, GPOs, and IDN/ASC-owned retina practices.
• Personally engage the C-suite of the largest and highest-priority organizations, serving as the senior executive relationship owner.
• Recruit, coach, and develop the Strategic Account team as the organization scales post-launch, operating in a “player-coach” capacity during early-stage build-out.

Cross-Functional & Executive Engagement

• Represent GPO/strategic account strategy and performance to the CCO, executive team, and Board as needed.
• Partner with the VP, Head of National Payer Accounts to ensure organization-level contracts align with payer coverage and government pricing strategy.
• Partner with the Trade and Distribution lead to ensure contracted organizations have the distribution/inventory support needed to fulfill purchasing commitments.
• Coordinate with field Sales leadership so account-level agreements translate into physician-level adoption and pull-through.

Qualifications

• 12+ years in pharmaceutical/biotech GPO, strategic accounts, or key account management, including 5+ years at the Director/Senior Director level or above with direct C-suite negotiation ownership.
• Direct experience negotiating GPO membership or large multi-site organization purchasing agreements in a buy-and-bill specialty/biologics environment.
• Retina or broader ophthalmology experience strongly preferred; familiarity with the PE-backed MSO, IDN-affiliated, and ASC-owned retina practice landscape a significant plus.
• Deep understanding of GPO contracting mechanics (membership tiers, rebates, administrative fees) as distinct from payer coverage contracting and distribution/logistics contracting.
• Demonstrated success building and leading a field-based strategic account team from the ground up.
• Existing relationships with executive leadership at major retina networks, MSOs, or ophthalmology GPOs.
• Familiarity with 340B and GPO-related government pricing implications.