Director, GPO Relationships | Remote, USA

• 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: 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 across respiratory, anesthesia and related categories.
• Partner with the contracts and pricing team to model pricing tiers, admin fees, rebates and margin impact before commitments are made.
• Ensure contract terms, pricing and product lists are accurately loaded and maintained with the GPO and distributors.

• Convert awards into revenue by driving 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.
• Work with marketing to develop GPO-specific programs, communications and value messaging for members and clinical committees.
• Use GPO and internal data to track member utilization, compliance and competitive share; flag leakage and act on it.

• Be the voice of the GPO inside Intersurgical — 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 (fill rates, backorder communication, reporting).
• Support value analysis requests with clinical, quality and product data.
• Provide regular forecasts, pipeline updates and performance reporting to the VP, National Accounts & Commercial Operations.

• 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 (seat-specific; see tailoring notes).
• Experience in respiratory, anesthesia, critical care or other hospital disposables.
• Familiarity with GPO data portals and contract compliance reporting.
• Experience working through distributors (e.g., Medline, Owens & Minor, Cardinal Health) and with IDN value analysis committees.
• MBA or advanced degree.

• Revenue and growth through the assigned GPO's contracts, versus plan.
• Member conversion wins and contract compliance/utilization rates.
• Contracts awarded, renewed or extended on target pricing and margin.
• Share gains in priority categories against named competitors.
• Quality of the GPO relationship: executive access, business review cadence, supplier scorecard results.

Benefits 

• We are passionate about the well-being of others and that begins with caring for our people.
• 💰 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...