Senior Manager, GPO

Harrow  |  Reports to: Director of Trade and Distribution

Position Summary

The Senior Manager, GPO Relations serves as Harrow’s primary point of contact for Group Purchasing Organization (GPO) partners, owning the end-to-end GPO contracting relationship — from negotiation and drafting through amendments, renewals, and terminations — while driving the broader programs, analytics, and cross-functional coordination needed to maximize the value of those partnerships. This position requires deep expertise in GPO contracting mechanics, chargebacks and administrative fee administration, membership and eligibility management, and government pricing and compliance considerations governing GPO agreements in the pharmaceutical industry.

This position will work closely with and partner with others in Market Access, Sales, and Strategic Account groups, as well as those from Marketing, Legal/Compliance, Finance, Trade Operations, and IT departments, as well as GPO partners and outside vendors, to fulfill the responsibilities of this position.

Core Responsibilities

• Serve as Harrow’s primary point of contact and relationship owner for assigned GPO partners, managing the day-to-day relationship, regular business review cadence, and escalation of member or contract issues.
• Lead negotiation, drafting, and execution of new GPO agreements, and manage all contract amendments, renewals, and terminations, proactively tracking the contract lifecycle calendar to prevent lapses or unfavorable auto-renewals.
• Respond to and manage GPO Requests for Proposal (RFPs) and Requests for Information (RFIs) for new or renewed contracts.
• Serve as lead for GPO membership roster management and eligibility verification, resolving member disputes and tier-eligibility questions.
• Oversee GPO chargeback accuracy and dispute resolution in partnership with Finance and Trade Operations, ensuring timely and correct processing.
• Manage GPO administrative fee tracking, payment, and reconciliation, ensuring compliance with the anti-kickback statute safe harbor fee cap.
• Ensure GPO contract terms and administration are structured consistently with government pricing obligations (e.g., Medicaid Best Price, 340B), partnering with Legal and Government Pricing/Finance.
• Partner with Sales, Strategic Account Management, and Marketing to drive contract pull-through and utilization at the member-facility level, translating GPO agreement terms into field-facing guidance and program designs.
• Track and report GPO performance metrics — tier compliance, contract utilization, rebate/fee accruals, and membership movement — preparing materials for internal and joint GPO business reviews (QBRs).
• Monitor the competitive GPO landscape, including member consolidation, new entrants, and competitor contracting activity, and evaluate opportunities for new GPO relationships.
• Engage and support Specialty Distribution Trade contract discussions, vendor setup, contract pull-through, and ongoing partnership discussions.
• Maintain accurate GPO contract and membership data within Harrow’s contract management systems, partnering with IT on data platform needs.
• Act as the internal subject-matter expert on GPO agreements, educating Sales, Trade, and Finance teams on contract terms, mechanics, and compliance requirements.
• Support Market Access communications and internal updates related to GPO programs and contract status.

Qualifications & Requirements

• 5+ years of experience in market access, trade relations, or contracting within the pharmaceutical or specialty pharmacy industry.
• Bachelor’s degree required.
• Minimum of 3–5 years of direct, hands-on GPO contracting and relationship management experience with a pharmaceutical or specialty pharmacy manufacturer.
• Demonstrated experience negotiating, drafting, and administering GPO contracts, amendments, and renewals.
• Experience managing GPO chargeback processes, administrative fee compliance, and membership/eligibility administration.
• Working knowledge of government pricing implications relevant to GPO contracting (e.g., Medicaid Best Price, 340B) and GPO administrative fee safe harbor requirements.
• Buy-and-bill experience preferred.
• Eye care/ophthalmology experience preferred.
• Private equity-backed company experience preferred.
• Strong negotiation, contract management, and cross-functional collaboration skills.

Position Type

• Remote

Travel

• Up to 25%