Director, GPO Strategy & Commercial Partnerships

Valsoft Corporation

About The Position

This role will sit within one of Fluent’s investment portfolios and work closely with senior leadership to build and scale a new, verticalized group purchasing organization (GPO). The initial focus will be on a core vertical we already serve, with the explicit goal of expanding the playbook across Fluent over time. We’re looking for a commercially minded operator with procurement and negotiation depth to build and scale a verticalized Group Purchasing Organization (GPO) from the ground up. This is a rare opportunity to design a high-impact commercial engine that aggregates customer spend, negotiates best-in-class vendor agreements, and drives meaningful margin and value across a growing global customer base currently standing at 20,000+ customers and their key vendors. This role blends strategy, negotiation, analytics, and execution and offers a clear path to senior leadership.

Requirements

5–10+ years of experience in Sales, procurement, and commercial negotiations
Strong understanding of GPOs and how value is created
Strong network across national or multi-regional vendors and experience engaging senior commercial decision-makers
Strong experience in designing and implementing pricing models
Proven track record negotiating complex vendor contracts
Strong Excel and financial analysis skills
Comfortable operating in ambiguity and building from zero
Builder mindset—you’ve created programs, not just operated them
Commercially aggressive but long-term oriented
Comfortable being the first, not the tenth
Hungry to win, humble enough to learn, and pragmatic in execution
Energized by ambiguity, blank pages, and pushing through resistance
Personally accountable for outcomes, not just activity
Comfortable hearing “no” and turning it into momentum

Nice To Haves

Direct experience working within a GPO
Experience scaling sales, procurement or vendor programs globally
Background combining procurement and sales/commercial responsibilities

Responsibilities

Build & Scale the GPO Model
Identify high-spend vendors ripe for member spend aggregation and negotiation
Identify the ideal customer and assess the need/willingness to participate and save
Design and launch a scalable, two-sided commercial model that aligns member adoption with vendor ROI
Vendor Negotiation & Commercial Leadership
Lead vendor contract negotiations, pricing models, and volume-based agreements
Own commercial and legal pricing discussions with confidence
Balance savings, vendor economics, and Fluent margin to create a sustainable growth engine
Partner with legal and finance to optimize contracts and velocity of onboarding
Analytics, Reporting & Execution
Build pricing, rebate, and incentive structures that align member adoption with vendor ROI
Build and deliver vendor and customer spend reports
Partner with legal and finance to design systems that support the programs
Develop ongoing reporting to track savings, performance, and growth
Stakeholder & Customer Engagement
Work closely with Managing Directors, Customer Success teams, and leadership
Leverage existing customer relationships for Business Development efforts
Influence across the organization without direct authority