National Director, GPO Accounts
About The Position
As National Director, GPO Accounts at STERIS, you will lead strategy and execution for the company’s largest and most strategic Group Purchasing Organization relationships. The role drives profitable growth, contract performance, market expansion, and executive engagement across acute care, ambulatory, alternate-site, and integrated healthcare markets. You will align STERIS business units and commercial teams around enterprise account plans, pricing and contracting strategies, member and shareholder opportunities, and a consistent Customer experience. You will also build and lead a high-performing GPO account team and position STERIS as a trusted, total-solutions partner. This is a nationwide position. You will lead direct and matrixed account resources, develop enterprise GPO account strategies, build executive relationships, and coordinate business planning across STERIS capital, consumable, service, and solutions businesses. You will own major agreement strategy from opportunity identification and negotiation through implementation, compliance, renewal, or termination, managing financial, legal, and commercial risk. The role also entails expanding opportunities through GPO channels, pursuing ambulatory and alternate-site markets, leading enterprise business reviews, enabling field teams, developing team capability, and improving the effectiveness and customer experience of the GPO account management model.
Requirements
- Bachelor’s degree in Business, Management, Healthcare Administration, or a related discipline.
- 15 years of progressive experience in commercial leadership, strategic or national account management, business development, healthcare contracting, medical device sales, provider organizations, or GPO environments.
- Proven experience leading senior account teams and influencing cross-functional teams in a complex, matrixed healthcare organization.
- Demonstrated success managing large GPO or enterprise healthcare relationships, complex agreements, contract renewals, executive partnerships, and multi-business growth strategies.
- Strong understanding of healthcare purchasing models, GPO contracting, supply chain decision-making, acute and alternate-site markets, and capital, consumable, and service offerings.
- Ability to travel overnight at least 50%.
- Must be able to comply with hospital/customer credentialing requirements.
Nice To Haves
- Master’s of Business Administration or Health Administration.
Responsibilities
- Lead, develop, and hold accountable direct and matrixed account resources supporting STERIS’s largest and most strategic GPO accounts.
- Set enterprise GPO account strategies to drive profitable growth, retention, contract performance, market share, and long-term partnership success.
- Build executive relationships across GPO leadership, shareholders, equity partners, integrated delivery networks, member organizations, and key Corporate Accounts.
- Lead business planning across STERIS capital, consumable, service, and solutions businesses, translating Customer priorities and market trends into coordinated growth plans.
- Own major agreement strategy from opportunity identification and negotiation through implementation, compliance, renewal, or termination, while managing financial, legal, and commercial risk.
- Develop pricing and contracting strategies with Sales, Finance, Legal, Marketing, Service, Commercial Operations, and business leaders.
- Expand STERIS opportunities through GPO clinical, supply chain, purchased-services, performance, quality, education, consulting, equipment-planning, and membership-sales channels.
- Identify and develop ambulatory, alternate-site, and other market opportunities beyond traditional field sales coverage.
- Lead executive and enterprise business reviews using account performance, contract compliance, pipeline, forecasts, profitability, and Customer feedback to guide decisions and actions.
- Ensure effective communication and field enablement across sales and service teams, including account priorities, contract requirements, value propositions, and Customer commitments.
- Build team capability through coaching, performance management, succession planning, development, prioritization, and disciplined operating routines.
- Lead continuous improvement to strengthen the effectiveness, efficiency, profitability, and Customer experience of the GPO account management model.
Benefits
- Base salary plus incentive compensation program.
- Vehicle reimbursement plan, including monthly stipend and mileage reimbursement.
- Cell phone stipend.
- Robust sales training program.
- Flexible time off and 9 corporate holidays per year.
- Healthcare, dental, and vision benefits.
- Healthcare and dependent flexible spending accounts.
- Long- and short-term disability coverage.
- 401(k) with company match.
- Parental leave.
- Tuition reimbursement program.
- Additional add-on benefits and discounts.
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What This Job Offers
Job Type
Full-time
Career Level
Director
