Strategic Account Manager

Patterson Companies, Inc.•Loveland, CO

4d•$109,100 - $145,433

About The Position

The Strategic Account Manager - GPOs drives profitable sales growth by developing, managing, and expanding Patterson Veterinary Supply's relationships with Group Purchasing Organizations (GPOs) serving independent veterinary practices, corporate groups, and multi-site networks. The role is the primary liaison between Patterson and its GPO partners, responsible for prospecting new partnerships, onboarding GPO members, and advancing account growth through regular engagement with GPO executive leadership, corporate offices, and regional operations. The role collaborates with Patterson's local sales organization—including Branch Managers, Territory Representatives, and Equipment Specialists—to support effective execution at the member level nationwide. The ideal candidate understands the animal health landscape and is passionate about delivering value to veterinary professionals and their patients. The role owns the development and retention of GPO partners, executive-level account relationships, and market-share growth, member penetration, and compliance. It develops sales strategies, contracting and pricing programs, and value-add programs responsive to GPO needs. It also maintains expertise in Patterson products and services, competitive intelligence, the GPO landscape, and industry trends; manages customer, sales, contract, rebate, pricing-integrity, and compliance records; and conducts quarterly business reviews with GPO leadership.

Requirements

Bachelor's degree and at least 5 years of experience in business-to-business sales, strategic account management, or group purchasing/corporate accounts, or an equivalent combination of education and experience.
Proven experience managing a large, multi-location customer base and/or GPO, IDN, or corporate accounts.
Strong business acumen and ability to lead without direct authority across a matrixed sales organization.
Effective interpersonal and communication skills, including executive presence.
Strong follow-up skills and attention to detail in contract management.
Sound analytical thinking, planning, prioritization, negotiation, and execution skills.
Previous success attaining and exceeding sales goals and managing rebates or programs.
General computer proficiency, including MS Office and Salesforce.
Valid driver's license and ability to travel nationally 50% or more.
Must reside near a major airport.

Nice To Haves

Experience working with corporate veterinary groups, distributors, or GPOs.
Background in companion animal, livestock, or equine sectors.
Familiarity with animal health products, including pharmaceuticals, diagnostics, nutrition, and biologics.

Responsibilities

Rapidly add, develop, and retain GPO partners for Patterson Veterinary Supply.
Develop and maintain executive-level relationships with strategic GPO accounts, including leadership, procurement, and operations teams.
Serve as the subject matter expert on Patterson's GPO value proposition, including distribution, pricing programs, Pivetal, technology, equipment, and business solutions.
Drive market-share growth, member penetration, and compliance within assigned GPOs.
Develop and implement sales strategies, contracting, and pricing programs for GPO contacts and ensure effective rollout to the field sales organization.
Identify and implement value-add programs that address GPO needs beyond discounts, including tools, expertise, insights, business resources, and community support.
Collaborate with local branch managers, territory representatives, and equipment specialists to develop solutions and drive conversion for GPO business partners.
Communicate solutions that position customers' organizations for growth.
Network with industry professionals, vendors, manufacturers, and customers to develop growth opportunities.
Maintain knowledge of Patterson products and services, competitive intelligence, the GPO landscape, and industry information, including corporatization trends.
Maintain accurate prospect, customer order, sales, contract, rebate, and other financial records in Salesforce or CRM.
Manage contract compliance, pricing integrity, and quarterly business reviews with GPO leadership.
Perform other duties related to the Strategic Account Manager position.