Strategic Account Manager

Patterson Dental Supply•Loveland, CO

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 Patterson’s primary liaison to GPO partners and is responsible for prospecting new partnerships, onboarding GPO members, and growing accounts through regular engagement with GPO executive leadership, corporate offices, and regional operations. The manager works closely with local Branch Managers, Territory Representatives, and Equipment Specialists to execute member-level sales nationwide. The role develops executive relationships, presents Patterson’s value proposition—including distribution, pricing programs, Pivetal, technology, equipment, and business solutions—and is accountable for market-share growth, member penetration, and compliance in assigned GPOs. It develops sales strategies, contracting and pricing programs, and value-added programs tailored to GPO needs. The position also maintains account and financial records, manages contract compliance and pricing integrity, and conducts quarterly business reviews. The position requires a bachelor’s degree and at least five years of relevant experience, or an equivalent combination of education and experience. The role requires national travel of 50% or more and residence near a major airport. Work may take place in an office environment, and reliable hardwired internet is required for remote internet access; satellite and hotspot internet are not supported.

Requirements

Bachelor’s degree and 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 and contract management.
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.
Ability to sit or stand while operating office equipment, such as a computer or telephone, for 8 hours per day.
Ability to operate a computer or other office devices for the majority of the workday.
Ability to communicate frequently with customers and coworkers and to understand and effectively exchange accurate information.
Ability to occasionally lift or carry up to 50 pounds.
Reliable hardwired internet with minimum speeds of 10 Mbps download and 3 Mbps upload; satellite and hotspot internet are not supported.

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

Develop, manage, and retain GPO partnerships for Patterson Veterinary Supply.
Build and maintain executive-level relationships with strategic GPO leadership, procurement, and operations teams.
Serve as a subject matter expert on Patterson’s value proposition for GPOs, 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, contracts, and pricing programs for GPO contacts and effective rollout to the field sales organization.
Identify and implement value-added 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 partners.
Communicate solutions that position customers’ organizations for growth.
Network with industry professionals, vendors, manufacturers, and customers to identify 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 activity records in Salesforce or CRM.
Manage contract compliance, pricing integrity, and quarterly business reviews with GPO leadership.
Attend industry events and travel nationally as required.
Perform other duties related to the Strategic Account Manager position.

Benefits

Full medical, dental, and vision benefits
Integrated wellness program
401(k) match retirement savings plan
Paid time off (PTO)
Holiday pay and floating holidays
Volunteer time off (VTO)
Educational assistance program
Full paid parental and adoption leave
LifeWorks Employee Assistance Program
Patterson Perks Program
Competitive benefits, unique incentive programs, and rewards for eligible employees