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 Patterson's primary liaison with GPO partners and is responsible for prospecting new partnerships, onboarding GPO members, and growing accounts through engagement with GPO leadership, corporate offices, and regional operations. The position works closely with Branch Managers, Territory Representatives, and Equipment Specialists to execute member-level sales nationwide. The role focuses on rapidly adding, developing, and retaining GPO partners; cultivating executive relationships; and serving as a subject matter expert on Patterson's distribution, pricing programs, Pivetal, technology, equipment, and business solutions. The manager develops sales strategies, contracts, pricing programs, and value-add programs tailored to GPO needs, while driving market share growth, member penetration, and contract compliance. The position also maintains prospect and sales records, manages pricing integrity and rebates, and conducts quarterly business reviews with GPO leadership. This position requires national travel of approximately 50% and attendance at industry events. It may be performed in an office environment with assigned desk or meeting/collaboration spaces. Reliable hardwired internet is required for remote connectivity; 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 with 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/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 most of the workday.
Ability to communicate frequently and understand and effectively exchange accurate information.
Ability to lift or carry items occasionally weighing up to 50 pounds.
Reliable hardwired internet connection 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

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 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, 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, such as 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 records of prospects, customer orders, sales records, contracts, rebates, and other financial activity in Salesforce/CRM.
Manage contract compliance, pricing integrity, and quarterly business reviews with GPO leadership.
Travel nationally approximately 50% and attend industry events.

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.