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GPO National Accounts - Director
The GPO National Accounts (Director / Sr. Director) is an individual contributor responsible for driving strategic execution within a National Group Purchasing Organization (GPO), GPO Aggregation Groups and Small Regional GPOs for the US Advanced Wound Management business. The successful candidate will have a proven track record of success in key account management, demonstrating the ability to drive strategic growth and develop long-lasting partnerships within the wound care or surgical sector. This position will work closely with the VP, National Accounts, Key Accounts team and fields sales teams to maximize account performance, award positions and deliver measurable business growth. Key Responsibilities: Account Strategy Execution Implement account-level strategies in alignment with overarching AWM objectives including gaining favorable contract positions. Develop and execute strategic account plans to drive sales growth and market penetration within Aggregate Groups and Small Regional GPOs. Coordinate with field sales, clinical team, KADs, and internal stakeholders to ensure consistent execution across the portfolio. Lead contract negotiations and ensure compliance with corporate policies and procedures. Analyze market dynamics and account metrics to identify opportunities for growth and improvement. Identify and escalate unmet needs, roadblocks, or growth opportunities within the assigned accounts. Stakeholder Engagement Cultivate strong relationships with key decision-makers and influencers to enhance brand visibility and ensure successful contract pull-through. Serve as a key point of contact for AWM-related initiatives, business reviews, and educational engagements. Collaborate with cross-functional teams (Sales, Marketing, Market Access) to align resources and strategies that meet client needs. Contract and Program Support Drive the adoption and implementation of national contracts by partnering closely with the field sales team, key accounts and clinical to ensure seamless execution and customer alignment Monitor contract adherence and follow up on utilization, compliance, and rebate performance where applicable. Assist with data analysis and presentation materials for account reviews or performance tracking. Cross-Functional Collaboration Partner with marketing, training, and commercial operations teams to execute customer-facing initiatives including contracting for new product launches. Coordinate with AWM field sales teams to align on clinical evaluations, education opportunities, and conversion opportunities. Collaborate internally to prepare and deliver executive-level presentations and updates. Qualifications: Education: Bachelor’s degree (BA/BS) required. Master’s preferred. Experience: 7 - 10 years of experience in medical device, healthcare, or pharmaceutical sales or key account support with a proven track record of success and measurable metrics. Prior experience engaging with health systems, regional GPOs, aggregation groups or national GPOs preferred. Familiarity with healthcare contracting, reimbursement, and clinical selling. Experience with contracting and successful execution of contract pull-through strategies. Knowledge of wound care and related products is a plus. Prior Buy/Bill, pharmaceutical, and medical device sales desirable. Key Competencies: Strong communication and presentation skills Strong analytical and strategic thinking skills with the ability to develop actionable insights from data Positive, fast-paced attitude with strong desire to achieve results Strategic, solution-oriented mindset Ability to navigate complex healthcare environments Organized, proactive, and able to manage multiple priorities Leading without authority – the ability to influence cross-functional teams and customer stakeholders without direct oversight Team player with a collaborative spirit Professional presence in both clinical and economic discussions Travel Requirements: Up to 60% Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability. Stay connected by joining our Talent Community. We're more than just a company - we're a community! Follow us on LinkedIn to see how we support and empower our employees and patients every day. Check us out on Glassdoor for a glimpse behind the scenes and a sneak peek into You. Unlimited., life, culture, and benefits at S+N. Explore our website and learn more about our mission, our team, and the opportunities we offer. Smith+Nephew is a global medical technology company. We design and manufacture technology that takes the limits off living. We support healthcare professionals to return their patients to health and mobility, helping them to perform at their fullest potential. From our first employee and founder, T.J. Smith, to our team today, it’s our people who make Smith+Nephew a unique place. Yes, we love to innovate and develop exciting technologies, and we offer competitive salaries and progressive benefits. But it’s our culture - of Care, Collaboration and Courage - that really sets us apart. Through a spirit of ownership and can-do attitude we work together to win. We’re a company of people who care about each other, about our customers and their patients, and about our communities. Together, we fulfill our shared purpose of Life Unlimited.
