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.