Director, GPO Relationships | Remote, USA

Territory: USA

About Us

Intersurgical Inc. is a global leader in the fields of anesthesia, respiratory care, and medical device manufacturing. We partner with providers, manufacturers, and other organizations to supply innovative airway and medical devices that impact the lives of patients every day.

Driven by our commitment to supply high quality medical devices, our team works to deliver best in class products to over 60 countries worldwide.

Our Culture

We celebrate our culture of collaboration and communication. We believe in a workplace where everyone can be their full, authentic self.

We welcome and encourage those with diverse perspectives, veterans, and individuals with disabilities to join our team. We are an ambitious and innovative company and look forward to the unique experiences and different points of view you'll bring to the table while fostering a spirit of communication.

About the role

Position summary. The Director, GPO Relationships is the single owner of Intersurgical's partnership with one national group purchasing organization. You will win, renew and grow GPO agreements, then turn contract awards into real member conversion and revenue. You'll work closely with field sales, IDN/corporate account directors, contracts and pricing, marketing and product management to make Intersurgical a preferred supplier across the GPO's member base.

Key responsibilities

GPO relationship ownership

• Serve as Intersurgical's primary point of contact for the assigned GPO, building relationships from sourcing/category managers up to executive leadership.
• Build and maintain an annual account plan: contract calendar, category priorities, growth targets and executive engagement.
• Lead regular business reviews with the GPO on compliance, contract performance and upcoming opportunities.
• Represent Intersurgical at GPO national meetings, supplier summits, member councils and trade shows.

Contracting and negotiation

• Lead RFP/RFI responses, bid strategy and negotiations for new, renewed and extended agreements across respiratory, anesthesia and related categories.
• Partner with the contracts and pricing team to model pricing tiers, admin fees, rebates and margin impact before commitments are made.
• Ensure contract terms, pricing and product lists are accurately loaded and maintained with the GPO and distributors.

Contract pull-through and growth

• Convert awards into revenue by driving member adoption and conversion with field sales and IDN/corporate account directors.
• Identify target member health systems and priority conversions; build and track conversion campaigns.
• Work with marketing to develop GPO-specific programs, communications and value messaging for members and clinical committees.
• Use GPO and internal data to track member utilization, compliance and competitive share; flag leakage and act on it.

Internal leadership and coordination

• Be the voice of the GPO inside Intersurgical — keep leadership, sales, product management and operations informed of GPO strategy, requirements and deadlines.
• Coordinate with supply chain and customer service to meet GPO supplier obligations (fill rates, backorder communication, reporting).
• Support value analysis requests with clinical, quality and product data.
• Provide regular forecasts, pipeline updates and performance reporting to the VP, National Accounts & Commercial Operations.

Qualifications

Required

• Bachelor's degree in business, life sciences or a related field, or equivalent experience.
• 8+ years in medical device or healthcare supplier sales, with 3+ years managing GPO, national account or IDN relationships.
• Direct experience negotiating GPO agreements, including RFP responses, pricing tiers, admin fees and rebates.
• Proven record of driving contract pull-through and member conversion, not just winning awards.
• Strong financial acumen: comfortable modeling pricing scenarios and contract profitability.
• Executive presence and ability to influence without authority, internally and at the GPO.
• Proficiency with CRM and contract/sales analytics tools; strong Excel skills.
• Ability to travel up to 50%.

Preferred

• Existing relationships at Vizient, Premier or HealthTrust (seat-specific; see tailoring notes).
• Experience in respiratory, anesthesia, critical care or other hospital disposables.
• Familiarity with GPO data portals and contract compliance reporting.
• Experience working through distributors (e.g., Medline, Owens & Minor, Cardinal Health) and with IDN value analysis committees.
• MBA or advanced degree.

How success is measured

• Revenue and growth through the assigned GPO's contracts, versus plan.
• Member conversion wins and contract compliance/utilization rates.
• Contracts awarded, renewed or extended on target pricing and margin.
• Share gains in priority categories against named competitors.
• Quality of the GPO relationship: executive access, business review cadence, supplier scorecard results.

Benefits

• We are passionate about the well-being of others and that begins with caring for our people.
• Competitive salary + bonus
• Multiple opportunities to be challenged and step up your career in a fast-growth company
• 401k
• ️ Paid Time Off and holidays
• Medical, dental, and vision benefits
• Much more...