Senior Manager of Strategic Accounts (CA/OR/WA)

The Senior Manager of Strategic Accounts is responsible for ensuring the success of Incite’s offerings by managing and growing relationships with national account members. This role focuses on optimizing contract utilization and helping members derive maximum value from their participation in Incite’s programs. The Senior Manager of Strategic Accounts collaborates with members and business partners to design and implement scalable, efficient programs tailored to meet members’ needs. The ideal candidate brings extensive experience in account management, strategic sales, and relationship development, particularly in the GPO, healthcare, and foodservice sectors. 

As a leader on the Member Success Team, the Senior Manager of Strategic Accounts partners with internal teams—including Operations, Business Partner Development, Business Development, and Marketing—to achieve member goals and maximize Incite’s value proposition. This role serves as a key liaison between members and our business partner network, driving compliance, improving conversions, and enhancing program outcomes. 

Key Responsibilities: 

Strategic Account Management 

• Develop and execute account strategies to maximize value for national members, expanding contract utilization and member satisfaction. 
• Drive adoption of new contracts, demonstrating their value to increase contract penetration and sales. 
• Build and maintain strong relationships with senior leaders and decision-makers within member organizations, understanding their needs, goals, and challenges. 
• Conduct regular business reviews to assess contract performance, identify opportunities, and present new savings options. 
• Review vendor and program performance with members, addressing and resolving any gaps to meet expectations. 
• Analyze business trends to align new opportunities with Incite’s offerings. 
• Serve as the primary contact for national accounts, ensuring effective communication and issue resolution. 

Member Support & Engagement 

• Act as a trusted advisor, providing guidance on purchasing efficiency, compliance, and cost savings through Incite’s contract portfolio. 
• Analyze member data to identify trends, opportunities, and concerns, offering tailored solutions. 
• Promote and facilitate the successful implementation of Incite’s products, services, and technology solutions. 
• Proactively identify member needs and recommend product- and service-based solutions. 

Vendor & Supplier Collaboration 

• Collaborate with vendors and suppliers to align with Incite’s contract portfolio, ensuring members benefit from optimal relationships. 
• Provide vendors with feedback based on member needs, usage trends, and performance data to drive continuous improvement. 
• Monitor vendor performance and address challenges related to product availability, pricing, or service delivery. 

Data Analysis & Reporting 

• Use tools like Power BI to track member performance, measure contract utilization, and generate actionable insights. 
• Review sales history to identify business opportunities and areas for program growth. 
• Prepare and deliver clear, impactful reports and presentations for stakeholders, communicating the benefits of GPO contracts. 

Team Collaboration & Leadership 

• Collaborate with cross-functional teams—including Business Development, Operations, Business Partner Development, Marketing, and Finance—to align strategies and ensure seamless execution. 
• Support marketing and communication strategies that enhance member engagement and contract utilization. 
• Mentor junior team members, fostering a high-performing, collaborative environment. 

Market Analysis & Business Development 

• Stay informed on industry trends, market conditions, and competitive intelligence to ensure Incite remains innovative and responsive to member needs. 
• Identify opportunities to expand Incite’s footprint with national accounts, enhancing offerings and onboarding new members. 

Qualifications: 

Education & Experience 

• Minimum of 7 years of experience in account management, strategic sales, or customer success, preferably within a GPO or Food Distribution environment. 
• Demonstrated experience managing national accounts, including expertise in large-scale contracts, procurement processes, and vendor management. 

Preferred Qualifications 

• Bachelor’s Degree in Business, Dietetics, Culinary Arts, Hospitality, Food Service, or a related field. 
• Experience in the GPO industry or healthcare procurement