Senior Director, Corporate Accounts (GPO)

Pioneering trusted medical solutions to improve the lives we touch: Convatec is a global medical products and technologies company, focused on solutions for the management of chronic conditions, with leading positions in advanced wound care, ostomy care, continence care, and infusion care. With around 10,000 colleagues, we provide our products and services in almost 100 countries, united by a promise to be forever caring. Our solutions provide a range of benefits, from infection prevention and protection of at-risk skin, to improved patient outcomes and reduced care costs. Convatec’s revenues in 2023 were over $2 billion. The company is a constituent of the FTSE 100 Index (LSE:CTEC). To learn more about Convatec, please visit http://www.convatecgroup.com

At Convatec, we’re transforming our business for the better. Better products. Better ways of working. And better ways of delivering for our customers and each other. We’re aiming for nothing short of excellence. Join us on our journey to #ForeverCaring as a Senior Director, Corporate Accounts (GPO), and you’ll do the same.

 

The Senior Director Corporate Accounts (GPO) is responsible for managing and leading business results of major GPOs, Aggregation Groups and Regional Purchasing Coalitions in order to drive sustainable and profitable growth. The role positions Convatec as a strategic business partner by building and expanding wide-ranging relationships up to the senior level of the various organizations. The role will create access and opportunities for all Convatec Business Unit commercial teams by developing revenue-enhancing contracts that deliver value and address the needs of their members, both Acute and Post-Acute. The Sr. Director will design, communicate, and deliver value-added agreements including complete management and responsibility of the RFI/RFP process for all Convatec product categories. The Sr. Director Corporate Accounts (GPO) reports to the Vice President, Corporate Accounts.

ABOUT THE ROLE

Duties and Responsibilities:

• Establishes, builds, and manages productive, professional relationships with key GPO and member IDN personnel, with the goal of building a broad stakeholder network that provides strategic value.
• Coordinating with Convatec resources including field sales, to meet assigned targets for sales, profitability, and strategic objectives for assigned accounts.
• Complete responsibility for GPO RFPs, proposals, presentations, T&C, negotiations, and execution of category contracts along with commercial launch and support during the term of the agreement, including support in the field when needed and regular internal calls to ensure sustained success of contracts. Excellent organization, presentation, and communication skills with a high degree of attention to detail is critical.
• Demonstrate a high level of knowledge of the entire Ostomy, Advanced Wound Care, and FMS (Bowel Management) categories, including competitive products.
• Develops and maintains a strategic business plan for each GPO inclusive of broad stakeholder mapping, goals/objectives/action plans, and periodic business reviews.
• Provide regular input and leadership to Business Unit leadership, Field Sales, and Marketing on GPO and IDN activity, strategy, M&A, healthcare trends.
• Interface regularly with Convatec TMs, RSMs, NSDs, VPs (and GPO field teams) to ensure that customer satisfaction is achieved, and product sales supported at the local/regional level.
• Work with Marketing and Sales teams to implement new product launches, brand strategies and sales initiatives targeted at GPO/IDN customers to drive revenue, profitability, and market share objectives.
• Leads solution development efforts to address Convatec and GPO needs by coordinating the involvement of all necessary company and GPO personnel. Ensure GPO compliance with all agreements.

ABOUT THE PERSON

Required Education/Experience:

• BS/BA degree required.
• 15+ years of successful healthcare/medical device experience selling, marketing, and developing complex strategic partnerships that help build the foundation for strong relationships and revenue gains. Sales management experience is preferred.
• 5+ years of experience directly managing GPO customers, contracts, and relationships.
• Candidate must have experience negotiating and executing GPO contracts and engaging high level executives to deliver win-win results for the organization and customer.
• High GPO business acumen – understanding corporate structure; financial, clinical, and operational stakeholders, including the GPO field team; negotiation process; contract cycles.
• Proven success in selling in a dynamic multi-tiered complex environment wi