Strategic Account Manager

Job Summary

As a Strategic Account Manager - GPOs, you are responsible for driving profitable sales growth by developing, managing, and expanding Patterson Veterinary Supply's relationships with Group Purchasing Organizations (GPOs) serving independent veterinary practices, corporate groups, and multi-site networks.

This role is the primary liaison between Patterson and our GPO partners. You will be responsible for prospecting new GPO partnerships, onboarding GPO members to Patterson, and advancing account growth by regularly engaging with GPO executive leadership, corporate offices, and regional operations. You will work closely with our local sales organization — Branch Managers, Territory Representatives, and Equipment Specialists — to ensure effective execution at the member level nationwide.

The ideal candidate has a strong understanding of the animal health landscape and a passion for delivering value to veterinary professionals and their patients.

Essential Functions

To perform this job successfully, an employee must be able to perform each essential function satisfactorily, with or without reasonable accommodation. To request reasonable accommodation, notify Human Resources or the manager who oversees the position.

GPO Relationship & Growth

• Own the single focus of rapidly adding, developing, and retaining GPO partners for Patterson Veterinary Supply
• Develop and maintain strong, executive-level relationships with current strategic GPO accounts including leadership, procurement, and operations teams
• Serve as the subject matter expert on Patterson's value proposition for GPOs: distribution, pricing programs, Pivetal, technology, equipment, and business solutions
• Accountable for market share growth, member penetration, and compliance within assigned GPOs

Sales Strategy & Execution:

• Develop and implement clear sales strategies, contracting, and pricing programs for all GPO contacts to ensure effective roll-out to the field sales organization
• Identify and implement "Value-Add" Programs based on GPO needs — beyond discount, including tools, expertise, insights, business resources, and community support to help independents compete
• Collaborate and build relationships with local branch managers, territory reps and equipment specialists to develop solutions and drive conversion for our GPO business partners
• Communicate and provide customers with solutions positioning their organization for growth
• Network with industry professionals, vendors, manufacturers, and customers to develop growth opportunities

Additional functions

In addition to the essential functions listed above, the incumbent may perform the following additional functions.

• Be well versed on Patterson products and services, competitive intelligence, GPO landscape, and industry information including corporatization trends
• Maintain accurate records for prospects, customer orders, sales records, contracts, rebates, and other financial activity in Salesforce / CRM
• Manage contract compliance, pricing integrity, and quarterly business reviews (QBRs) with GPO leadership
• Other duties related to the Strategic Account Manager position

Job Qualifications

Required Qualifications

• Bachelor's degree with 5+ years of experience in business-to-business sales, strategic account management, or group purchasing / corporate accounts OR equivalent combination of education and experience
• Proven experience managing large, multi-location customer base and/or GPO / IDN / Corporate Accounts
• Strong business acumen and ability to lead without direct authority across a matrixed sales organization
• Effective interpersonal and communication skills with executive presence
• Strong follow-up skills with attention to detail and contract management
• Sound analytical thinking, planning, prioritization, negotiation and execution skills
• Previous success attaining and exceeding sales goals and managing rebates / programs
• General computer proficiency including MS Office and Salesforce is required
• Valid driver's license and ability to travel nationally 50%+
• Must reside near a major airport

Preferred Qualifications

• Experience working with corporate veterinary groups, distributors, or GPOs.
• Background in companion animal, livestock, or equine sectors.
• Familiarity with animal health products including pharmaceuticals, diagnostics, nutrition, and biologics.

Key Competencies

• Communication
• Problem solving
• Relationship
• Presentation – Preparing and Delivering
• Collaboration

Working Conditions

Physical Demands

• Ability to sit or stand while operating office equipment, such as a computer or telephone for 8 hours per day
• Operating a computer or other office devices for the majority of the workday
• Position involves frequent communication with customers, co-workers and requires ability to understand and effectively exchange accurate information
• Lifting or carrying, occasionally up to 50 pounds

Environmental Factors

• This position may work in an office environment in which team members occupy desks in assigned areas or at meeting/collaboration spaces within the building. The building’s primary work areas consist of desks, chairs, computers and other office equipment and devices for professional services.
• Minimum Internet Requirements: Reliable, hardwired internet required. Satellite and Hot Spot internet are not supported; minimum speeds of10 mbps download and 3 mbps upload (check internet speed here: https://www.speakeasy.net/speedtest/ )

Travel and On-call

This position requires moderate travel (50%)  in an national area and attending industry events.

The potential compensation range for this role is below. The final offer amount could exceed this range, based on various factors such as candidate location (geographical labor market), experience, and skills. $109,100.00 - $145,433.33