Smith+Nephew · 5 days ago
GPO National Accounts - Director
Andover, MA
Full-time
Onsite
Senior Level, Lead/Staff, Director/Executive
7+ years expSmith+Nephew is seeking a GPO National Accounts Director who will be responsible for driving strategic execution within National Group Purchasing Organizations for their Advanced Wound Management business. The role focuses on account strategy execution, stakeholder engagement, and cross-functional collaboration to enhance brand visibility and ensure successful contract pull-through.
Medical Device
Responsibilities
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
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
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
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
Qualification
Required
Bachelor's degree (BA/BS) required
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
Experience with contracting and successful execution of contract pull-through strategies
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
Up to 60% travel
Preferred
Master's degree
Prior experience engaging with health systems, regional GPOs, aggregation groups or national GPOs
Familiarity with healthcare contracting, reimbursement, and clinical selling
Knowledge of wound care and related products
Prior Buy/Bill, pharmaceutical, and medical device sales
Company
Smith+Nephew
Smith+Nephew is a global medical technology company. We design and manufacture technology that takes the limits off living.
10001+ employees
Funding
Current Stage
Late StageLeadership Team
Katerina Dodbiba
SVP, CFO Orthopaedics, Sports Medicine & ENT
Pierre Palassian
SVP, CFO Global Operations, Quality and Regulatory Affairs
Recent News
2025-10-06
2025-10-03
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