Patterson isn't just a place to work, it's a partner that cares about your success.
One of the distinguishing marks of our company is the talented people who embrace the people-first, always advancing, and results-driven culture. Professional growth abounds in this motivating environment. We value the diverse talents and experiences our employees bring to Patterson and believe that they build a stronger and successful organization.
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.
What's In It For You:
We provide competitive benefits, unique incentive programs and rewards for our eligible employees:
Full Medical, Dental, and Vision benefits and an integrated Wellness Program
401(k) Match Retirement Savings Plan
Paid Time Off (PTO)
Holiday Pay & Floating Holidays
Volunteer Time Off (VTO)
Educational Assistance Program
Full Paid Parental and Adoption Leave
LifeWorks (Employee Assistance Program)
Patterson Perks Program
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
EEO Statement
Patterson provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or other related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.
