Strategic Account Manager

Responsibilities

The Strategic Account Manager is responsible for driving profitable sales growth by managing and expanding relationships with Group Purchasing Organizations (GPOs) in the veterinary sector. This role involves prospecting new partnerships, onboarding members, and collaborating with local sales teams to ensure effective execution of sales strategies.

Requirements

Candidates must possess a bachelor's degree and at least 5 years of experience in B2B sales, strategic account management, or GPO/corporate accounts. Strong business acumen, executive presence, and proficiency in Salesforce and MS Office are required, along with the ability to travel nationally.

Skills

• Strategic Account Management
• Sales Growth
• Relationship Management
• Business Acumen
• Contract Management
• Negotiation
• Analytical Thinking
• Sales Strategy
• Executive Presence
• CRM
• Salesforce
• Market Share Growth
• Communication
• Problem Solving
• Collaboration

Benefits

• Full Medical
• Dental
• Vision
• Wellness Program
• 401(k) Match
• Paid Time Off
• Holiday Pay
• Floating Holidays
• Volunteer Time Off
• Educational Assistance Program
• Paid Parental Leave
• Paid Adoption Leave
• Employee Assistance Program
• Patterson Perks Program

About this role

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.
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About Patterson Companies, Inc.

Medical Equipment Manufacturing · 5,001-10,000 employees · headquartered in St Paul, MN · founded 1877