Associate Director of Strategic Accounts, GPO

BD; California; On-site; USD 120,000 - 180,000; Full time

Job summary

Waters Corporation, a global leader in life sciences analytics, seeks a strategic leader to drive GPO, IDN, and market access initiatives across national networks. The role partners with senior stakeholders to shape contracting strategies that support growth and competitive positioning.

You will build executive relationships with national and regional GPOs, collaborate with field sales to implement growth plans, identify whitespace opportunities, and ensure alignment between enterprise

Qualifications

• Experience with Healthtrust, Vizient and Premier (GPOs).

Responsibilities

• Develop and execute a comprehensive GPO strategy aligned to growth and profitability objectives.
• Build executive-level relationships with national and regional GPO organizations.
• Identify opportunities to expand market access, contract utilization, and share growth across GPO membership.
• Influence GPO contracting strategies to support long-term business objectives and competitive positioning.
• Monitor healthcare industry trends, reimbursement changes, and competitive dynamics to identify strategic opportunities and risks.
• Drive revenue growth through optimization of GPO, IDN, and strategic account relationships.
• Partner with field sales leadership to develop and execute customer-specific growth plans.
• Identify whitespace opportunities and collaborate on targeted account conversion strategies.
• Ensure alignment between national agreements and local market execution.
• Support major customer negotiations and enterprise-level commercial discussions.

Skills

GPO leadership

Contracting strategy

Executive relationships

Job description

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

We Are The People Who Give Possibilities Purpose

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

Job Description

You must have experience with Healthtrust, Vizient & Premier

Responsibilities

Strategic GPO Leadership

• Develop and execute a comprehensive GPO strategy aligned to corporate growth and profitability objectives.
• Build and maintain executive-level relationships with national and regional GPO organizations.
• Identify opportunities to expand market access, contract utilization, and share growth across GPO membership.
• Influence GPO contracting strategies to support long-term business objectives and competitive positioning.
• Monitor healthcare industry trends, reimbursement changes, and competitive dynamics to identify strategic opportunities and risks.

Commercial Growth & Account Development

• Drive revenue growth through optimization of GPO, IDN, and strategic account relationships.
• Partner with field sales leadership to develop and execute customer‑specific growth plans.
• Identify whitespace opportunities and collaborate on targeted account conversion strategies.
• Ensure alignment between national agreements and local market execution.
• Support major customer negotiations and enterprise‑level commercial discussions.