Regional Account Manager

Value Apothecaries; United States; Hybrid; USD 90,000 - 130,000; Full time

Job summary

Value Apothecaries seeks a Senior Specialist, Account Management to drive hybrid sales and SME support within the GPO space. You will deepen customer relationships, identify growth opportunities, and influence complex healthcare organizations.

You will partner with national and regional health systems to expand product penetration, strengthen contract pull-through, and align solutions with evolving customer needs.

Qualifications

• Bachelor's degree required or equivalent experience.
• 4+ years in B2B account management, proposal development, renewals, or related.
• Proven success in managing complex customer relationships in a consultative selling environment.

Responsibilities

• Execute strategic, consultative selling to grow adoption of Specialty GPO products across health system accounts.
• Identify customer needs and market opportunities to develop tailored growth strategies.
• Build and maintain a robust opportunity pipeline across national and regional health system accounts.
• Develop and manage business plans to maximise sales, profitability and contract compliance.
• Lead client-facing discussions on goals, performance, and contract opportunities.
• Coordinate with internal SMEs to bring the right expertise to customer engagements.

Skills

Strategic account management

Consultative selling

Relationship building

Education

Bachelor's degree in Business Administration, Sales, Marketing, or related field

Job description

Job Details

Position Summary

We are seeking a high-performing Senior Specialist, Account Management to serve in a hybrid sales and subject matter expert (SME) capacity, driving growth across Specialty GPO products and solutions. This role is ideal for a strategic, consultative professional who excels at deepening customer relationships, identifying growth opportunities, and influencing complex healthcare organizations. In this role, you will partner with strategic national and regional health systems within the GPO segment to expand product penetration, strengthen contract pull-through, and align solutions to evolving customer needs. You will act as a trusted advisor to customers and internal stakeholders, helping deliver value, profitability, and contract compliance while advancing key business objectives.

Key Responsibilities

Strategic Account Growth & Consultative Selling

• Execute a strategic, consultative sales approach to grow adoption and penetration of Specialty GPO products and solutions across existing and prospective health system customers.
• Identify customer needs, business priorities, and market opportunities to develop tailored strategies that support revenue growth and long-term partnership success.
• Build and maintain a strong opportunity pipeline across highly integrated national and regional health system accounts.

Business Planning & Performance Management

• Develop and manage Specialty GPO business plans that clearly define client opportunities and outline the strategy to maximise sales, profitability, and contract compliance.
• Translate customer insights and business objectives into actionable account strategies that align with broader organisational goals.
• Continuously update written business plans and communicate progress, risks, and opportunities to internal stakeholders.

Customer Relationship Leadership

• Serve as the primary Specialty GPO contact for assigned customers, particularly individual site and clinic buyers, as well as purchasing decision-makers.
• Build trusted relationships with customer stakeholders by providing insight, responsiveness, and strategic guidance.
• Lead client-facing discussions around goals, performance, contract optimisation, and growth opportunities.

Contract Pull-Through & Analytical Support

• Actively manage contract pull-through performance and build the analytical fact base needed to support productive client discussions.
• Conduct regular business reviews with customers, including quarterly goal-setting and pull-through discussions , to drive accountability and measurable outcomes.
• Interpret member contract details and proactively communicate the implications of contract changes to clients.

Cross-Functional Strategy & Market Responsiveness

• Partner with the DSA and broader account team to develop and execute strategies that address customer and market dynamics, including:Changes in customer ownershipNew affiliations and partnershipsMarket share shiftsEmerging growth opportunitiesEvolving customer requirementsCompetitive activity, strengths, and vulnerabilities
• Use market intelligence and customer insights to refine account strategies and strengthen competitive positioning.

Collaboration & Internal Leadership

• Coordinate with the DSA, Product Specialists, and other internal SMEs to bring the right expertise into customer engagements, including teams across:IPNIONOncology SupplyBesseCorporate and regional associates
• Serve as the internal quarterback across sales, legal, accounting, reporting, and analytics , ensuring alignment and effective execution in support of Health System Specialty GPO clients.
• Leverage enterprise resources to deliver seamless, high-value support to customers and drive business results.

Required Qualifications

• Bachelor's degree in Business Administration, Sales, Marketing , or a related field - or equivalent relevant experience.
• 4+ years of experience in B2B account management, proposal development, renewals, deal negotiation , or a related field.
• Demonstrated success in managing complex customer relationships and driving business growth in a consultative selling environment.

Preferred Qualifications

• Certification in Customer Success, Account Management, Client Relationship Management , or a related discipline.
• Experience working with health systems, GPOs, specialty distribution, or healthcare purchasing environments .
• Strong analytical, communication, and cross-functional leadership skills.

What Makes This Role Exciting

Opportunity to operate as both a strategic seller and trusted SMEHigh visibility with major national and regional health system customersCro