Senior Manager, GPO Relations

Harrow; United States; On-site; USD 130,000 - 190,000; Full time

Job summary

Harrow, a Nasdaq: HROW ophthalmic specialty company in North America, seeks a Senior Manager, GPO Relations to own end-to-end GPO contracting relationships, from negotiation through amendments and terminations, while driving analytics and cross-functional programs to maximize value.

You will partner with Market Access, Sales, Legal, Finance, IT, and external vendors, ensuring compliance with government pricing obligations and optimizing pull-through at member facilities.

Qualifications

• 5+ years of experience in market access, trade relations, or contracting within the pharmaceutical or specialty pharmacy industry.

Responsibilities

• Serve as Harrow’s primary point of contact and relationship owner for assigned GPO partners, managing the day-to-day relationship, regular business review cadence, and escalation of member or contract issues.

Skills

GPO contracting

Negotiation

Contract management

Cross-functional collaboration

Government pricing

Job description

Harrow (Nasdaq: HROW) is a leading provider of ophthalmic disease management solutions in North America. Harrow is an incredible entrepreneurial company – where we celebrate the ability of every member of the Harrow Family to be the CEO of their job. Harrow’s values have driven interest over the past decade in attracting high-performing professionals in a variety of disciplines. Members of our Harrow Family often express their pride in being a part of our commitment to (1) innovation, (2) patient access to affordable medicines, and (3) our track record of having never turned down an ophthalmologist doing mission work around the world – providing free medicines in support of mission work aimed at giving or maintaining the gift of sight to those most in need. We encourage you to learn more about Harrow and its unique culture to see if you’re the right person to help contribute as we build a truly exceptional company, one we are all so proud of!

Harrow’s ophthalmic pharmaceutical portfolio is one of the most comprehensive in the industry, including:

• A broad Dry Eye Disease product line, led by VEVYE® and bolstered by well-known adjacent ocular surface disease products such as FLAREX® and FRESHKOTE®
• A peri-operative Surgical product line, led by TRIESENCE® and BYQLOVITM
• A Rare and Specialty product line, which includes various high-need and utility products such as ILEVRO®, NATACYN®, and VERKAZIA®
• A robust internal development pipeline with multiple late-stage candidates, including MELT-300, MELT-210, H-N08, and CR-01

Position Summary

The Senior Manager, GPO Relations serves as Harrow’s primary point of contact for Group Purchasing Organization (GPO) partners, owning the end-to-end GPO contracting relationship — from negotiation and drafting through amendments, renewals, and terminations — while driving the broader programs, analytics, and cross-functional coordination needed to maximize the value of those partnerships. This position requires deep expertise in GPO contracting mechanics, chargeback and administrative fee administration, membership and eligibility management, and the government pricing and compliance considerations that govern GPO agreements in the pharmaceutical industry.

This position will work closely and partner with others in Market Access, Sales, and Strategic Account groups, along with those from Marketing, Legal/Compliance, Finance, Trade Operations, and IT departments, as well as GPO partners and outside vendors, to fulfill the responsibilities of this position.

Core Responsibilities

• Serve as Harrow’s primary point of contact and relationship owner for assigned GPO partners, managing the day-to-day relationship, regular business review cadence, and escalation of member or contract issues.
• Lead negotiation, drafting, and execution of new GPO agreements, and manage all contract amendments, renewals, and terminations, proactively tracking the contract lifecycle calendar to prevent lapses or unfavorable auto-renewals.
• Respond to and manage GPO Requests for Proposal (RFPs) and Requests for Information (RFIs) for new or renewed contracts.
• Serve as lead for GPO membership roster management and eligibility verification, resolving member disputes and tier-eligibility questions.
• Oversee GPO chargeback accuracy and dispute resolution in partnership with Finance and Trade Operations, ensuring timely and correct processing.
• Manage GPO administrative fee tracking, payment, and reconciliation, ensuring compliance with the anti-kickback statute safe harbor fee cap.
• Ensure GPO contract terms and administration are structured consistently with government pricing obligations (e.g., Medicaid Best Price, 340B), partnering with Legal and Government Pricing/Finance.
• Partner with Sales, Strategic Account Management, and Marketing to drive contract pull-through and utilization at the member-facility level, translating GPO agreement terms into field-facing guidance and program designs.
• Track and report GPO performance metrics — tier compliance, contract utilization, rebate/fee accruals, and membership movement — preparing materials for internal and joint GPO business reviews (QBRs).
• Monitor the competitive GPO landscape, including member consolidation, new entrants, and competitor contracting activity, and evaluate opportunities for new GPO relationships.
• Engage and support Specialty Distribution Trade contract discussions, vendor setup, contract pull-through, and ongoing partnership discussions.
• Maintain accurate GPO contract and membership data within Harrow’s contract management systems, partnering with IT on data platform needs.
• Act as the internal subject-matter expert on GPO agreements, educating Sales, Trade, and Finance teams on contract terms, mechanics, and compliance requirements.
• Support Market Access communications and internal updates related to GPO programs and contract status.

Qualifications & Requirements

• 5+ years of experience in market access, trade relations, or contracting within the pharmaceutical or specialty pharmacy industry.
• Minimum of 3–5 years of direct, hands-on GPO contracting and relationship management experience with a pharmaceutical or specialty pharmacy manufacturer.
• Demonstrated experience negotiating, drafting, and administering GPO contracts, amendments, and renewals.
• Experience managing GPO chargeback processes, administrative fee compliance, and membership/eligibility administration.
• Working knowledge of government pricing implications relevant to GPO contracting (e.g., Medicaid Best Price, 340B) and GPO administrative fee safe harbor requirements.
• Buy-and-bill experience preferred.
• Eye care/ophthalmology experience preferred.
• Private equity-backed company experience preferred.
• Strong negotiation, contract management, and cross-functional collaboration skills.