Director, GPO Partnerships – Channel Sales
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Job Description
GPO partnerships director driving strategic account growth for TriMark, a foodservice equipment and supplies provider. Leading customer relationships, contract sales, rollouts, and cross-functional execution.
Responsibilities:
- Lead the pursuit, expansion, and strategic management of GPO-related business
- Serve as the primary commercial point of contact for GPO relationships
- Drive profitable growth and deepen customer engagement
- Coordinate internal execution and maximize share across TriMark’s ecosystem
- Develop and execute annual growth plans with revenue targets, pipeline development, customer penetration strategies, and account expansion priorities
- Identify and convert new business opportunities and maintain a robust opportunity pipeline
- Build relationships with key decision-makers, procurement leaders, culinary/operations contacts, and sector leaders
- Represent TriMark in customer meetings, business reviews, growth planning discussions, and strategic account conversations
- Lead commercial strategy for new program implementation, customer rollouts, and growth initiatives
- Coordinate divisional sales, Corporate Accounts, project management, and operations teams from pursuit through execution
- Drive cross-functional alignment across sales, account executives, contract sales, category management, supply chain, sourcing, project management, design, operations, pricing, and contract administration
- Shape programs, offerings, value propositions, sales enablement tools, customer messaging, and training
- Expand participation through equipment, supplies, services, chemicals, rentals, private label, and other strategic offerings
- Track pipeline, revenue, margin, win/loss activity, and expansion progress
- Report business performance, opportunities, risks, and required actions to the VP, GPOs and executive leadership
- Maintain account planning and forecasting processes
Requirements:
- Bachelor’s degree required; business, sales, hospitality, supply chain, or related field preferred
- 7+ years of progressive sales, business development, GPO, Corporate Accounts, or contract sales experience, ideally within foodservice equipment, supplies, design/build, distribution, or a related industry
- Experience managing or selling into contract-managed groups or other large multi-site foodservice organizations strongly preferred
- Proven success developing business, expanding strategic accounts, and driving revenue growth in complex customer environments
- Strong executive presence with the ability to build credibility across customer organizations and internal leadership teams
- Demonstrated ability to work cross-functionally and influence without direct authority
- Strong commercial acumen, strategic thinking, and execution discipline
- Ability to manage multiple priorities, navigate ambiguity, and move opportunities forward in a fast-paced environment
- Excellent communication, presentation, relationship management, and problem-solving skills
- Willingness to travel as needed to support customer relationships, business development, and internal coordination
- Foodservice equipment and supplies industry experience
- Experience in contract sales, national accounts, or GPO account management
- Familiarity with pricing structures, customer programs, bid support, and contract compliance environments
- Experience coordinating complex rollouts or large multi-location customer deployments
- Understanding of the intersection of field sales, category strategy, and customer procurement organizations
- Ability to successfully pass a background check post offer acceptance
Benefits:
- Medical insurance
- Dental insurance
- Vision insurance
- Tuition reimbursement
- Pet insurance
- Legal insurance
- 401(k)
- Community Service Day
- Spotlight Awards
- National Sales Excellence Awards
- CFSP Prep Certification Program
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