Job Details

Manager, Business and Contract Development
Feb 3, 2021
The Health Collaborative
Full Time

Manager, Business and Contract Development

Group Purchasing Organization (GPO)

Reports to:    Sr. Director, Client Services



Type of Position

Full Time


40 hrs/week; Exempt


Responsible for supporting the business objectives of THC by managing the business of the Group Purchasing Organization (GPO) including managing relationships with buyers and vendors, identifying and closing on new business opportunities within an assigned group of customers and prospects, specifically related to the Group Purchasing Organization (GPO).



  • Maximize the revenue generated in the form of Contract Administration Fees (CAF) by:
    • Managing relationships with key GPO utilizers and vendors
    • Increasing the use of GPO vendors on behalf of THC members by employing professional sales and business development skills, including building, and managing a sales pipeline, making “cold calls” to members, leveraging existing THC relationships, looking for and leveraging opportunities to engage with potential buyers, facilitating meetings between vendors and buyers, follow up and closing opportunities.
    • Utilizing Salesforce CRM to track sales activity, manage a sales pipeline and document interactions with members and prospects.
    • Meeting with member supply chain/purchasing managers to determine new vendor contracts and discuss the performance of existing contracts.


  • Effectively manage the day-to-day activities of the GPO business line by:
    • Creating and consistently reviewing and updating as necessary the processes for vetting, onboarding and promoting the GPO and its vendors.
    • Managing the GPO budget including outlining projections, monitoring revenue and expenses, creating and implementing strategies to ensure the budget is met
    • Consistently identifying, vetting, negotiating, and managing the contracting process with new vendors to add to the GPO, including managing the RFP process for new and renewed contracts.
    • Overseeing the contract auditing process
    • Overseeing and facilitating the annual GPO board meeting and GPO related committees.
    • Working with THC Communications in developing and implementing all member and vendor communications regarding GPO
    • Mediating/resolving issues with members and vendors.
    • Generating reports as needed or requested, including but not limited to sales and finance reports.
  • Ensures proper use and protection of information assets by complying with the organization’s information privacy and security policies to protect assets from unauthorized access and by reporting any security events or potential events or other security risks to the organization
  • Other duties as assigned



  • Proven successful B2B sales experience is required, preferably in health care, including ability to sell, close and manage after the sale.
  • Proven general business experience required preferably in purchasing, supply chain processes, contract negotiation, and vendor management.
  • Proven ability to manage a budget and achieve targets.
  • Experience in a goal and results oriented position with specific activity targets.
  • Ability to build strong productive partnerships with health care vendors to serve members.
  • Must possess a strong comfort level speaking with Supply Chain Executives, Purchasing Managers, Practice Managers, Administrators and staff. 
  • Excellent verbal and written communication skills, along with excellent negotiating and consultative sale skills are required.
  • Experience with customer contact software (SalesForce) preferred.
  • Demonstrated effective organization, communication, strategic thinking and negotiation skills are required.
  • Demonstrated self-starter with the ability to work independently and as part of a team in a highly matrixed environment.
  • Ability to stand for up to 4 hours at a time.
  • Ability to sit at a desk in front of a computer monitor for long periods of time.
  • Ability to travel by car within the tri-state region, approximately 3 business days per week.
  • Must have a valid driver’s license in Ohio, Kentucky, or Indiana



  • Minimum of associate degree.



Total compensation package for this position includes base salary, commission, annual bonus opportunity, and benefits package. Base salary: $75,000-$85,000.


 Disclaimer:Nothing in this job description restricts the company’s right to assign responsibilities to this job at any time as critical features of this job are subject to change any time.

The Health Collaborative is an Equal Employment Opportunity (EEO) Employer.

Qualified applicants are considered for all positions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital or veteran status, disability or handicap, or any other legally protected status. All qualified applicants will be given equal opportunity and selection decisions are based solely on job-related factors.

Contact Details

Nicci Weber
The Health Collaborative