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Director, GPO Partnerships – Channel Sales
TriMark USA. Lead the pursuit, expansion, and strategic management of GPO-related business .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in strategic account management, business development, and driving revenue growth within the foodservice equipment and supplies industry. Proven ability to build relationships with key decision-makers and coordinate cross-functional teams to achieve business objectives.
Highest-signal resume keywords
Strategic Account ManagementBusiness DevelopmentContract Sales ExperienceCross-Functional CollaborationRevenue Growth
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Strategy DevelopmentPipeline DevelopmentCustomer EngagementAccount ExpansionContract CompliancePricing StructuresOpportunity Pipeline ManagementProgram ImplementationForecasting ProcessesComplex Rollouts
Soft Skills
Excellent CommunicationRelationship ManagementProblem-SolvingStrategic ThinkingExecution Discipline
Certifications & Qualifications
Bachelor’s Degree
Industry Keywords
Foodservice EquipmentGPO ManagementCorporate AccountsMulti-Site OrganizationsProcurementSales Enablement ToolsCustomer ProgramsBid SupportCulinary OperationsSupply Chain
About the role
Key responsibilities & impact- 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
What you’ll need- 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
Comp & perks- 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