Director, GPO Partnerships & Channel Sales

Why you’ll love it here! + Benefits include Medical, Dental, Vision, Tuition Reimbursement, Pet, and Legal Insurance + 401k+ Community Service Day + Spotlight Awards + National Sales Excellence Awards + CFSP Prep Certification Program   POSITION SUMMARY: The Corporate Director, GPO Partnerships reports to the Senior Vice President, Strategic Growth Office Located - Virtual   TriMark is seeking a Director, GPO Partnerships and Channel Sales to lead the pursuit, expansion, and strategic management of GPO-related business. This leader will serve as the primary commercial point of contact for these relationships, responsible for driving profitable growth, deepening customer engagement, coordinating internal execution, and ensuring TriMark is positioned to maximize share across the companies ecosystem. This Individual contribution role is highly cross-functional and externally facing, requiring a leader who can build strong relationships, identify and convert growth opportunities, align divisional and corporate resources, and translate GPO strategy into measurable revenue results. The Director will partner closely with Corporate Accounts, divisional sales teams, category management, supply chain, and operations to ensure successful deployment, expansion, and execution of GPO initiatives. The ideal candidate brings foodservice equipment and supplies experience, a strong understanding of GPO and contract sales environments, and a proven ability to navigate complex customer organizations while driving commercial outcomes. Key Responsibilities Growth Strategy & Business Development Own TriMark’s strategy for pursuing, expanding, and growing business tied to specific customers. Develop and execute an annual growth plan for the portfolios, including revenue targets, pipeline development, customer penetration strategies, and account expansion priorities. Identify new opportunities across sectors, operators, and regional/divisional relationships to increase TriMark share of wallet. Partner with the VP, GPOs to define strategic priorities, target segments, and commercial action plans. Drive proactive business development activity, including outreach, relationship-building, opportunity identification, and conversion of new business opportunities. Build and maintain a robust pipeline of near-term and long-term opportunities. Customer Relationship Leadership Serve as a lead customer-facing representative for TriMark.  Develop strong relationships with key decision-makers, influencers, procurement leaders, culinary/operations contacts, and sector leaders. Act as a trusted advisor to customers by understanding their operational needs, growth initiatives, and pain points, and aligning TriMark solutions accordingly. Represent TriMark in customer meetings, business reviews, growth planning discussions, and strategic account conversations. Ensure a high level of responsiveness, professionalism, and follow-through across relationships. Pursuit, Deployment & Expansion Execution Lead the commercial strategy for implementation and expansion of new programs, customer rollouts, and growth initiatives. Coordinate with divisional sales leaders, Corporate Accounts, project management, and operations teams to ensure opportunities move effectively from pursuit through execution. Help structure deployment strategies for new business wins, including internal ownership, customer handoffs, escalation paths, and execution timelines. Partner with internal stakeholders to remove barriers to execution and ensure TriMark delivers a consistent, high-quality customer experience. Cross-Functional Leadership & Internal Alignment Act as the central point of coordination between the two key accounts and TriMark’s internal teams, including: Corporate Accounts Divisional Sales Leaders Account Executives / Contract Sales Category Management Supply Chain / Sourcing Project Management / Design / Operations Pricing / Contract Administration Ensure internal teams understand GPO strategy, customer expectations, pricing structures, program requirements, and growth priorities. Drive internal alignment around major opportunities, customer needs, and expansion initiatives. Support field teams in navigating opportunities and help determine the right internal resources to engage. Program Development & Commercial Enablement Help shape programs, offerings, and value propositions that support growth. Identify opportunities to expand TriMark’s participation through equipment, supplies, services, chemicals, rentals, private label, or other strategic offerings. Partner with leadership to develop sales enablement tools, customer messaging, and training that improve field execution against the key accounts opportunities. Support broader GPO strategy initiatives as assigned by the VP, GPOs. Performance Management & Reporting Own performance tracking for the book of business, including pipeline, revenue, margin, win/loss activity, and expansion progress. Provide regular updates to the VP, GPOs and executive leadership on business performance, key opportunities, risks, and required actions. Use data and reporting to identify trends, gaps, customer opportunities, and areas for improved execution. Maintain disciplined account planning and forecasting processes. Qualifications 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. Preferred Experience 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. #KFIndeed