National Account Manager - GPO & FSM

Company Overview

Why Choose Us?

Novolex is a leading manufacturer of food, beverage, and specialty packaging that supports multiple industries including foodservice, restaurant delivery and carryout, food processing, grocery and retail, and industrial sectors. Novolex manufacturing and sourcing expertise spans a diverse range of substrates including resin, paper, molded fiber, aluminum and more. We provide customers a broad array of stock and customized solutions with 120 product categories, 250 brands and over 39,000 SKUs.

Our Sustainability Commitment

The Novolex sustainability vision is built upon three pillars: our products, our operations and our people. Each is critically important to our growth and future as a business. These pillars form the foundation of our company-wide commitment to sustainability, helping us achieve our ambitious goals through our wide-ranging initiatives.

Job Description

National Account Manager – GPO & FSM

Position Summary

The National Account Manager is responsible for developing and maintaining strategic relationships with our national medical-surgical distributors, healthcare group purchasing organizations (GPO’s), and integrated delivery networks (IDN’s). This role focuses on establishing and strengthening relationships with stakeholders at all levels of the organization, contract management and utilization, managing national agreements, and market share expansion. The ideal candidate has demonstrated successful selling to large volume strategic accounts across Broadline and National Distribution and the ability to build relationships across complex customer organizations. Healthcare industry knowledge is beneficial but not required.

Key Responsibilities

• Responsible for driving sales growth, contract compliance, and market share expansion within the healthcare/medical surgical channel.
• Develop and execute annual business plans for each assigned national account.
• Negotiate annual agreements and strategies for Med-Surg distribution partners (e.g. Cardinal Health, Medline, Owens & Minor) with the intent of maximizing sales opportunities while attaining EBITDA objectives.
• Build and maintain relationships with key decision-makers to maximize contract utilization and business growth.
• Negotiate annual agreements, pricing programs, contract renewals, and strategic initiatives while achieving company objectives.
• Conduct business reviews and develop growth strategies to expand product adoption, category penetration, and market share.
• Partner with field sales teams, National Account Managers, distributors, GPOs, and FSM organizations to drive contract pull-through and commercial execution.
• Analyze customer needs, industry trends, market data, and sales performance to identify opportunities, mitigate risks, and communicate actionable insights.
• Support new product introductions, conversions, sustainability initiatives, category reviews, and customer-driven innovation programs.
• Collaborate cross-functionally with Sales, Marketing, Product Management, Customer Service, Pricing, Finance, and Supply Chain to execute strategic initiatives and resolve customer issues.
• Partner with analysts to uncover growth opportunities, develop action plans, and drive execution across assigned accounts.
• Maintain accurate forecasting, CRM reporting, opportunity management, and regular business updates for leadership.

Qualifications 

• Bachelor's degree or equivalent experience.
• 3-5 years of successful National Account Management, GPO, FSM, foodservice, packaging, or related sales experience.
• Proven ability to negotiate and manage complex commercial agreements.
• Strong relationship-building, presentation, communication, and organizational skills.
• Demonstrated ability to develop strategic business plans and deliver growth.
• Strong financial and analytical acumen.
• Ability to travel as required.

Preferred

• Experience working with MedSurge Distribution, Group Purchasing Organizations (GPOs), and/or Foodservice Management companies.
• Knowledge of healthcare purchasing environments, healthcare foodservice operations, or healthcare market dynamics.
• Experience within foodservice packaging, disposables, jan/san, healthcare, or related categories.
• Proficiency in CRM platforms, Excel, PowerPoint, and business analytics tools.

A reasonable estimate of the current range is $100,000 - 160,000 + bonus + benefits. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. Within the range, individual pay is determined by job-related skills, experience, and relevant education or training. At Novolex, it is not typical for an individual to be hired at the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case.

The benefits for this role include 401(k) plan with company match, comprehensive medical, dental, and vision insurance, flexible spending and health savings accounts, paid vacation, and sick days, paid parental leave, paid holidays and wellness program.

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Company Benefits

What You'll Get From Us

Benefits

With safety as our top priority and a commitment to employee well-being an important focus, we offer comprehensive and competitive benefits that include medical, dental and vision insurance as well as a variety of other well-being resources focused on mental, physical and financial health. Specific benefits and well-being programs may vary depending on where you work.

Community Engagement

At Novolex, giving back to the local communities that support us is important. Our Focused Giving Program prioritizes support for organizations whose missions promote sustainability initiatives or address food and hunger needs. We also encourage facility level support of activities in the communities where our employees live and work.

Training and Development

We offer constant opportunities for advancement. From skills development to advanced education programs, training and development programs and courses are available through MyLearning. Programs include company and industry training curricula, support for formal education through the Tuition Reimbursement Program (Non-Union), and a Learning Management System that supports and enhances employee skills at all levels of the organization.

Novolex is committed to providing equal employment opportunity in all employment practices, including but not limited to selection, hiring, promotion, transfer, and compensation to all qualified applicants and employees without regard to age, race, color, national origin, sex, pregnancy, sexual orientation, gender identity, religion, handicap or disability, genetics, citizenship status, service member or veteran status, or any other category protected by federal, state, or local law. Any individual who, because of his or her disability, needs an accommodation in connection with an aspect of the Company's application process should contact [email protected].

Formerly Pactiv Evergreen