Coral is building the operating system for healthcare group purchasing and procurement. Our platform — anchored by Coral Consume (PO adjudication and purchasing execution) and Coral Canvas (financial analytics and admin fee optimization) — delivers contract intelligence, purchasing discipline, and financial recoupment as a fully managed service for GPO members, health systems, and specialty distributors. As we scale, we are adding a senior executive to own the entire GPO and procurement-as-a-service pillar from strategy through client delivery.
The EVP, Market Access and Strategic Sourcing is Coral's most senior operating leader for the GPO business. This executive owns three interconnected functions: upstream GPO and distribution sourcing strategy, industry relations across Coral's full contract and data portfolio, and end-to-end GPO customer management from acquisition through active account growth. Over time, this leader will also build and scale a standalone sourcing and procurement-as-a-service offering for groups that want to fully outsource industry relations and centralized procurement to Coral.
This is an executive player-coach role. In the near term, this leader will be personally doing the work — negotiating agreements, owning client relationships, shaping platform requirements — while simultaneously building the team and organizational infrastructure beneath them. The org will grow into three director-level functions: Industry Relations, Account Management, and Sourcing & Procurement Services.
The right candidate is a seasoned GPO or healthcare supply chain executive who thrives in a high-growth environment, is deeply credible with manufacturers, distributors, and health system stakeholders, and is energized by the opportunity to build something differentiated from scratch.
As the primary relationship owner for Coral's upstream commercial relationships, this leader is accountable for the breadth and quality of the contract portfolio that powers Coral's value proposition.
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Own and grow Coral's upstream GPO contracts, manufacturer agreements, and wholesale/distributor partnerships — including class-of-trade eligibility, tiered pricing structures, and admin fee arrangements.
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Lead negotiation and ongoing management of member-distributor agreements and member-manufacturer agreements, ensuring Coral members receive maximum contract access, pricing compliance, and financial return.
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Develop and manage downstream channel relationships with member facilities, specialty networks, and purchasing cooperatives — translating contract access into realized purchasing value.
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Define Coral's sourcing strategy: which therapeutic categories, drug classes, and supplier relationships to prioritize based on member volume, margin profile, and GPO competitive positioning.
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Monitor market dynamics — manufacturer pricing actions, GPO consolidations, formulary shifts, and distributor network changes — and proactively adjust strategy to protect and grow client savings.
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Build the operational infrastructure and data standards for contract ingestion, normalization, NDC-level eligibility rules, effective date management, and contract versioning that underpin the platform.
Industry relations at Coral extends beyond traditional GPO contract management. This pillar encompasses the full commercial relationship with manufacturers and the strategic programs that generate and protect financial value across Coral's portfolio.
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Manage and grow Coral's portfolio of GPO contracts with pharmaceutical manufacturers and medical supply vendors — including contract compliance, performance reporting, and tier advancement strategy.
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Negotiate and administer Enhanced Data Service Agreements (EDSAs) with manufacturers, enabling Coral to deliver differentiated market intelligence and analytics value in exchange for data access and financial consideration.
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Develop Coral's data monetization strategy — working with product and analytics teams to define what data assets Coral can offer to manufacturer partners, and building the commercial framework to generate revenue from those assets.
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Own post-admin discount program administration: tracking eligibility, validating accruals, identifying missed or at-risk admin fees, managing chargeback and rebate dispute resolution, and ensuring complete financial recovery across the portfolio.
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Serve as Coral's executive presence in manufacturer partner meetings, GPO industry forums, and distributor business reviews.
This pillar encompasses the full customer lifecycle, from identifying and closing new GPO members to delivering measurable, documented savings performance for every active account.
New Customer Acquisition
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Own and develop the new GPO member acquisition pipeline — identifying target groups, health systems, specialty practices, and purchasing cooperatives that would benefit from Coral's GPO and managed service offering.
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Lead the full sales process: initial outreach and qualification, NDA and BAA execution, spend analysis and financial opportunity assessment, savings presentation development, contract negotiation, and member agreement execution.
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Build and manage the onboarding process for new GPO members, including contract catalog population, purchasing strategy configuration, historical baseline establishment, and integration with Coral's platform.
Active Account Management
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Develop and maintain customer-specific savings roadmaps and execution plans for every active GPO member, identifying and sequencing opportunities across contract compliance, admin fee recovery, spec buying, and formulary optimization.
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Document, track, and trend spend for each customer by class of trade, drug class, payor, margin profile, and rebate tier thresholds — creating a living performance record that drives continuous improvement and demonstrates Coral's value.
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Conduct regular account business reviews with GPO members, presenting financial performance, savings captured, savings pipeline, and recommended next actions.
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Proactively identify at-risk accounts and intervene early — managing retention, resolving service issues, and ensuring every member is realizing measurable financial benefit from their Coral relationship.
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Serve as the internal advocate for customer needs in product development, ensuring platform capabilities reflect real account management workflows and client reporting requirements.
As Coral's platform matures, this leader will build and scale a standalone managed service offering for groups that want to fully outsource industry relations and centralized procurement operations to Coral.
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Define the service model, scope, and pricing for Coral's outsourced procurement offering — covering industry relations management, purchasing adjudication and execution, contract compliance monitoring, and financial recoupment services delivered on behalf of client groups.
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Build the delivery capability and team infrastructure to execute outsourced procurement services at scale, leveraging Coral's technology platform (Coral Consume and Coral Canvas) as the operational backbone.
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Identify and develop the initial client base for the PaaS offering — prioritizing GPO members or groups that lack internal procurement infrastructure or industry relations capacity and represent strong candidates for full outsourcing.
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Partner with product and engineering to ensure the platform evolves to support multi-client managed procurement delivery — including client-specific rules engines, reporting environments, and workflow configurations.
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Build the commercial framework for the PaaS offering, including service-level agreements, pricing structures, performance guarantees, and renewal terms.
As the senior domain authority for GPO and procurement operations, this leader is a critical partner to the product and engineering teams building Coral's platform.
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Serve as the primary business owner for the purchasing logic, adjudication rules, vendor preference and routing frameworks, and exception handling workflows embedded in the Coral platform.
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Define and prioritize product requirements for GPO-facing capabilities: contract catalog management, PO adjudication, admin fee tracking, spend dashboards, and customer reporting tools.
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Participate in product reviews, sprint demos, and platform strategy discussions — ensuring delivered software accurately reflects GPO operational workflows and client requirements.
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Contribute to the intelligence and automation roadmap, helping define where AI-generated recommendations, anomaly detection, and automated purchasing actions can create the most leverage for Coral's clients and managed service delivery team.
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12+ years of progressively senior experience in healthcare group purchasing, pharmaceutical supply chain, specialty distribution, or managed procurement services.
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Deep working knowledge of GPO contract structures, admin fee mechanisms, post-admin discount programs, class-of-trade eligibility, and NDC-level purchasing rules.
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Demonstrated experience negotiating and managing upstream manufacturer agreements, downstream member or network agreements, and wholesale/distributor relationships.
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Track record of managing or selling to health system, specialty practice, or GPO member accounts — with hands-on experience in savings analysis, contracting, onboarding, and ongoing account management.
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Familiarity with Enhanced Data Service Agreements, data monetization programs, or other manufacturer-GPO commercial arrangements beyond standard contract administration.
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Experience building and leading teams in a high-growth or early-stage environment where organizational structure and process had to be built from scratch.
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Prior senior role at a GPO (national, regional, or specialty), specialty pharmaceutical distributor, or health system supply chain and procurement function.
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Experience structuring or delivering outsourced procurement or managed services offerings to healthcare clients.
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Familiarity with procurement technology platforms, contract management systems, or analytics tools used in GPO or supply chain contexts.
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Working knowledge of chargeback, rebate administration, and EDI-based purchasing and distribution workflows.
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Executive player-coach: capable of operating at the strategic level while still personally doing the work in the near term — negotiating agreements, managing client relationships, and shaping platform requirements.
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High credibility with manufacturer, distributor, and health system stakeholders — able to represent Coral authoritatively in senior commercial and clinical conversations.
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Builder's mentality: energized by building organizational structure, process, and capability from the ground up, not just managing a mature operation.
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Strong commercial instinct: understands how GPO economics work, can identify and structure value-creating opportunities, and is comfortable owning revenue and financial performance outcomes.
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Collaborative partner to product and engineering: not a technologist, but someone who thinks in systems, is precise about requirements, and can drive platform decisions with rigor and domain authority.
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Clear, direct communicator who can translate complex GPO dynamics for clients, technology partners, investors, and internal leadership.
