Principal Supplier Partnership – Negotiation Lead

At Whole Foods Market, we're more than a grocery store — we’re a mission-driven community focused on nourishing people and the planet. As our Principal, Supplier Partnership – Negotiation Lead, you’ll play a key role in shaping the future of food by turning supplier relationships into meaningful, long-term partnerships that are rooted in shared values and mutual growth.In this high-impact role, you'll lead strategic negotiations with our most important suppliers, distributors, and third-party vendors moving beyond transactions to cultivate transformational alliances. From joint business planning and purpose-aligned top-to-top sessions to data-driven cost negotiations and innovative promotional strategies, you’ll ensure every conversation advances value for our customers, our partners, and our planet.This position is located in Austin, TX with the expectation of being onsite 5 days a week.

Responsibilities:

Strategic Partner Management:

• Conducting annual supplier tiering exercise to identify and develop strategic partnerships
• Creating and executing annual partner engagement roadmaps with clear ROI metrics
• Building and maintaining strong relationships with key stakeholders across the organization
• Developing and implementing strategic initiatives to drive profitability and business growth

Financial Management:

• Analyzing and optimizing supplier funding collections to maximize profitability
• Managing P&L impacts of partnership initiatives
• Tracking and reporting financial value creation from partnerships
• Identifying cost-saving opportunities through strategic negotiations

Partnership Development:

• Leading and facilitating key partnership processes including:
• Joint Business Planning
• Top to Top meetings
• Innovation meetings
• Strategic negotiations
• Creating and executing annual supplier communication strategies
• Developing best practices for collaborative engagement
• Coaching category merchants on partnership and negotiation strategies

Skills:

• Collaborative Negotiation and Partnering:
• Strong understanding of negotiation frameworks and collaborative approaches

Ability to identify mutual gains and create value-driven solutions

• Excellence in strategic questioning and active listening
• Effective communication and messaging skills
• Understanding of leverage points and their appropriate use

Business and Financial Acumen:

• Deep understanding of P&L management and financial metrics
• Ability to identify and execute profit-driving initiatives
• Strong analytical skills to evaluate business opportunities
• Understanding of supplier and distributor business models
• Capability to align partnership strategies with financial goals

Facilitation and Leadership:

• Design and lead effective cross-functional meetings and processes
• Drive collaborative problem-solving and innovation
• Ensure accountability and follow-through on commitments
• Build consensus and maintain productive relationships
• Document and track outcomes and action items

Strategic Problem-Solving:

• Identify and overcome business challenges
• Develop solutions that maximize value for all parties
• Balance competing priorities and interests
• Drive profitable growth through strategic thinking

Education & Experience:

• BA/BS degree and 6-8 years of relevant experience OR equivalent combination of education and relevant experience

The wage range for this position is $100,244.00-$170,415.00 Annual, commensurate with experience. Whole Foods Market offers "Whole Benefits". Whole Benefits may include health insurance, retirement plan benefits, eligibility for a store discount, paid time off and access to other benefit programs. Eligibility for Whole Benefits is determined under the terms of the applicable Whole Benefits plan at a person’s date of hire. For additional information, visit our Whole Foods Market Careers site: https://careers.wholefoodsmarket.com/benefits.

At Whole Foods Market, we provide a fair and equal employment opportunity for all Team Members and candidates regardless of race, color, religion, national origin, gender, pregnancy, sexual orientation, gender identity/expression, age, marital status, disability, or any other legally protected characteristic. Whole Foods Market hires and promotes individuals solely based on qualifications for the position to be filled and business needs.

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