Business Development Manager – Defense Health Agency

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the representative of ADS within Military Treatment Facilities and DHA accounts.

• Create and implement territory and account strategies aimed at achieving sustainable revenue and margin enhancement.

• Build and nurture relationships with stakeholders in clinical, operational, logistics, acquisition, contracting, and leadership roles.

• Comprehend the organizational structures, missions, clinical capabilities, decision-makers, purchasing procedures, funding, and strategic priorities of assigned MTFs.

• Investigate and pinpoint new opportunities for business development.

• Determine customer needs, capability gaps, and emerging healthcare demands that align with ADS products and supplier capabilities.

• Recognize key influencers involved in product evaluation, clinical acceptance, and standardization processes.

• Propel the introduction, evaluation, demonstration, trial, and acceptance of new products.

• Create opportunities early in the procurement process through proactive customer engagement.

• Maintain and oversee a qualified opportunity pipeline from initial contact to award.

• Document customer interactions, opportunities, and sales activities in the internal CRM system.

• Collaborate with ADS Medical Sales to transition, quote, follow up on, and convert opportunities into revenue.

• Work in partnership with Category Management and supplier partners to deliver medical capabilities and solutions.

• Organize and participate in product demonstrations, capability briefs, clinical education, and customer interactions.

• Conduct joint customer visits and ride-alongs with sales associates and supplier partners.

• Collect and relay customer and competitive intelligence.

• Evaluate territory trends, requirements, funding priorities, program initiations, and DHA updates.

• Spot opportunities for expansion on a regional or DHA enterprise-wide level.

• Assist in deal strategy, large-scale solicitations, product standardization efforts, and strategic DHA initiatives.

• Attend industry trade shows, DHA events, supplier meetings, and ADS-hosted events.

• Formulate long-term sales and service strategies for assigned DHA accounts.

• Keep precise records of territory performance, pipeline, customer activities, and growth prospects.

• Serve as the primary business development contact for assigned MTFs and implement the overall DHA growth strategy in collaboration with internal teams and supplier partners.

⛳️ Requirements

• At least 5 years of proven sales and/or business development experience within DHA, the Military Health System, Military Treatment Facilities, or federal healthcare.

• Demonstrated success in selling medical products, equipment, technology, pharmaceuticals, or healthcare solutions to military or federal healthcare clients.

• Proven ability to cultivate relationships with physicians, clinicians, healthcare leaders, acquisition staff, and other government stakeholders.

• Experience in identifying, developing, and managing government sales opportunities from requirement identification to award.

• Familiarity with the Defense Health Agency and Military Treatment Facility landscape.

• Knowledge of government acquisition processes, contracting, and procurement methods.

• Experience in developing and executing territory and strategic account plans.

• Familiarity with government contracts and procedures.

• Proficiency in Microsoft Excel, PowerPoint, Word, and CRM systems.

• Must show initiative and the capability to independently identify and cultivate new business opportunities.

• Excellent communication and presentation skills, with the ability to build rapport and trust with clients.

• Strong organizational skills and the ability to manage a large geographic territory effectively.

• Bachelor’s Degree preferred.

• Significant travel required.

• Availability for occasional weekends, holidays, and after-hours work may be necessary.

• Existing relationships within Military Treatment Facilities and the DHA community.

• Previous experience in military medical, federal healthcare, medical device, medical equipment, pharmaceutical, or healthcare technology sales.

• Experience in promoting clinical adoption and product standardization within hospitals or healthcare systems.

• Experience collaborating with medical manufacturers and supplier partners.

• Understanding of DHA funding, acquisition, contracting, and purchasing procedures.

• Previous experience with Salesforce or other CRM platforms.

• Ability to recognize and leverage opportunities effectively.

• Strong negotiation skills.

• Exceptional written and verbal communication abilities.

• Capability to work independently while effectively collaborating with a larger national team.

🏝️ Benefits

• Uncapped commission based on performance.

• Company-sponsored 401(k) plan.

• Comprehensive medical, dental, vision, and prescription drug benefits.

• Flexible spending accounts for healthcare and dependent daycare expenses.

• Life insurance coverage.

• Employee assistance program.

• Fitness plans available.

• A comprehensive benefits package for eligible employees.