National Account Executive – Government

This is a fully remote position, open to applicants in Alabama, +43 more states.

📋 Description

• Oversee growth strategies within the Federal Healthcare and Government Markets sector.

• Propel the use of Waters Advanced Diagnostics solutions across federal healthcare entities, including VA, DHA/DoD, IHS, NIH, CDC, and various federal organizations.

• Act as a strategic link with distribution partners focused on government, such as Fisher Scientific, Cardinal Health, and Medline.

• Assist in strategic initiatives for State, Local, and Educational Government, including public health laboratories and state health departments.

• Formulate and implement strategic growth plans for designated federal healthcare accounts.

• Identify, evaluate, and advance prospects within federal healthcare agencies, military treatment facilities, reference laboratories, and research institutions.

• Cultivate relationships at the executive level with laboratory, clinical, procurement, contracting, logistics, and healthcare stakeholders.

• Create account plans for significant VISNs, VA Medical Centers, DHA Markets, and major Military Treatment Facilities.

• Influence strategic purchasing and standardization efforts.

• Keep accurate forecasts, opportunity pipelines, and account development strategies.

• Build and sustain connections with government-focused leaders at distribution partners.

• Work together with channel partners to discover, develop, and finalize federal opportunities.

• Align distributor and Waters growth initiatives to enhance contract usage and revenue expansion.

• Organize joint account planning and customer engagement efforts.

• Promote growth initiatives within state and local government healthcare organizations.

• Identify opportunities within state public health laboratories, health departments, county and municipal health agencies, public university research laboratories, and other government-funded healthcare entities.

• Collaborate with internal leadership to broaden Waters' presence in emerging public health markets.

• Navigate federal acquisition and procurement procedures to expedite customer adoption.

• Partner with contracting, legal, marketing, and leadership teams to create market-access strategies.

• Utilize federal and government purchasing vehicles, contracts, and acquisition pathways.

• Provide market insights regarding federal funding, budget cycles, procurement trends, and competitive activities.

⛳️ Requirements

• Over 7 years of successful sales experience in healthcare, diagnostics, medical devices, laboratory products, or capital equipment.

• Proven success in selling directly to the Department of Veterans Affairs (VA) and the Department of Defense (DoD)/Defense Health Agency (DHA).

• Established history of surpassing revenue targets in complex enterprise or government healthcare settings.

• Experienced in influencing multi-stakeholder purchasing decisions that involve clinical, laboratory, operational, and procurement leaders.

• Strong background in strategic account planning and territory management.

• Willingness and ability to travel approximately 50% of the time across a designated multi-state territory.

• Capability in developing executive-level relationships.

• Expertise in strategic account management.

• Proficient in consultative selling and negotiation.

• Excellent communication and presentation abilities.

• Skilled in opportunity and pipeline management.

• Capacity to operate independently in a highly visible market sector.

• Military service experience is highly preferred.

• Extensive knowledge of federal healthcare systems and organizational frameworks is highly preferred.

• Familiarity with federal government procurement and contracting processes, including GSA/FSS, BPA agreements, IDIQ contracts, ECAT, and DAPA, is highly preferred.

• Established relationships within key VA VISNs, VA Medical Centers, DHA Markets, or major Military Treatment Facilities are preferred.

• Experience in selling diagnostic systems, laboratory automation, microbiology, molecular diagnostics, infectious disease, or capital equipment is preferred.

• Background in supporting State, Local, and Educational Government (SLED) customers is preferred.

• Experience working with state public health laboratories, health departments, and public-sector healthcare organizations is preferred.

• Experience managing strategic distribution and channel partner relationships is preferred.

🏝️ Benefits

• Approximately 50% travel.

• Options for remote or field-based workplace arrangements.

• Recognized flexible work-life balance for remote or field-based roles.

• Consideration for COVID-19 workplace accommodations in accordance with applicable laws.

• Opportunities for learning, growth, and development.

• In-person collaboration and a culture that values face-to-face learning and teamwork.

• Equal Opportunity Employer.