Strategic Account Executive – Government Services

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Propel revenue growth, capital equipment sales, fleet standardization initiatives, and strategic account development within the Veterans Health Administration, Department of Defense, and State Public Health sectors.

• Act as the primary sales leader in the designated territory.

• Cultivate executive-level relationships and identify capital opportunities.

• Position Agiliti's offerings, including beds, therapeutic surfaces, rental solutions, equipment management services, and clinical engineering programs.

• Foster growth in the prosthetics program and build relationships with Chiefs of Prosthetics and key clinical stakeholders.

• Enhance revenue growth within assigned Federal and State Government healthcare accounts.

• Develop and implement strategic territory plans for acquiring new business, expanding customer base, and penetrating long-term accounts.

• Identify, qualify, develop, and close intricate sales opportunities ranging from individual facility purchases to national standardization initiatives.

• Manage the sales funnel, capital equipment replacement-cycle opportunities, fleet modernization initiatives, and multi-year contracts.

• Ensure accurate forecasting and pipeline management utilizing CRM and sales reporting tools.

• Collaborate with Territory Executives, Equipment Solutions Executives, Bed & Therapeutic Support teams, Program Managers, and Operations leaders.

• Lead initiatives for bed fleet replacement, therapeutic surface conversion, equipment standardization, and lifecycle asset management programs.

• Create executive-level business cases to support capital purchasing decisions.

• Drive enterprise-wide contracts, standardization initiatives, and system-level purchasing agreements.

• Partner with OEM collaborators and internal stakeholders to optimize sales opportunities.

• Build relationships with executive, clinical, procurement, contracting, VISN, prosthetics, biomedical engineering, and operational stakeholders.

• Deliver executive sales presentations focusing on clinical outcomes, patient safety, operational efficiency, and total cost of ownership.

• Assist in proposal development, contract negotiations, and responses to RFPs, RFQs, and government procurement opportunities.

• Serve as a subject matter expert in the government market on acquisition pathways, contracting strategies, and market trends.

• Meet or surpass annual revenue, capital sales, and profitability objectives.

• Employ consultative and Challenger-based selling methodologies.

• Monitor capital revenue growth, new business bookings, enterprise agreements, fleet standardization conversions, therapeutic surface growth, forecast accuracy, account expansion, retention, and contract growth.

⛳️ Requirements

• Bachelor's Degree in Business, Healthcare Administration, Marketing, Clinical Sciences, or a related field.

• At least 5 years of experience in healthcare sales with a proven track record in capital equipment, medical devices, clinical technology, or healthcare services sales.

• Demonstrated success in achieving revenue growth and exceeding sales quotas in complex healthcare settings.

• Preferred experience selling to Federal Government healthcare organizations, including Veterans Affairs or the Department of Defense.

• Background in strategic account management, enterprise sales, and multi-stakeholder decision-making processes.

• Preferred knowledge of Federal acquisition processes, government contracting vehicles, and procurement strategies.

• Willingness to travel up to 50%.

• A valid driver's license and a clean driving record are required.

• Proven success in selling high-value capital equipment, clinical technology, healthcare services, or enterprise solutions.

• Strong executive presence with the ability to engage C-suite, clinical, operational, and procurement stakeholders.

• Proven capability to identify, develop, and close complex sales opportunities involving multiple decision-makers and lengthy sales cycles.

• Strong business acumen to articulate clinical, operational, and financial value propositions.

• Exceptional skills in relationship-building, negotiation, and presentation.

• Advanced understanding of strategic account planning, territory management, and pipeline development.

• Proficient in consultative and Challenger-based selling methodologies.

• Ability to create executive business reviews, ROI models, and strategic growth plans.

• Strong cross-functional leadership abilities with the capacity to influence both internal and external stakeholders.

• Preferred knowledge of beds, therapeutic surfaces, equipment management, rental solutions, capital equipment, and healthcare technology.

• Results-driven, highly competitive, and motivated to achieve ambitious sales targets.

• Strong customer focus with a commitment to providing exceptional customer experiences and long-term partnership value.

🏝️ Benefits

• Health insurance options for Medical, Dental & Vision plans.

• Short- and Long-Term Disability plans.

• Flexible Spending Accounts.

• Health Savings Accounts.

• Life Insurance Options.

• Paid Time Off.

• 401K Saving Plan with employer match.

• Employee Discounts.

• Tuition Reimbursement.

• Daily Pay program.

• Employee Assistance Program.

• Wellness programs.

• Vaccinations required by customer/company requirements, with directions and expenses covered at a participating clinic.