Business Development Manager – Defense Health Agency

Job not on LinkedIn

🔥 14 hours ago

🇺🇸 United States – Remote

💵 $72.5k - $145k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 0%

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ADS, Inc.

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1997

📦 Logistics

🏭 Manufacturing

🎖️ Defense

Logistics • Manufacturing • Defense

ADS, Inc. is a defense-focused equipment and logistics company that researches, vets, and supplies tactical gear, expeditionary systems, aerospace and C5ISR equipment, and related support services to the U. S. Department of Defense, federal agencies, partner nations, and first responders. Operating worldwide for over 25 years, ADS acts as a prime on numerous government contracts and provides procurement catalogs, supplier management, fielding, sustainment, and logistics solutions to keep missions moving forward.

📋 Description

• Represent ADS across Military Treatment Facilities and DHA accounts • Develop and execute territory and account plans to drive sustainable revenue and margin growth • Establish and maintain relationships with clinical, operational, logistics, acquisition, contracting, and leadership stakeholders • Understand assigned MTF organizational structures, missions, clinical capabilities, decision makers, purchasing processes, funding, and strategic priorities • Research and identify new business development opportunities • Identify customer requirements, capability gaps, and emerging healthcare needs aligned with ADS products and supplier capabilities • Identify key influencers responsible for product evaluation, clinical adoption, and standardization • Drive new product introductions, evaluations, demonstrations, trials, and adoption • Develop opportunities upstream of procurement through early customer engagement • Maintain and manage a qualified opportunity pipeline from initial engagement through award • Log customer engagements, opportunities, and sales activity in the internal CRM • Coordinate with ADS Medical Sales to transition, quote, follow up on, and convert opportunities to revenue • Partner with Category Management and supplier partners to provide medical capabilities and solutions • Coordinate and participate in product demonstrations, capability briefs, clinical education, and customer engagements • Conduct joint customer calls and ride-alongs with sales associates and supplier partners • Gather and communicate customer and competitive intelligence • Analyze territory trends, requirements, funding priorities, program inceptions, and DHA changes • Identify opportunities for regional or DHA enterprise-wide expansion • Support deal strategy, large-scale solicitations, product standardization initiatives, and strategic DHA pursuits • Attend industry trade shows, DHA events, supplier meetings, and ADS-sponsored events • Develop long-term sales and service solutions for assigned DHA accounts • Maintain accurate territory performance, pipeline, customer activity, and growth opportunity information • Serve as the primary ADS business development resource for assigned MTFs and execute the overall DHA growth strategy with internal teams and supplier partners

🎯 Requirements

• 5+ years of successful sales and/or business development experience within DHA, the Military Health System, Military Treatment Facilities, or federal healthcare • Demonstrated experience selling medical products, equipment, technology, pharmaceuticals, or healthcare solutions to military or federal healthcare customers • Demonstrated ability to build relationships with physicians, clinicians, healthcare leadership, acquisition personnel, and other government stakeholders • Experience identifying, developing, and managing government sales opportunities from requirement identification through award • Understanding of the Defense Health Agency and Military Treatment Facility environment • Understanding of government acquisition processes, contracting, and procurement • Experience developing and executing territory and strategic account plans • Experience with government contracts and procedures • Proficiency with Microsoft Excel, PowerPoint, Word, and CRM platforms • Must demonstrate drive and the ability to identify and develop new business independently • Strong communication and presentation skills and ability to build rapport and trust with customers • Strong organizational skills and ability to effectively manage a large geographic territory • Bachelor’s Degree preferred • Extensive travel required • Occasional weekends, holidays, and after business hours may be required • Existing relationships within Military Treatment Facilities and the DHA community • Prior military medical, federal healthcare, medical device, medical equipment, pharmaceutical, or healthcare technology sales experience • Experience driving clinical adoption and product standardization within hospitals or healthcare systems • Experience working with medical manufacturers and supplier partners • Understanding of DHA funding, acquisition, contracting, and purchasing processes • Prior Salesforce or other CRM software experience • Ability to identify and capitalize on opportunities • Strong negotiation skills • Excellent written and verbal communication skills • Ability to work independently while collaborating effectively across a larger national team

🏖️ Benefits

• Uncapped performance-based commission • Company-sponsored 401(k) • Medical, dental, vision, and prescription drug benefits • Healthcare and dependent day care flexible spending accounts • Life insurance • Employee assistance program • Fitness plans • Comprehensive benefits program for eligible employees

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