Business Development Manager - Defense Health Agency

Title: Business Development Manager - Defense Health Agency (DHA)

Location: United States

Department: Sales

Requisition Number: BUSIN002424

Full-Time

Job Description:

ADS, Inc. began more than 20 years ago by outfitting Navy SEALS with quality dive equipment, and today we're proud to manage 3,000 supplier partnerships and over 50,000 products.

Please watch this video to learn more about ADS Inc! http://bit.ly/ADS_Mission

Job Title: Business Development Manager – Defense Health Agency (DHA)

Location & Territory: Remote – Extensive Travel Required

Our Mission at ADS Inc. is to actively seek our customers’ equipment and logistical challenges and deliver innovative and cost-effective solutions.

ADS, Inc. is seeking an experienced Business Development Manager to drive growth across the Defense Health Agency (DHA) and Military Treatment Facilities (MTFs). This is an individual contributor position responsible for developing customer relationships, identifying requirements and opportunities, driving clinical and product adoption, and expanding ADS’s presence within assigned Military Treatment Facilities.

The DHA Business Development Manager will serve as the primary ADS business development resource for assigned MTFs and will develop relationships across clinical, operational, logistics, acquisition, contracting and leadership stakeholders. The successful candidate will understand the unique requirements of military healthcare customers and translate those requirements into actionable opportunities for ADS and its supplier partners.

This position will work closely with the DHA Portfolio Manager, ADS Medical Sales, Category Management, Contracts, and supplier partners to execute the overall DHA growth strategy within the assigned territory.

As the DHA Business Development Manager, you will be responsible for…

• Represent ADS across Military Treatment Facilities and DHA accounts
• Develop and execute territory and account plans designed to drive sustainable revenue and margin growth
• Establish and maintain relationships with key clinical, operational, logistics, acquisition, contracting, and leadership stakeholders within assigned MTFs
• Develop a deep understanding of each assigned MTF, including organizational structure, mission, clinical capabilities, decision makers, purchasing processes, funding, and strategic priorities
• Research and identify new opportunities for business development across assigned accounts
• Identify customer requirements, capability gaps, and emerging healthcare needs that align with ADS products, technologies, and supplier capabilities
• Identify physicians, clinicians, committees, department heads, and other key influencers responsible for product evaluation, clinical adoption, and standardization
• Drive new product introductions, evaluations, demonstrations, trials, and adoption within assigned MTFs
• Identify initial purchases and priorities, manufacturers, product categories, technologies, and potential enterprise opportunities
• Develop opportunities upstream of procurement by engaging customers early in the requirements development and clinical decision-making process
• Understand and articulate preferred and/or optimal means of procurement and how ADS contract vehicles can support customer requirements
• Maintain a strong pipeline of qualified opportunities and actively manage opportunities from initial customer engagement through award
• Actively log customer engagements, opportunities, and sales activity using internal CRM
• Coordinate with ADS Medical Sales representatives to ensure opportunities are effectively transitioned, quoted, followed up on, and converted to revenue
• Partner with Category Management and supplier partners to bring relevant medical capabilities and solutions to DHA customers
• Coordinate and participate in product demonstrations, capability briefs, clinical education, and customer engagements
• Conduct regular joint customer calls and ride-alongs with ADS sales associates and supplier partners
• Gather customer and competitive intelligence and communicate relevant information across the ADS Medical team
• Analyze territory trends, new requirements, funding priorities, new program inceptions, and changes within DHA that could create business opportunities
• Identify opportunities that have the potential to expand beyond an individual MTF into regional or DHA enterprise-wide requirements
• Support deal strategy, large-scale solicitations, product standardization initiatives, and strategic DHA pursuits
• Attend applicable industry trade shows, DHA events, supplier meetings, and ADS-sponsored events
• Develop long-term sales and service solutions that strengthen ADS’s position within assigned DHA accounts
• Maintain an accurate understanding of territory performance, pipeline, customer activity, and future growth opportunities

Performance Standards: Your success as the DHA Business Development Manager will be measured by customer and supplier satisfaction, achievement of assigned territory revenue and margin goals, qualified pipeline growth, new customer and product penetration, clinical adoption, team engagement, CRM activity and accuracy, and overall sustainable sales growth across assigned Military Treatment Facilities.

Work Environment:

• Extensive travel required (approximately 50% or 2 (+/-) weeks of every month)
• Regular travel to assigned Military Treatment Facilities, customer locations, supplier meetings, industry events, and ADS-sponsored events
• Occasional weekends, holidays, and after business hours may be required

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
• Must possess strong communication and presentation skills and the 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

Desired Qualifications:

• 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
• Professional and polished demeanor
• 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

Salary Range: $72,500 to $145,000

The salary range represents the base compensation range for this role.  The actual compensation will be determined based on a candidate’s education, experience, and skills.  In addition to base compensation, full-time employees in this role are eligible for commission, which is uncapped, and based on performance. 

ADS provides a comprehensive benefits program to eligible employees. This includes eligibility to participate in a company-sponsored 401(k), as well as access to medical, dental, vision, and prescription drug benefits. Additional offerings such as healthcare and dependent day care flexible spending accounts, life insurance, and well-being resources such as the employee assistance program and fitness plans, are also available.

ADS believes that a diverse work environment leads to bigger thinking and more creative solutions to our customers’ problems, and we are proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation or gender identification, national origin, or any other legally protected characteristic. We strive to represent our community with a workforce diverse in gender and ethnicity. We actively seek out veterans and the disabled for opportunities at ADS.