Director of Government Sales – DME – Remote – 3640179

Position Overview:

Join a leading healthcare products manufacturer and distributor seeking a Director of Government Sales to lead and expand federal sales efforts across key government healthcare channels. This strategic leadership role will be responsible for developing and executing the organization’s government go-to-market strategy, driving new contract acquisition, optimizing sales operations, and accelerating revenue growth within the Veterans Administration (VA), Department of Defense (DoD), Indian Health Service (IHS), and other federal agencies.

Responsibilities:

• Develop and execute the government go-to-market strategy across VA, DoD, GSA, and other federal procurement channels.
• Establish segment priorities, product focus areas, pricing strategies, and channel development plans to drive sustainable growth.
• Create and implement a multi-year roadmap for contract expansion, partner development, and revenue acceleration.
• Evaluate and optimize government sales and sales support functions, including lead management, quoting, order flow, and contract compliance processes.
• Implement performance metrics, KPIs, forecasting tools, and operational reporting processes for the government sales organization.
• Lead the pursuit of new federal contract opportunities, including BPA, IDIQ, GSA Schedule, ECAT, DAPA, and FSS vehicles.
• Develop and manage relationships with SDVOSB partners and federal procurement stakeholders.
• Oversee proposal development, pricing strategy, compliance documentation, and contract submissions.
• Serve as the internal subject matter expert on government contracting, procurement processes, and compliance requirements.
• Partner cross-functionally with Finance, Legal, Marketing, Product Management, and Operations to support government growth initiatives.
• Provide executive-level reporting on pipeline activity, forecasting, contract performance, and strategic opportunities.

Qualifications:

• Bachelor’s degree in Business or a related field required; MBA preferred.
• 7–10+ years of government sales, federal contracting, or government channel leadership experience.
• Medical device, healthcare products, healthcare distribution, or other regulated industry experience preferred.
• Demonstrated success winning and managing federal contracts including VA, DoD, GSA, ECAT, DAPA, FSS, or similar contract vehicles.
• Experience developing and managing SDVOSB partnerships and subcontracting relationships.
• Strong understanding of FAR, DFARS, federal procurement cycles, and government compliance requirements.
• Proven ability to build or scale a government sales function and improve sales operations.
• Experience with CRM optimization, government bid platforms, and pricing governance preferred.

The job description is not exhaustive and may have been condensed for online or mobile viewing. It does not encompass all duties, responsibilities, or aspects of the job and is subject to amendments at the sole discretion of the Employer. Employees may also perform other related duties as needed to support the organization.

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