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.