Field VP Federal Government Solutions Dept of Defense

February 14, 2021
San Francisco, CA
Job Type


Position Description

Responsible for growth, strategizing care and support to existing very large, complex, multi-service federal government customers in the Company Medical Surgical market that have a major strategic impact to the success of Company Medical Surgical Government Solutions team, while expanding sales to same customers.

Key Responsibilities

Federal Agencies

  • Gain/Maintain Prime Vendor Status with Federal partners such as IHS, TSA, Federal Bureau of Prisons, FBI, Homeland Security, etc
  • Collaboratively with Category Management and Marketing for product portfolio for the formulary agreement for formulary management to leverage preferred brands and Company Brand products
  • Collaborate with Marketing on key initiatives for value propositions
  • Align strategy and financial results for revenue generation, margin expansion and AR management to achieve financial plan performance
  • Align with Inside Sales Manager on key initiatives on a monthly basis to expand federal agency penetration/growth
  • Align with Bid teams process to utilize lead generation tool to recognize bid opportunities for Company including prime vendor, federal opportunities and open market
  • Responsible for the master strategy to provide support to strategic federal customers and ensure strategy is executed from negotiation/contract signature to implementation and revenue recognition and AR payment. Execute contract business case and account plans, detailing support and contractual requirements and negotiations, opportunities, expansion strategies, required resources, decision makers and influencers, account receivable and insights into account
  • Drive the attainment of customer satisfaction indicators such as service level, Net Promoter Score (NPS), financial objectives (Revenue and Gross Profit growth), quality, reliability and alignment and attainment of customer goals
  • Builds relationships with key leaders and influencers to drive acceptance and use of MMS offerings
  • Applies specialized knowledge to ensure customer satisfaction and retention and expands opportunities for sales growth
  • In depth understanding of contract terms and conditions, compliance and quality assurance compliance and legal adherence of the contract
  • Work with Inside Sales team to expand contract revenue growth and margin expansion for penetration and market share gain
  • Coordinate with Government Sales Administration on contract compliance metrics and with Customer Service to ensure customer expectations are met per contract terms and conditions
  • Align with Accounts Receivable on payment reconciliation to ensure DSO contractual requirements are achieved
  • Responsible for monthly forecast and internal business review on key accounts performance and strategic financial/marketing plan
  • Coordinate strategies and alignment across all Company business units to drive value across the Enterprise and Corporation
  • Identify opportunities to grow sales and capitalize on opportunities within strategic customers
  • Work across Company business units to identify areas of growth and penetration
  • Gather data on marketing trends, competitive products, and pricing to capitalize on selling opportunities and align with Marketing on key opportunities to go to market
  • Understand key customer trends, long term strategies and goals to align Company services and resources for future growth

Minimum Requirements

  • Minimum of 7 years ' business development experience in the healthcare distribution market (preferred)

Critical Skills

  • Minimum of 5 years ' working with Federal Government contracts
  • Influential leader with strong networking, consultative and negotiation skills
  • Must have multiple examples of providing sales support to large, complex government customers that integrate a variety solution that include detailed contract negotiation
  • Exceptional relationship building skills at all levels, both internally and externally
  • Ability to influence and gain support across the Company enterprise in order to execute long-term high-level strategies
  • Ability to lead and execute strategic plans and galvanize resources
  • Outstanding communication, presentation and listening skills
  • Strong analytical skills and exceptional business acumen

Additional Skills and Knowledge

  • Ability to understand technology systems and customer connectivity platforms and articulate the value that they deliver to customers.
  • Deep healthcare distribution industry expertise
  • High level of computer proficiency using MS Suite and CRM management


  • Bachelor 's degree or equivalent required
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