Business Development Manager - Defense Health Agency (DHA)

ADS, Inc. • ,

9d • $72,500 - $145,000 • Remote

About The Position

ADS, Inc. is seeking an experienced Business Development Manager to drive growth across the Defense Health Agency (DHA) and Military Treatment Facilities (MTFs). This individual-contributor role develops customer relationships, identifies requirements and opportunities, drives clinical and product adoption, and expands ADS’s presence within assigned MTFs. The manager serves as the primary ADS business development resource for assigned MTFs, building relationships with clinical, operational, logistics, acquisition, contracting, and leadership stakeholders. The role works with the DHA Portfolio Manager, ADS Medical Sales, Category Management, Contracts, and supplier partners to execute the DHA growth strategy in the assigned territory.

The position is remote and requires extensive travel, approximately 50% or about two weeks of each month. Travel includes MTFs, customer locations, supplier meetings, industry events, and ADS-sponsored events. Occasional weekends, holidays, and after-business-hours work may be required.

Success is measured by customer and supplier satisfaction, territory revenue and margin goals, qualified pipeline growth, new customer and product penetration, clinical adoption, team engagement, CRM activity and accuracy, and sustainable sales growth across assigned MTFs. The salary range is $72,500 to $145,000, with actual base compensation determined by education, experience, and skills. Eligible full-time employees may also earn uncapped, performance-based commission.

Requirements

• At least 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 DHA 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.
• Ability to identify and develop new business independently.
• Strong communication and presentation skills, with the ability to build customer rapport and trust.
• Strong organizational skills and ability to effectively manage a large geographic territory.
• Extensive travel required.

Nice To Haves

• Bachelor’s degree preferred.
• 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.

Responsibilities

• 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 within assigned MTFs.
• Develop a deep understanding of assigned MTFs, including organizational structure, mission, clinical capabilities, decision makers, purchasing processes, funding, and strategic priorities.
• Research and identify business development opportunities 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 influencers involved in product evaluation, clinical adoption, and standardization.
• Drive product introductions, evaluations, demonstrations, trials, and adoption within assigned MTFs.
• Identify initial purchases and priorities, manufacturers, product categories, technologies, and potential enterprise opportunities.
• Engage customers early in requirements development and clinical decision-making to develop opportunities upstream of procurement.
• Explain preferred or optimal procurement methods and how ADS contract vehicles can support customer requirements.
• Maintain a qualified opportunity pipeline and manage opportunities from initial engagement through award.
• Log customer engagements, opportunities, and sales activity in the internal CRM.
• Coordinate with ADS Medical Sales representatives to transition, quote, follow up on, and convert opportunities to revenue.
• Partner with Category Management and suppliers to bring relevant medical capabilities and solutions to DHA customers.
• Coordinate and participate in product demonstrations, capability briefs, clinical education, and customer engagements.
• Conduct joint customer calls and ride-alongs with ADS sales associates and supplier partners.
• Gather customer and competitive intelligence and share relevant information across the ADS Medical team.
• Analyze territory trends, requirements, funding priorities, new program inceptions, and DHA changes that may create business opportunities.
• Identify opportunities that could expand from an individual MTF to 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.

Benefits

• Eligibility to participate in a company-sponsored 401(k).
• Access to medical, dental, vision, and prescription drug benefits.
• Healthcare and dependent day care flexible spending accounts.
• Life insurance.
• Well-being resources, including an employee assistance program and fitness plans.
• Uncapped, performance-based commission for eligible full-time employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed