Director of Government Sales

AliMed•Dedham, MA

About The Position

AliMed is a leading medical products manufacturer and distributor with a vast portfolio of high-quality offerings designed to improve patient outcomes and experiences spanning hospital to home. For over 50 years, AliMed has been committed to serving the needs of patients and providers in acute, rehab, and post-acute care communities through innovation, responsiveness, and exceptional customer service. The company is seeking a Director of Government Sales to lead its federal business strategy and accelerate growth across various government channels, including the Veterans Administration (VA) Medical Center (MC), VA Homecare, Department of Defense (DoD), and Indian Health Service (IHS). This leadership role involves redesigning the government Go-To-Market (GTM) strategy, enhancing internal sales and sales-support performance, and driving new contract acquisition both directly and through Service-Disabled Veteran-Owned Small Business (SDVOSB) partners. The ideal candidate is a builder who can establish a scalable government sales engine while actively securing new business in the field.

Requirements

Bachelor's degree in Business or a related field.
7–10+ years of experience in government sales, federal contracting, or government channel leadership within medical devices, healthcare products, or related regulated industries.
Able to lead and mentor sales professionals to facilitate and support sales to our government partners.
Demonstrated success winning and managing federal contracts (VA, DoD, GSA, ECAT, DAPA, FSS, or similar).
Experience working with or managing SDVOSB partnerships and subcontracting relationships.
Strong understanding of Federal Acquisition Regulation (FAR) / Defense Federal Acquisition Regulation Supplement (DFARS), government procurement cycles, and compliance requirements.
Proven ability to redesign GTM strategies and improve sales operations.
Strong analytical, communication, and executive-level presentation skills.

Nice To Haves

MBA Preferred.
Experience in medical devices, healthcare supplies, or clinical environments.
Demonstrated success in building or scaling a government sales function.
Working knowledge of CRM optimization, government bid platforms, and pricing governance.

Responsibilities

Redesign the government GTM strategy across VA, DoD, General Services Administration (GSA), and federal prime/subcontracting pathways.
Define segment priorities, product focus areas, pricing strategy, and channel mix for sustainable growth.
Build a multi-year roadmap for contract expansion, partner development, and revenue acceleration.
Assess and restructure internal sales and sales-support workflows, including lead management, quoting, order flow, and contract compliance.
Implement performance standards, KPIs, and operating rhythms for the government sales team.
Partner with Marketing, Product, and Operations to ensure alignment on government-specific requirements, messaging, and fulfillment.
Lead the pursuit of new federal contracts, including Blanket Purchase Agreement (BPA), Indefinite Delivery, Indefinite Quantity contract (IDIQ), GSA schedules, Electronic Contracting Approval Tool (ECAT), Distribution and Pricing Agreement (DAPA), and VA Federal Supply Schedule (FSS) opportunities.
Expand and manage relationships with SDVOSB partners, ensuring compliant, high-value teaming strategies.
Oversee proposal development, pricing inputs, and compliance documentation for all government bids.
Maintain strong relationships with contracting officers, program managers, and procurement stakeholders.
Serve as the internal subject-matter expert on government procurement, compliance, and contracting pathways.
Collaborate with Finance and Legal on contract terms, pricing structures, and risk management.
Provide executive-level reporting on pipeline, forecasts, contract performance, and strategic risks.