Portfolio Manager - Defense Health Agency (DHA)

ADS, Inc.•Virginia Beach, VA

9d•$72,500 - $145,000•Onsite

About The Position

ADS, Inc. is seeking an experienced leader to own the strategy and growth of its Defense Health Agency (DHA) portfolio within the Medical Market. The role develops and executes a comprehensive growth strategy across DHA, including Military Treatment Facilities, DHA Headquarters, program offices, and other Military Health System organizations and stakeholders. The Portfolio Manager provides strategic oversight across Business Development and Category/Vendor Management, aligning customer engagement, supplier portfolio, capabilities, and contract access with DHA priorities and requirements. The role requires knowledge of DHA’s organization, customer requirements, acquisition environment, funding priorities, clinical decision-making processes, and competitive landscape to build a go-to-market strategy that supports sustainable revenue and margin growth. The position works closely with ADS Sales, Business Development, Category Management, Contracts, Operations, and supplier partners to identify and develop opportunities from initial customer requirement through contract execution. It may include direct reports across Business Development, Category Management, and/or Supplier Account Management. Extensive travel is required, approximately 50% or about two weeks per month. Success is measured by customer and supplier satisfaction, execution of the DHA strategic plan, pipeline development, revenue and indirect margin goals, supplier portfolio growth, customer penetration, and sustainable portfolio growth.

Requirements

Minimum 5 years of successful sales and/or business development experience directly supporting DHA, the Military Health System, and/or Military Treatment Facilities.
Demonstrated track record of developing and growing business within DHA.
Strong understanding of the DHA organizational structure, Military Treatment Facilities, acquisition environment, funding processes, and federal healthcare marketplace.
Established relationships within the DHA and military healthcare community.
5 or more years of experience with U.S. Government contracting, acquisition, or federal healthcare procurement.
Demonstrated experience developing and managing complex sales opportunities and strategic customer accounts.
Experience with medical equipment, medical supplies, healthcare technology, pharmaceuticals, operational medicine, or related healthcare solutions.
Demonstrated ability to develop strategic growth plans and convert market intelligence into executable sales strategies.
Strong understanding of government contracts, defense procurement, and relevant federal purchasing methods.
Drive and ability to identify and solve problems independently.
Ability and motivation to create opportunities, identify white space, and develop new business.
Strong negotiation skills and ability to maintain effective long-term customer and supplier relationships.
Strong executive-level communication, presentation, and relationship management skills.
Ability to lead and influence cross-functional teams without direct reporting authority.
High proficiency in Microsoft Excel, PowerPoint, and Word.
Experience using Salesforce or another CRM platform.
Ability to travel extensively, approximately 50% or about two weeks per month.
ADS experience may be substituted for any of the above at the manager’s discretion.

Nice To Haves

7 or more years of successful sales, business development, program management, or leadership experience within federal healthcare or military medicine.
Existing relationships across DHA Headquarters, Military Treatment Facilities, DHA program offices, and military medical leadership.
Experience developing enterprise-wide DHA or Military Health System opportunities.
Experience supporting product standardization, clinical adoption, or enterprise contracting initiatives.
Experience managing medical manufacturers and supplier partnerships.
Experience developing and executing go-to-market strategies within the federal healthcare market.
Experience managing or leading Business Development, Sales, Category Management, or Supplier Management personnel.
Experience with DHA contract vehicles and federal healthcare acquisition strategies.
Prior Salesforce or other CRM software experience.

Responsibilities

Develop, own, and execute the overall growth strategy for the Defense Health Agency portfolio.
Develop long-term strategic plans for sustainable revenue and margin growth across DHA, Military Treatment Facilities, program offices, and other Military Health System organizations.
Maintain a deep understanding of DHA’s organizational structure, priorities, funding, acquisition strategies, standardization initiatives, and evolving healthcare requirements.
Identify white space and new business opportunities across the DHA enterprise.
Develop and maintain relationships with DHA clinical, operational, acquisition, contracting, program management, and senior leadership stakeholders.
Serve as ADS’s subject matter expert for DHA and the Military Health System.
Develop and execute strategic account and business development plans for priority DHA organizations and Military Treatment Facilities.
Identify, qualify, develop, and support capture of strategic opportunities, enterprise-wide programs, product standardization initiatives, and other large-scale DHA requirements.
Coordinate customer engagement and business development activities across ADS Medical Sales and Business Development teams.
Conduct ride-alongs and joint customer engagements with ADS sales associates to strengthen relationships, identify requirements, and develop opportunities.
Oversee Category and Vendor Management strategy supporting the DHA portfolio.
Maintain relationships with existing supplier partners and reinforce the ADS value proposition.
Identify suppliers, technologies, products, and capabilities that address DHA requirements and gaps in the ADS portfolio.
Assess prospective supplier partnerships based on customer demand, market potential, competitive positioning, contract access, and revenue opportunity.
Develop strategic growth plans with key supplier partners and align supplier investments with DHA opportunities.
Create and execute sales initiatives that bring value and margin to ADS Sales representatives and supplier partners.
Develop and deliver capability briefs to DHA customers and other key stakeholders.
Understand the competitive landscape within the DHA market from customer and supplier perspectives.
Understand existing contract vehicles available to support DHA requirements and identify additional acquisition avenues.
Support capture efforts for new contracts and enterprise-level opportunities.
Engage in deal strategy, supplier negotiations, and strategic customer pursuits.
Partner with ADS Contracts, Operations, Sales, and Category Management teams to support successful execution of DHA opportunities.
Develop and present annual DHA portfolio plans covering revenue, margin, pipeline, suppliers, customers, and strategic growth objectives.
Assess portfolio performance quarterly and adjust strategy and resource allocation as needed.
Maintain an accurate, actionable pipeline and log customer, supplier, and sales activity using internal CRM.
Monitor DHA market trends, organizational changes, acquisition strategies, funding priorities, and competitive activity, and communicate relevant intelligence across ADS.
Represent ADS at DHA customer meetings, industry trade shows, supplier meetings, conferences, and ADS-sponsored events.
May directly manage personnel across Business Development, Category Management, and/or Supplier Account Management.