Portfolio Manager - Defense Health Agency (DHA)

ADS Careers • Virginia Beach, VA

8d • 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 Portfolio Manager develops and executes a comprehensive growth strategy across DHA, including Military Treatment Facilities, DHA Headquarters, program offices, and other organizations and stakeholders within the Military Health System. The role provides strategic oversight across Business Development and Category/Vendor Management, aligning customer engagement, supplier partnerships, capabilities, and contract access with DHA priorities and requirements.

The successful candidate understands DHA’s organizational structure, customer requirements, acquisition environment, funding priorities, clinical decision-making processes, and competitive landscape, and uses this knowledge to develop go-to-market strategies that support sustainable revenue and margin growth. The role works closely with ADS Sales, Business Development, Category Management, Contracts, Operations, and supplier partners to pursue near-term opportunities and long-term growth. 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, achievement of revenue and indirect margin goals, supplier portfolio growth, customer penetration, team engagement, and sustainable portfolio growth. 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. ADS offers eligible employees a comprehensive benefits program.

Requirements

• At least 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 DHA’s organizational structure, Military Treatment Facilities, acquisition environment, funding processes, and the federal healthcare marketplace.
• Established relationships within DHA and the military healthcare community.
• At least 5 years of experience with U.S. Government contracting, acquisition, or federal healthcare procurement.
• 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.
• Ability to develop strategic growth plans and turn market intelligence into executable sales strategies.
• Strong understanding of government contracts, defense procurement, and relevant federal purchasing methods.
• Ability to identify and solve problems independently.
• Drive to create opportunities, identify white space, and develop new business.
• Strong negotiation skills and ability to maintain 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.

Nice To Haves

• At least 7 years of successful sales, business development, program management, or leadership experience in 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 in 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 experience with Salesforce or other CRM software.

Responsibilities

• Develop, own, and execute the overall growth strategy for the Defense Health Agency portfolio.
• Create long-term strategic plans for sustainable revenue and margin growth across DHA, Military Treatment Facilities, program offices, and other Military Health System organizations.
• Maintain an 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 the capture of strategic opportunities, enterprise-wide programs, product standardization initiatives, and 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 existing portfolio.
• Assess potential supplier partnerships based on customer demand, market potential, competitive positioning, contract access, and revenue opportunity.
• Develop strategic growth plans with 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 stakeholders.
• Understand the DHA competitive landscape from customer and supplier perspectives.
• Understand contract vehicles available to support DHA requirements and identify additional contract avenues.
• Support capture efforts for new contracts and enterprise-level opportunities.
• Participate 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, including revenue, margin, pipeline, supplier, customer, and strategic growth objectives.
• Assess portfolio performance quarterly and adjust strategy and resource allocation as needed.
• Maintain an accurate, actionable DHA opportunity pipeline and log customer, supplier, and sales activity in the 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.

Benefits

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

What This Job Offers

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