Sales Account Manager - U.S. - Department of Defense (Smart Care)

Stryker•Tallahassee, FL

About The Position

As a Sales Representative responsible for the Department of Defense (DoD), you will be charged with promoting and selling Stryker’s Smart Care solutions to all DoD Medical Treatment Facilities and supporting healthcare clinics, both domestic and abroad. Due to strict adherence to the DoD’s complex cyber and product security requirements, the immediate-term scope for this role includes Engage intelligent workflow engine, smartphone applications, badge products and accessories with a focus on Voice and Messaging. Smart Care’s mission is to simplify and improve the lives of healthcare professionals, patients, and families, while helping hospitals enhance quality of care, operational efficiency, and the overall healthcare experience. Beyond healthcare, Smart Care’s solutions are also used in aged care facilities, veterinary hospitals, luxury hotels, retail stores, schools, power plants, libraries, and more. You will build and maintain strong customer relationships, address inquiries, negotiate pricing, and manage orders. By staying informed on industry trends, competitor activity, and regulatory changes, you’ll effectively position Smart Care’s products in the market.

Requirements

High school diploma and 5+ years of professional experience
A valid driver’s license in the state of residence and a good driving record is required
Ability to travel up to 50%

Nice To Haves

Bachelor’s Degree
Substantial experience and familiarity with DoD Medical Treatment Facilities (MTFs)
Solid understanding of DoD’s Defense Healthcare Agency (DHA) structure
Basic understanding of MTF-level clinical operations, technology integration, and administrative processes
Familiarity with DoD procurement pathways enabling effective movement of opportunities through the acquisition process
Basic familiarity with federal contracting cycle
Work in coordination with internal stakeholders to comply with the Federal Acquisition Regulation (FAR) and the Defense Federal Acquisition Regulation Supplement (DFARS) requirements as a part of DHA sales activities
Ability to influence key clinical, administrative, and technical stakeholders to drive sales opportunities through the sales cycle
Experience guiding DOD MTFs through workflow assessments, solution implementation, and change management
Effective communication skills and with military medical personnel
Have executive presence and influencing skills; excellent negotiation and the ability to close sales
The ability to translate technological capabilities into DOD operational benefits
Basic understanding of military medical culture and military bearing
Basic knowledge of the DoD’s Authorization to Operate (ATO) process
Demonstrate proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers, and influencers at multiple levels
Convert leads to new relationships and closed deals, self-starter
Proven track record of consistently meeting and/or exceeding sales quotas

Responsibilities

Promote and sell DoD approved Stryker Smart Care products to meet our customers’ needs in a sales or clinical information technology setting
Identify, qualify and close new customer sales opportunities within DoD’s Medical Treatment Facilities and healthcare clinics, both domestic and abroad
Plan and implement effective territory sales strategy required to progress deals through the process
Forecast and maintain necessary pipeline to support quota achievement quarter over quarter
Advance opportunities efficiently and with a sense of urgency through the sales cycle
Build and maintain executive and customer relationships with key DoD/DHA stakeholders to build trust and champion sales opportunities
Conduct solution-focused customer presentations, including coordinating the involvement of all necessary internal team members
Ensure positive communication and collaboration with key internal partners and teams; use corporate resources effectively to maximize success of your territory