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About the Role

Waters Advanced Diagnostics is seeking a highly strategic and results-driven National Account Executive, Government to lead growth initiatives across the Federal Healthcare and Government Markets segment. This individual will be responsible for driving adoption of Waters Advanced Diagnostics solutions within key federal healthcare organizations and serving as a strategic liaison with key distribution partners.

Responsibilities

Develop and execute strategic growth plans across assigned federal healthcare accounts.
Identify, qualify, and advance opportunities within the Department of Veterans Affairs (VA), Defense Health Agency (DHA), Military Treatment Facilities (MTFs), Indian Health Service (IHS), National Institutes of Health (NIH), Centers for Disease Control and Prevention (CDC), federal reference laboratories, research organizations, and other civilian and military government agencies.
Build executive-level relationships with laboratory, clinical, procurement, contracting, logistics, and healthcare leadership stakeholders.
Develop account plans for key VISNs, VA Medical Centers, DHA Markets, and major Military Treatment Facilities.
Influence strategic purchasing and standardization initiatives within target agencies.
Maintain accurate forecasts, opportunity pipelines, and account development plans.
Develop and maintain relationships with government-focused business leaders within strategic distribution partners.
Collaborate with organizations such as Fisher Scientific, Cardinal Health, Medline, and other channel partners to identify, develop, and close federal opportunities.
Align distributor and Waters growth strategies to maximize contract utilization and revenue growth.
Coordinate joint account planning and customer engagement activities.
Serve as a trusted partner to channel organizations supporting federal healthcare customers.
Support growth initiatives within state and local government healthcare organizations.
Identify opportunities within State Public Health Laboratories, State Health Departments, County and Municipal Health Agencies, Public University Research Laboratories, and other government-funded healthcare and laboratory organizations.
Collaborate with internal leadership to expand Waters' footprint within emerging public health markets.
Navigate federal acquisition and procurement processes to accelerate customer adoption.
Collaborate with contracting, legal, marketing, and leadership teams to develop winning market-access strategies.
Understand and leverage federal and government purchasing vehicles, contracts, and acquisition pathways.
Provide market intelligence regarding federal funding, budget cycles, procurement trends, and competitive activity.

Requirements

7+ years of successful sales experience within healthcare, diagnostics, medical devices, laboratory products, or capital equipment.
Demonstrated success selling directly to the Department of Veterans Affairs (VA) and Department of Defense (DoD)/Defense Health Agency (DHA).
Proven track record of exceeding revenue objectives in complex enterprise or government healthcare environments.
Experience influencing multi-stakeholder purchasing decisions involving clinical, laboratory, operational, and procurement leaders.
Strong strategic account planning and territory management experience.
Ability and willingness to travel approximately 50% of the time across an assigned multi-state territory.
Military service background.
Extensive knowledge of federal healthcare systems and organizational structures.
Experience with federal government procurement and contracting processes, including GSA/FSS, BPA agreements, IDIQ contracts, ECAT, DAPA, and other federal acquisition vehicles.
Existing relationships within key VA VISNs, VA Medical Centers, DHA Markets, or major Military Treatment Facilities.
Former employment with Department of Veterans Affairs, Department of Defense, Defense Health Agency, National Institutes of Health, Indian Health Service, Centers for Disease Control and Prevention, or other federal healthcare organizations.
Experience selling diagnostic systems, laboratory automation, microbiology, molecular diagnostics, infectious disease, or capital equipment.
Experience supporting State, Local, and Educational Government (SLED) customers.
Experience working with state public health laboratories, health departments, and public-sector healthcare organizations.
Experience managing strategic distribution and channel partner relationships.

Skills

Executive-level relationship development
Strategic account management
Consultative selling and negotiation
Strong communication and presentation skills
Opportunity and pipeline management
Ability to operate independently within a highly visible market segment

Location

USA MD - Sparks

Work Type

Field-based

Experience Level

7+ years

About the Company

Waters is a global leader in life science, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service.
BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture.
Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers.

Equal Opportunity

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.