Business Development Manager – Defense Health Agency

ADS, Inc.

. Represent ADS across Military Treatment Facilities and DHA accounts .

Posted 10/30/2026full-timeRemote • United StatesMid-LevelSenior💰 $72,500 - $145,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in business development and sales within the Military Health System, focusing on relationship building, strategic account planning, and understanding government acquisition processes. Proficient in managing customer engagements and driving product adoption in healthcare settings.

Highest-signal resume keywords

Business Development ExperienceGovernment Sales Opportunities ManagementUnderstanding of DHA and MTF EnvironmentStrong Communication and Presentation SkillsProficiency with CRM Platforms

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentMedical Product SalesGovernment Contracting KnowledgeTerritory ManagementClinical Adoption Driving

Soft Skills

Relationship BuildingNegotiation SkillsOrganizational SkillsIndependent Work CapabilityCollaboration Skills

Tools & Technologies

Microsoft ExcelMicrosoft PowerPointMicrosoft WordSalesforceCRM Software

Industry Keywords

Military Treatment FacilitiesDefense Health AgencyFederal HealthcareHealthcare SolutionsMedical Equipment Sales

About the role

Key responsibilities & impact

Represent ADS across Military Treatment Facilities and DHA accounts
Develop and execute territory and account plans to drive sustainable revenue and margin growth
Establish and maintain relationships with clinical, operational, logistics, acquisition, contracting, and leadership stakeholders
Understand assigned MTF organizational structures, missions, clinical capabilities, decision makers, purchasing processes, funding, and strategic priorities
Research and identify new business development opportunities
Identify customer requirements, capability gaps, and emerging healthcare needs aligned with ADS products and supplier capabilities
Identify key influencers responsible for product evaluation, clinical adoption, and standardization
Drive new product introductions, evaluations, demonstrations, trials, and adoption
Develop opportunities upstream of procurement through early customer engagement
Maintain and manage a qualified opportunity pipeline from initial engagement through award
Log customer engagements, opportunities, and sales activity in the internal CRM
Coordinate with ADS Medical Sales to transition, quote, follow up on, and convert opportunities to revenue
Partner with Category Management and supplier partners to provide medical capabilities and solutions
Coordinate and participate in product demonstrations, capability briefs, clinical education, and customer engagements
Conduct joint customer calls and ride-alongs with sales associates and supplier partners
Gather and communicate customer and competitive intelligence
Analyze territory trends, requirements, funding priorities, program inceptions, and DHA changes
Identify opportunities for regional or DHA enterprise-wide expansion
Support deal strategy, large-scale solicitations, product standardization initiatives, and strategic DHA pursuits
Attend industry trade shows, DHA events, supplier meetings, and ADS-sponsored events
Develop long-term sales and service solutions for assigned DHA accounts
Maintain accurate territory performance, pipeline, customer activity, and growth opportunity information
Serve as the primary ADS business development resource for assigned MTFs and execute the overall DHA growth strategy with internal teams and supplier partners

Requirements

What you’ll need

5+ years of successful sales and/or business development experience within DHA, the Military Health System, Military Treatment Facilities, or federal healthcare
Demonstrated experience selling medical products, equipment, technology, pharmaceuticals, or healthcare solutions to military or federal healthcare customers
Demonstrated ability to build relationships with physicians, clinicians, healthcare leadership, acquisition personnel, and other government stakeholders
Experience identifying, developing, and managing government sales opportunities from requirement identification through award
Understanding of the Defense Health Agency and Military Treatment Facility environment
Understanding of government acquisition processes, contracting, and procurement
Experience developing and executing territory and strategic account plans
Experience with government contracts and procedures
Proficiency with Microsoft Excel, PowerPoint, Word, and CRM platforms
Must demonstrate drive and the ability to identify and develop new business independently
Strong communication and presentation skills and ability to build rapport and trust with customers
Strong organizational skills and ability to effectively manage a large geographic territory
Bachelor’s Degree preferred
Extensive travel required
Occasional weekends, holidays, and after business hours may be required
Existing relationships within Military Treatment Facilities and the DHA community
Prior military medical, federal healthcare, medical device, medical equipment, pharmaceutical, or healthcare technology sales experience
Experience driving clinical adoption and product standardization within hospitals or healthcare systems
Experience working with medical manufacturers and supplier partners
Understanding of DHA funding, acquisition, contracting, and purchasing processes
Prior Salesforce or other CRM software experience
Ability to identify and capitalize on opportunities
Strong negotiation skills
Excellent written and verbal communication skills
Ability to work independently while collaborating effectively across a larger national team

Benefits

Comp & perks

Uncapped performance-based commission
Company-sponsored 401(k)
Medical, dental, vision, and prescription drug benefits
Healthcare and dependent day care flexible spending accounts
Life insurance
Employee assistance program
Fitness plans
Comprehensive benefits program for eligible employees