National Account Executive – Government

. Lead growth initiatives across the Federal Healthcare and Government Markets segment .

Posted 10/5/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive knowledge of federal healthcare systems and procurement processes, with a proven ability to develop executive-level relationships and drive strategic growth initiatives within government healthcare markets. Proficient in consultative selling, account management, and opportunity pipeline management to exceed revenue objectives.

Highest-signal resume keywords

Federal Healthcare Sales ExperienceStrategic Account ManagementConsultative SellingOpportunity Pipeline ManagementExecutive-Level Relationship Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ExperienceStrategic Account PlanningTerritory ManagementNegotiation SkillsMarket IntelligenceRevenue Objectives ExceedingFederal Procurement ProcessesDiagnostic Systems SalesLaboratory Automation SalesInfectious Disease Knowledge

Soft Skills

Strong Communication SkillsPresentation SkillsIndependent OperationMulti-Stakeholder InfluenceCollaboration

Industry Keywords

Federal HealthcareDepartment of Veterans AffairsDepartment of DefensePublic Health LaboratoriesState Health DepartmentsGovernment ProcurementGSA/FSSBPA AgreementsIDIQ ContractsDAPA

About the role

Key responsibilities & impact

Lead growth initiatives across the Federal Healthcare and Government Markets segment
Drive adoption of Waters Advanced Diagnostics solutions within federal healthcare organizations, including VA, DHA/DoD, IHS, NIH, CDC, and other federal agencies
Serve as a strategic liaison with government-focused distribution partners such as Fisher Scientific, Cardinal Health, and Medline
Support strategic State, Local, and Educational Government opportunities, including public health laboratories and state health departments
Develop and execute strategic growth plans across assigned federal healthcare accounts
Identify, qualify, and advance opportunities within federal healthcare agencies, military treatment facilities, reference laboratories, and research organizations
Build executive-level relationships with laboratory, clinical, procurement, contracting, logistics, and healthcare stakeholders
Develop account plans for key VISNs, VA Medical Centers, DHA Markets, and major Military Treatment Facilities
Influence strategic purchasing and standardization initiatives
Maintain accurate forecasts, opportunity pipelines, and account development plans
Develop and maintain relationships with government-focused leaders at distribution partners
Collaborate with 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
Support growth initiatives within state and local government healthcare organizations
Identify opportunities within state public health laboratories, health departments, county and municipal health agencies, public university research laboratories, and other government-funded healthcare 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 market-access strategies
Leverage federal and government purchasing vehicles, contracts, and acquisition pathways
Provide market intelligence regarding federal funding, budget cycles, procurement trends, and competitive activity

Requirements

What you’ll need

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
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
Military service background highly preferred
Extensive knowledge of federal healthcare systems and organizational structures highly preferred
Experience with federal government procurement and contracting processes, including GSA/FSS, BPA agreements, IDIQ contracts, ECAT, and DAPA, highly preferred
Existing relationships within key VA VISNs, VA Medical Centers, DHA Markets, or major Military Treatment Facilities preferred
Experience selling diagnostic systems, laboratory automation, microbiology, molecular diagnostics, infectious disease, or capital equipment preferred
Experience supporting State, Local, and Educational Government (SLED) customers preferred
Experience working with state public health laboratories, health departments, and public-sector healthcare organizations preferred
Experience managing strategic distribution and channel partner relationships preferred

Benefits

Comp & perks

Approximately 50% travel
Remote or field-based workplace arrangements
Flexible work-life balance recognized for remote or field-based positions
COVID-19 workplace accommodations considered pursuant to applicable law
Learning, growth, and development opportunities
In-person collaboration and culture of face-to-face learning and collaboration
Equal Opportunity Employer