National Sales Manager

Position Title: National Sales Manager

What you will do-

The National Sales Manager, Government Accounts is responsible for driving growth across Veterans Affairs (VA) and Department of Defense (DoD) accounts by developing strategic customer relationships, expanding adoption of Trauma solutions, and enabling field execution.

This role serves as the commercial leader for federal healthcare accounts, partnering closely with Alliance Sales, Customer Solutions, Government Accounts, and Trauma leadership to identify opportunities, align resources, and accelerate growth. The position will also act as a subject matter expert on government healthcare procurement, funding cycles, stakeholder engagement, and long-term military healthcare initiatives.

Key Responsibilities-

Government Account Strategy & Relationship Management

• Develop and execute a strategic growth plan for priority VA and DoD accounts

• Build relationships with key decision-makers across clinical, contracting, supply chain, logistics, and administrative functions

• Establish the organization as a trusted partner within military and federal healthcare systems

• Support executive-level customer engagements, business reviews, and strategic account planning

• Identify opportunities to strengthen military partnerships and support future government-focused initiatives

Commercial Growth

• Drive adoption of Trauma commercial programs and solutions across federal healthcare accounts

• Partner with ASMs and field sales teams to identify opportunities for equity, set sales, committed revenue agreements, inventory optimization, and strategic partnerships

• Align customer needs with available contracts, funding sources, and procurement pathways

• Collaborate with Customer Solutions and Government Accounts teams to ensure effective execution and resource alignment

Sales Force Enablement

• Educate field teams on VA and DoD account structures, procurement processes, stakeholder dynamics, and funding cycles

• Develop tools, training, and account-planning resources to improve government account execution

• Serve as a trusted advisor to sales leadership and field teams on federal account strategy and growth opportunities

• Support business reviews, regional meetings, and training initiatives focused on government account development

Cross-Functional Leadership

• Partner with Customer Solutions, Government Accounts, Marketing, Finance, Legal, Operations, and Supply Chain to support customer needs and remove barriers to growth

• Ensure government account opportunities are visible, prioritized, and integrated into commercial planning processes

• Coordinate with Trauma leadership on strategic opportunities, account risks, and long-term growth initiatives

Business Performance

• Own and manage a government account pipeline across assigned geographies

• Track progress on strategic accounts, program adoption, revenue opportunities, and relationship development

• Identify risks and execution gaps that may impact growth

• Provide regular business updates and recommendations to commercial and Trauma leadership

Role Attributes

• Strategic Commercial Leader: Builds and executes growth strategies for complex healthcare accounts

• Government Account Expert: Understands federal healthcare systems, procurement processes, funding mechanisms, and stakeholder networks

• Relationship Builder: Develops trusted partnerships with military, clinical, contracting, and administrative leaders

• Cross-Functional Collaborator: Aligns resources and stakeholders across multiple functions to drive results

• Field Enabler: Equips and supports sales teams to effectively engage and grow government accounts

• Results Driven: Delivers measurable growth through strategic execution and customer engagement

Success Measures

• Increased access and engagement within priority VA and DoD accounts

• Growth in equity, set sales, committed revenue, and commercial program adoption

• Stronger collaboration across Alliance Sales, Customer Solutions, Government Accounts, and Field Sales

• Improved field execution and government account expertise

• Development of scalable processes, tools, and best practices

• Measurable impact on revenue, profitability, and long-term customer partnerships

What you need-

• Bachelor's degree - required, advanced degree - preferred

• 10+ years of experience - required

• Experience in military, federal healthcare, government accounts, strategic sales, national accounts, medical devices, orthopaedics, or healthcare administration - preferred

• Experience working with the VA, DoD, military treatment facilities, federal procurement, government contracting, or public-sector healthcare customers - preferred

• Proven ability to build relationships and influence senior military, government, clinical, administrative, and supply chain stakeholders

• Strong executive presence, communication, presentation, and strategic account planning skills

• Demonstrated ability to lead and influence cross-functional teams without direct authority

• Strong commercial acumen with the ability to align customer needs to growth strategies, contracting solutions, pricing, and financial objectives

• Ability to educate, coach, and influence sales teams and key stakeholders

• Willingness and ability to travel up to 50%