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

Job summary:

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.  Given the requirement of strict adherence to the DoD’s complex cyber and product security requirements, measured against our current product/security posture, this position is not yet designed to sell and promote the entire contingent of SmartCare products over the relative short-term.  As we continue our quest to meet the DoD’s product security requirements with future product development and/or product iterations/enhancements, the products included in the immediate-term scope for this role include 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.

What you will do

• 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

What you need

Required:

• High school diploma and 5+ years of professional experience

Preferred:

• 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

Additional Information:

• A valid driver’s license in the state of residence and a good driving record is required.
• Ability to travel up to 50%

$140,400 base salary and eligible to earn commission and bonus + benefits.