Full-time SDR, ADS, Inc.

ADS, Inc. began more than 20 years ago by outfitting Navy SEALS with quality

dive equipment, and today we're proud to manage 3,000 supplier partnerships and

over 50,000 products.

Please watch this video to learn more about ADS Inc! http://bit.ly/ADS_Mission

Job Title: Business Development Manager – Defense Health Agency (DHA)

02Location & Territory: Remote – Extensive Travel Required

• Our Mission at ADS Inc. is to actively seek our customers’ equipment and
• logistical challenges and deliver innovative and cost-effective solutions.
• ADS, Inc. is seeking an experienced Business Development Manager to drive growth
• across the Defense Health Agency (DHA) and Military Treatment Facilities (MTFs).
• This is an individual contributor position responsible for developing customer
• relationships, identifying requirements and opportunities, driving clinical and
• product adoption, and expanding ADS’s presence within assigned Military
• Treatment Facilities.
• The DHA Business Development Manager will serve as the primary ADS business
• development resource for assigned MTFs and will develop relationships across
• clinical, operational, logistics, acquisition, contracting and leadership

stakeholders. The successful candidate will understand the unique requirements

of military healthcare customers and translate those requirements into

actionable opportunities for ADS and its supplier partners.

This position will work closely with the DHA Portfolio Manager, ADS Medical

Sales, Category Management, Contracts, and supplier partners to execute the

overall DHA growth strategy within the assigned territory.

As the DHA Business Development Manager, you will be responsible for…

• Represent ADS across Military Treatment Facilities and DHA accounts
• Develop and execute territory and account plans designed to drive sustainable
• revenue and margin growth
• Establish and maintain relationships with key clinical, operational,
• logistics, acquisition, contracting, and leadership stakeholders within
• assigned MTFs
• Develop a deep understanding of each assigned MTF, including organizational
• structure, mission, clinical capabilities, decision makers, purchasing
• processes, funding, and strategic priorities
• Research and identify new opportunities for business development across
• assigned accounts
• Identify customer requirements, capability gaps, and emerging healthcare
• needs that align with ADS products, technologies, and supplier capabilities
• Identify physicians, clinicians, committees, department heads, and other key
• influencers responsible for product evaluation, clinical adoption, and
• standardization
• Drive new product introductions, evaluations, demonstrations, trials, and
• adoption within assigned MTFs
• Identify initial purchases and priorities, manufacturers, product categories,
• technologies, and potential enterprise opportunities
• Develop opportunities upstream of procurement by engaging customers early in
• the requirements development and clinical decision-making process
• Understand and articulate preferred and/or optimal means of procurement and
• how ADS contract vehicles can support customer requirements
• Maintain a strong pipeline of qualified opportunities and actively manage
• opportunities from initial customer engagement through award
• Actively log customer engagements, opportunities, and sales activity using
• internal CRM
• Coordinate with ADS Medical Sales representatives to ensure opportunities are
• effectively transitioned, quoted, followed up on, and converted to revenue
• Partner with Category Management and supplier partners to bring relevant
• medical capabilities and solutions to DHA customers
• Coordinate and participate in product demonstrations, capability briefs,
• clinical education, and customer engagements
• Conduct regular joint customer calls and ride-alongs with ADS sales
• associates and supplier partners
• Gather customer and competitive intelligence and communicate relevant
• information across the ADS Medical team
• Analyze territory trends, new requirements, funding priorities, new program
• inceptions, and changes within DHA that could create business opportunities
• Identify opportunities that have the potential to expand beyond an individual
• MTF into regional or DHA enterprise-wide requirements
• Support deal strategy, large-scale solicitations, product standardization
• initiatives, and strategic DHA pursuits
• Attend applicable industry trade shows, DHA events, supplier meetings, and
• ADS-sponsored events
• Develop long-term sales and service solutions that strengthen ADS’s position
• within assigned DHA accounts
• Maintain an accurate understanding of territory performance, pipeline,
• customer activity, and future growth opportunities
• Performance Standards: Your success as the DHA Business Development Manager will
• be measured by customer and supplier satisfaction, achievement of assigned
• territory revenue and margin goals, qualified pipeline growth, new customer and
• product penetration, clinical adoption, team engagement, CRM activity and
• accuracy, and overall sustainable sales growth across assigned Military
• Treatment Facilities.
• Work Environment:
• Extensive travel required (approximately 50% or 2 (+/-) weeks of every month)
• Regular travel to assigned Military Treatment Facilities, customer locations,
• supplier meetings, industry events, and ADS-sponsored events
• Occasional weekends, holidays, and after business hours may be required
• Requirements:
• 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
• Must possess strong communication and presentation skills and the 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
• Desired Qualifications:
• 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
• Professional and polished demeanor
• 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

03Salary Range: $72,500 to $145,000

The salary range represents the base compensation range for this role.  The

actual compensation will be determined based on a candidate’s education,

experience, and skills.  In addition to base compensation, full-time employees

in this role are eligible for commission, which is uncapped, and based on

performance.

ADS provides a comprehensive benefits program to eligible employees. This

includes eligibility to participate in a company-sponsored 401(k), as well as

access to medical, dental, vision, and prescription drug benefits. Additional

offerings such as healthcare and dependent day care flexible spending accounts,

life insurance, and well-being resources such as the employee assistance program

and fitness plans, are also available.

ADS believes that a diverse work environment leads to bigger thinking and more

creative solutions to our customers’ problems, and we are proud to be an Equal

Opportunity Employer. All qualified applicants will receive consideration for

employment without regard to race, color, religion, sex, sexual orientation or

gender identification, national origin, or any other legally protected

characteristic. We strive to represent our community with a workforce diverse in

gender and ethnicity. We actively seek out veterans and the disabled for

opportunities at ADS.