Federal Account Manager

Mid-Atlantic Region Position Summary:

The Federal Account Manager is a field-based role responsible for the development, management, and execution of sales strategies within the Federal Government markets, specifically Veterans Administration (VA) and Department of Defense (DoD) systems. Representing client companies supported by GSMS / WSI, the Federal Account Manager will drive product awareness, sales growth, and market share within assigned territories.

This role requires a comprehensive understanding of the federal healthcare system and its operational protocols. The ideal candidate will be highly skilled in relationship building, business planning, and cross-functional coordination, ensuring successful engagement with both client and federal stakeholders.

General Duties and Responsibilities:

Federal Sales Responsibilities:

• Promote client company products to targeted VA and DoD healthcare professionals and decision-makers.
• Develop and implement strategic sales plans for assigned territory
• Build long-term, value-driven relationships with federal healthcare providers, administrators, pharmacy staff, contracting officers, and policy makers
• Identify key stakeholders and decision-makers within each account to maximize product access and adoption
• Customize and execute business plans tailored to the policies, procedures, and goals of each target account
• Coordinate effectively with client company field teams and leadership to align messaging and resources
• Monitor and report on performance metrics to ensure achievement of client objectives
• Maintain a high level of clinical knowledge

Federal Market Navigation:

• Understand and navigate the complexities of VA/DoD systems, formularies, procurement pathways, and contracting
• Support product access through education, advocacy, and facilitation of internal processes unique to federal institutions
• Ensure timely and compliant responses to medical inquiries and contracting discussions
• Represent GSMS / WSI and client companies at appropriate federal healthcare conferences and meetings

Supervision:

• Received: Regional Sales Director or equivalent Client Services Leadership

Required Qualifications:

• BA/BS degree required
• Minimum of 5 years of field sales, hospital sales, managed care, marketing, or sales management experience
• Demonstrated success in pharmaceutical sales
• Direct experience with Federal Government Healthcare Sales (VA/DoD) strongly preferred
• Prior military experience beneficial
• Strong interpersonal, organizational, and communication skills
• Willingness to travel 50–60% within assigned region
• Salary negotiable based on experience
• Must reside within or near the Mid-Atlantic Region of the United States