Corporate Sales Manager - Government
Location: Remote, Florida, USA
Function: Sales
Job SummaryThe Corporate Sales Manager, Government Accounts is responsible for developing, managing, and expanding strategic relationships within federal government healthcare organizations, including the Department of Defense (DoD), Veterans Health Administration (VA), and military treatment facilities. This role works in conjunction with the Vice President, Strategic Markets to execute the organization's government account strategy and drive profitable revenue growth across the full ZimVie Dental portfolio.
The Corporate Sales Manager serves as the primary commercial liaison for assigned government accounts, collaborating closely with Territory Managers, Regional Managers, MedEd, Marketing, and other cross-functional partners to increase market penetration, enhance customer engagement, and maximize contract utilization. The position is responsible for identifying growth opportunities, supporting government contracting activities, and developing long-term strategic partnerships that advance organizational objectives.
Principal Duties and Responsibilities- Meet or exceed established sales objectives, revenue targets, market share goals, and strategic account performance metrics for assigned government accounts.
- Develop and execute strategic business plans for federal government healthcare organizations, including the Department of Defense, Veterans Affairs, military treatment facilities, and any other government healthcare systems.
- Build and maintain relationships with key government stakeholders, procurement personnel, clinicians, healthcare administrators, and purchasing decision-makers.
- Partner with the VP, Strategic Markets to support the development and execution of the organization's government account strategy.
- Lead account planning efforts to identify growth opportunities, competitive threats, contract utilization opportunities, and customer development initiatives.
- Coordinate and support negotiations, renewals, implementations, and management of government contracts and purchasing agreements.
- Collaborate with Territory Managers, Regional Managers, and other field-based team members to drive product adoption and account growth.
- Partner with Marketing, MedEd, Product Management, and other commercial teams to execute customer programs and strategic initiatives.
- Develop and maintain a thorough understanding of government procurement processes, purchasing mechanisms, and contracting vehicles relevant to the dental market.
- Analyze customer utilization, purchasing trends, competitive activity, and account performance to identify opportunities for revenue growth and market expansion.
- Support customer training, educational programs, and clinical initiatives designed to increase engagement and utilization of ZimVie products and services.
- Maintain accurate forecasting, account plans, opportunity pipelines, and customer records within CRM systems.
- Represent the organization at government healthcare conferences, military events, trade shows, and customer meetings.
- Ensure compliance with all company policies, government contracting requirements, ethical standards, and applicable regulations.
- Travel as necessary to support customer relationships, account development activities, and business objectives.
This is not an exhaustive list of duties or functions and may not necessarily comprise all of the "essential functions" for purposes of the ADA.
Expected Areas of Competence (Knowledge, Skills, and Abilities)- Demonstrated success managing strategic accounts, national accounts, government accounts, or complex healthcare customers.
- Knowledge of Department of Defense, Veterans Affairs, and government procurement environments strongly preferred.
- Strong understanding of the dental implant market, oral healthcare industry, and competitive landscape.
- Ability to develop and execute strategic account plans that drive measurable business results.
- Strong relationship-building and consultative selling skills.
- Proven ability to influence and collaborate across multiple organizational levels and functions.
- Effective negotiation and contract management capabilities.
- Strong financial acumen, including pricing analysis, forecasting, business planning, and profitability considerations.
- Ability to analyze market data, customer trends, and competitive intelligence to develop actionable business strategies.
- Strong presentation and communication skills with the ability to engage clinical, operational, procurement, and executive stakeholders.
- Excellent organizational, planning, and project management skills.
- Demonstrated ability to manage multiple priorities and competing demands in a dynamic business environment.
- High degree of accountability, integrity, professionalism, and customer focus.
- Proficiency with Microsoft Office Suite, Salesforce, CRM systems, and business analytics tools.
- Ability to travel overnight and work flexible schedules as business needs require.
Education/Experience Requirements- Bachelor's degree in Business, Marketing, Healthcare Administration, Life Sciences, or a related field required.
- Minimum of five to seven years of progressively responsible experience in sales, strategic account management, national accounts, government accounts, healthcare sales, or business development.
- Experience working within medical device, dental, healthcare, government, or related industries preferred.
- Experience supporting government contracts, federal procurement processes, GSA schedules, DOD, VA, or similar government healthcare organizations is strongly preferred.
- Demonstrated success achieving sales growth, business development objectives, and strategic account expansion.
- Experience working effectively within a matrixed, cross-functional commercial organization.
Travel RequirementsUp to 50%
