Federal Government and Military Sales Representative

POSITION SUMMARY:

The Federal Government and Military Sales Representative is responsible for developing new business opportunities, managing existing accounts, and growing revenue within assigned military, federal government, and Veterans Affairs markets.

Reporting directly to the Regional Sales Director, East, this role serves as the primary field sales representative for military healthcare organizations, government agencies, Veterans Affairs medical facilities, military treatment facilities (MTFs), simulation centers, and training commands.

The successful candidate will develop a deep understanding of the company's healthcare simulation portfolio and become a trusted advisor to military and government customers seeking innovative solutions to improve healthcare education, clinical competency, workforce development, and operational readiness.

This position requires a highly motivated sales professional capable of managing complex sales opportunities, building strong customer relationships, conducting effective product demonstrations, and working collaboratively with clinical, technical, and executive stakeholders.

SUPERVISION RECIVED AND EXERCISED:

Directly reports to the Regional Sales Director, East. Does not exercise supervision over other team members.

DUTIES AND RESPONSIBILITIES:

• Develop and execute a comprehensive territory business plan designed to achieve and exceed established sales and revenue goals.
• Manage a portfolio of existing customers while proactively developing new business opportunities.
• Develop and maintain strategic account plans for key military, federal government, and Veterans Affairs customers.
• Build long-term customer relationships that result in recurring sales, account expansion, and strategic partnerships.
• Maintain complete, accurate, and timely pipeline, forecast, account, and customer activity information within the company's CRM system.
• Conduct customer meetings, presentations, product demonstrations, needs assessments, and solution discussions.
• Serve as the primary sales point of contact for customers throughout the sales process.
• Maintain appropriate follow-up and communication throughout lengthy government procurement and funding cycles.
• Develop comprehensive knowledge of all company products, services, technologies, educational solutions, and applicable accessories.
• Maintain current knowledge of product enhancements, new product introductions, competitive offerings, and industry developments.
• Understand customer requirements related to operational readiness, competency assessment, scenario-based training, clinical education, workforce development, and simulation program operations.
• Maintain awareness of emerging healthcare simulation technologies and their potential application within military and government healthcare environments.
• Lead sales opportunities from initial prospecting and qualification through proposal, negotiation, contract award, and customer transition.
• Develop and maintain working knowledge of federal acquisition and procurement processes applicable to the company's government business.
• Understand federal fiscal-year budgeting, appropriations, funding cycles, and procurement timelines and incorporate these factors into territory and opportunity planning.
• Coordinate with authorized prime contractors, government resellers, distributors, contracting partners, and other channel partners when appropriate to support government sales opportunities.
• Conduct all government and military sales activities in accordance with applicable laws, regulations, government procurement requirements, and company policies.
• Maintain the highest standards of ethical conduct and professionalism when representing the company before military, government, Veterans Affairs, and other public-sector customers.

QUALIFICATIONS / REQUIREMENTS:

• Bachelor's degree in Business, Life Sciences, Public Administration or equivalent professional experience. 
• Minimum 3-7 years of successful experience selling into military, federal government, Veterans Affairs, healthcare, or educational markets is mandatory. 
• Exceptional contacts and substantive relationships at the highest level of government and military procurement.
• Deep expertise with government purchasing processes and contracts.
• Demonstrated ability to achieve sales goals and revenue targets. 
• Excellent presentation and communication skills, both written and verbal.
• Experience managing multiple opportunities simultaneously in a sales environment. 
• Ability to travel extensively, 75% or more, within assigned territory.
• Ability to work under pressure in a challenging environment while maintaining professionalism. 

Preferred Qualifications: 

• Military service, military healthcare experience, or prior experience supporting government organizations. 
• Experience with healthcare simulation, medical devices, healthcare technology, or clinical education products. 
• Knowledge of military training environments and readiness requirements.

PHYSICAL/MENTAL REQUIREMENTS:

• Ability to think logically and follow procedures and instructions. 
• Ability to manage multifaceted work assignments in addition to normal daily responsibilities. 
• While performing the duties of this job, the employee is regularly required to sit and use his/her fingers. 
• The employee is frequently required to talk and/or listen. 
• The position requires the ability to handle, lift, carry, push, pull, position, and/or move equipment and related materials as necessary to perform the essential functions of the job. Equipment handled in this role includes [simulators] weighing up to approximately 140 pounds when unboxed. Depending on the task, equipment may need to be lifted or repositioned manually, moved using appropriate material-handling equipment, or handled with assistance from other employees.
• The employee is interchangeably required to sit, stand, and walk. 
• Ability to communicate, read, and write effectively in a business environment. 
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus. 
• Ability to establish and maintain effective working relationships with customers and fellow employees. 

BENEFITS:

• Competitive Pay / Salary commensurate with experience.
• Full health benefits (medical, vision, dental).
• Paid Time Off (PTO).
• 11 Paid Holidays.
• 401k Retirement plan with 100% employer match up to 5% of employee's contribution.