National Account Executive, Government

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.

We are the people who give possibilities purpose

BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities.

Job Description

Position Summary

Waters Advanced Diagnostics is seeking a highly strategic and results-driven National Account Executive, Government to lead growth initiatives across the Federal Healthcare and Government Markets segment. This individual will be responsible for driving adoption of Waters Advanced Diagnostics solutions within key federal healthcare organizations, including the Department of Veterans Affairs (VA), Defense Health Agency (DHA)/Department of Defense (DoD), Indian Health Service (IHS), National Institutes of Health (NIH), Centers for Disease Control and Prevention (CDC), and other federal agencies where diagnostic and laboratory solutions support mission-critical healthcare operations.

In addition to direct account responsibility, the National Account Executive, Government will serve as a strategic liaison with key distribution partners, collaborating with government-focused teams at organizations such as Fisher Scientific, Cardinal Health, Medline, and other channel partners to maximize federal growth opportunities and strengthen market penetration.

The role may also support strategic State, Local, and Educational Government (SLED) opportunities, particularly public health laboratories, state health departments, and other government-funded healthcare entities where Waters' diagnostic solutions align with customer needs.

This position will cover designated strategic regions and requires extensive customer engagement, strategic account planning, executive-level relationship management, and approximately 50% travel.

Key Responsibilities

Federal Healthcare Account Leadership

• Develop and execute strategic growth plans across assigned federal healthcare accounts.
• Identify, qualify, and advance opportunities within:
  • Department of Veterans Affairs (VA)
  • Defense Health Agency (DHA)
  • Military Treatment Facilities (MTFs)
  • Indian Health Service (IHS)
  • National Institutes of Health (NIH)
  • Centers for Disease Control and Prevention (CDC)
  • Federal reference laboratories and research organizations
  • Other civilian and military government agencies
• Build executive-level relationships with laboratory, clinical, procurement, contracting, logistics, and healthcare leadership stakeholders.
• Develop account plans for key VISNs, VA Medical Centers, DHA Markets, and major Military Treatment Facilities.
• Influence strategic purchasing and standardization initiatives within target agencies.
• Maintain accurate forecasts, opportunity pipelines, and account development plans.

Government Channel & Distribution Management

• Develop and maintain relationships with government-focused business leaders within strategic distribution partners.
• Collaborate with organizations such as Fisher Scientific, Cardinal Health, Medline, and other channel partners to identify, develop, and close federal opportunities.
• Align distributor and Waters growth strategies to maximize contract utilization and revenue growth.
• Coordinate joint account planning and customer engagement activities.
• Serve as a trusted partner to channel organizations supporting federal healthcare customers.

Public Health & SLED Market Development

• Support growth initiatives within state and local government healthcare organizations.
• Identify opportunities within:
  • State Public Health Laboratories
  • State Health Departments
  • County and Municipal Health Agencies
  • Public University Research Laboratories
  • Other government-funded healthcare and laboratory organizations
• Collaborate with internal leadership to expand Waters' footprint within emerging public health markets.

Federal Contracting & Market Strategy

• Navigate federal acquisition and procurement processes to accelerate customer adoption.
• Collaborate with contracting, legal, marketing, and leadership teams to develop winning market-access strategies.
• Understand and leverage federal and government purchasing vehicles, contracts, and acquisition pathways.
• Provide market intelligence regarding federal funding, budget cycles, procurement trends, and competitive activity.

Required Qualifications

Experience

• 7+ years of successful sales experience within healthcare, diagnostics, medical devices, laboratory products, or capital equipment.
• Demonstrated success selling directly to the Department of Veterans Affairs (VA) and Department of Defense (DoD)/Defense Health Agency (DHA).
• Proven track record of exceeding revenue objectives in complex enterprise or government healthcare environments.
• Experience influencing multi-stakeholder purchasing decisions involving clinical, laboratory, operational, and procurement leaders.
• Strong strategic account planning and territory management experience.

Travel

• Ability and willingness to travel approximately 50% of the time across an assigned multi-state territory.

Skills

• Executive-level relationship development.
• Strategic account management.
• Consultative selling and negotiation.
• Strong communication and presentation skills.
• Opportunity and pipeline management.
• Ability to operate independently within a highly visible market segment.

Preferred Qualifications

Highly Preferred

• Military service background.
• Extensive knowledge of federal healthcare systems and organizational structures.
• Experience with federal government procurement and contracting processes, including:
  • GSA/FSS
  • BPA agreements
  • IDIQ contracts
  • ECAT
  • DAPA
  • Other federal acquisition vehicles
• Existing relationships within key VA VISNs, VA Medical Centers, DHA Markets, or major Military Treatment Facilities.

Preferred

• Former employment with:
  • Department of Veterans Affairs
  • Department of Defense
  • Defense Health Agency
  • National Institutes of Health
  • Indian Health Service
  • Centers for Disease Control and Prevention
  • Other federal healthcare organizations
• Experience selling diagnostic systems, laboratory automation, microbiology, molecular diagnostics, infectious disease, or capital equipment.
• Experience supporting State, Local, and Educational Government (SLED) customers.
• Experience working with state public health laboratories, health departments, and public-sector healthcare organizations.
• Experience managing strategic distribution and channel partner relationships

At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.

For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.

Why Join Us?

To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.

We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.

To learn more about BD visit https://bd.com/careers.

Becton, Dickinson, and Company is an Equal Opportunity Employer. We evaluate applicants without regard to race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, and other legally protected characteristics.

Required Skills

Optional Skills

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Primary Work Location

USA MD - Sparks - 7 Loveton Circle

Additional Locations

Work Shift