Government Contracts Manager, Medical Informatics

Government Contracts Manager

The Government Contracts Manager is responsible for managing all aspects of our U.S. Government, Department of Defense (DoD), and Veterans Affairs (VA) medical software business from a vendor operations and contracts perspective. This role ensures that the company understands and adheres to all applicable acquisition, contracting, pricing, and implementation requirements, including DINPACS price book management with the Defense Logistics Agency (DLA), Authority to Operate (ATO) processes, and related contract and deployment requirements.

At FUJIFILM Healthcare Americas Corporation, we're on a mission to innovate for a healthier world, and we need passionate, driven people like you to help us get there. Our cutting-edge healthcare solutions span diagnostic imaging, enterprise imaging, endoscopic and surgical imaging, as well as in-vitro diagnostics.

But we don't stop at healthcare; our Non-Destructive Testing (NDT) team harnesses advanced radiography solutions to keep transportation infrastructure, aerospace, and oil and gas assets safe and running smoothly.

Ready to innovate, collaborate, and make a difference? Join us and bring your big ideas to life while working in a dynamic, flexible environment that fuels your creativity and drive.

Our headquarters is in Lexington, Massachusetts, an inspiring healthcare research hub in a historic town.

Fujifilm is globally headquartered in Tokyo with over 70,000 employees across four key business segments of healthcare, electronics, business innovation, and imaging. We are guided and united by our Group Purpose of "giving our world more smiles."

Duties and Responsibilities

• Serve as the primary internal subject matter expert on U.S. Government, DoD, and VA acquisition and contracting processes as they relate to medical software and medical informatics solutions.
• Maintain a thorough understanding of vendor qualification requirements to sell to DoD and VA (e.g., registrations, representations and certifications, cybersecurity and information assurance requirements, and other eligibility criteria).
• Own the end-to-end process for submitting, updating, and maintaining the company's pricing and product data (including DINPACS price books) with the DLA and other designated Government systems or contract vehicles, in partnership with Finance and Sales Operations.
• Review solicitations, RFIs, and RFPs for Government opportunities and coordinate internal responses related to pricing, terms and conditions, compliance statements, and operational impacts.
• Develop, maintain, and continuously improve internal processes, checklists, and standard operating procedures for Government business, including CLIN structure, MOD handling, and other contract administration tasks.
• Support and track ATO-related activities for implementation of software solutions at DoD and VA facilities, coordinating with internal technical, security, and implementation teams to ensure required documentation and milestones are met.
• Coordinate and track Contract Line Item Numbers (CLINs), contract modifications (MODs), options, and task orders across relevant Government contracts, ensuring accurate configuration, pricing, and billing data.
• Collaborate with HR, Legal, and Operations to ensure resource-related requirements (e.g., Status of Forces Agreement (SOFA)-related conditions, site access, background checks, training or certification mandates) are understood and integrated into staffing and deployment plans.
• Partner with Sales, Legal, Product Management, Implementation, and Customer Support to ensure contractual requirements are understood and fulfilled throughout the solution lifecycle.
• Monitor applicable regulations, policies, and guidance related to Government acquisition, health IT, cybersecurity, and data protection, and communicate relevant changes to stakeholders.
• Assist in contract negotiations with Government customers and prime contractors, in coordination with Legal and executive leadership, to ensure terms are commercially reasonable and operationally feasible.
• Maintain accurate, organized records of contracts, modifications, price lists, approvals, and related correspondence in accordance with company policy and applicable regulations.
• Prepare reports and dashboards on pipeline, contract status, pricing updates, and key milestones for leadership and cross-functional partners.
• Comply with all applicable U.S. Food and Drug Administration (U.S. FDA) medical device regulatory requirements, applicable ISO 13485 standard requirements and all other applicable laws, regulations and standards.

Key Performance Indicators

• Effective delivery across the organization for optimal Sales strategies for the North American and Global markets.
• Revenue and sales bookings targets met or exceeded product portfolio.
• Impactful and positive collaboration with MI Marketing Operations and Sales.
• Strong brand awareness in the industry and market.
• Drive a culture of superior sales quoting experience within the organization.
• Participate in corporate collaboration activities.
• Align behavior with corporate strategy, along with mission, vision and values.
• Establish and promote a collaborative team environment.
• Ensure ongoing and transparent communication- up, down, across the organization.
• Adhere to the competencies, as defined for the position.

Qualifications

• Bachelor's degree in Business, Finance, Public Administration, Health Informatics, or a related field; or equivalent combination of education and experience.
• Five (5) + years of experience working with U.S. Government contracts, with specific exposure to DoD and/or VA healthcare or health IT contracts.
• Demonstrated knowledge with contract management experience a plus.
• Demonstrated knowledge of U.S. Government acquisition processes, basic FAR/DFARS concepts, and standard contract types (e.g., IDIQ, task orders, CLIN structures, modifications).
• Experience supporting or managing Government price lists/price books, catalog submissions, or similar structured pricing processes.
• Familiarity with implementation and accreditation concepts such as ATO processes, cybersecurity/security control documentation, and deployment coordination for software in Government environments.
• Strong analytical and organizational skills with high attention to detail, especially in managing pricing, contract data, and documentation.
• Proven ability to work cross-functionally with Legal, Sales, Finance, Technical, and Implementation teams.
• Strong written and verbal communication skills, including the ability to translate regulatory/contractual requirements into clear internal guidance and processes.
• Comfort working with structured data, templates, and Government-provided forms or portals.
• Proficient in Microsoft Office, including PowerPoint, Excel, and Word.
• Proficient in the use of Salesforce and other Sales enablement tools.
• Proven track record of overachievement.
• Ability to work cross-functionally and create business impact.
• Ability to organize and manage multiple priorities and projects.
• Ability to solve problems, analyze and resolve at both a strategic and tactical level.
• Strong customer orientation.
• Demonstrated ability to achieve results as an individual and in support of teams.
• Strong communication skills- presentation, writing, and oral.
• Must have strong interpersonal skills and a demonstrated ability to communicate with a diverse range of individuals.
• Exercises good judgment.
• Effective time management skills.
• Ability to anticipate the need for proactive communication and planning at all levels.