Government Account Manager (Federal) - Southeast

Government Account Manager

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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.

Role Overview

The Government Account Manager (GAM) is a senior executional sales leader responsible for driving BD's growth within U.S. Federal healthcare systems, including the VA and DoD. Operating at the center of BD's federal growth strategy, this role partners closely with senior Strategic Customer Group (SCG) and Business Unit (BU) leaders to implement integrated account strategies, accelerate cross-portfolio adoption, and deliver a consistent One BD customer experience across complex federal environments.

The GAM drives revenue growth and market expansion by executing integrated federal account strategies aligned to SCG and BU priorities, accelerating cross-portfolio adoption, and strengthening customer relationships at priority federal healthcare sites. The role enables predictable performance through disciplined opportunity management, forecast accuracy, and rigorous adherence to federal contracting, compliance, and governance requirements. While the GAM owns execution excellence and outcomes within assigned federal accounts, the role does not carry independent pricing authority or contract approval authority.

This role directly supports care delivery for veterans, service members, and other critical federal populations and requires disciplined execution, strong cross-functional coordination, and fluency navigating regulated procurement environments.

Key Responsibilities

• Execute integrated account plans for assigned federal accounts—developed in partnership with local sales teams—that translate BU strategy into executable actions.
• Drive base-business retention and growth by identifying standardization opportunities, competitive displacement targets, and contract-enabled pull-through.
• Translate customer clinical and operational needs into coordinated, multi-BU solution opportunities through top-down and bottom-up engagement.
• Lead multi-BU execution across complex federal sales cycles while ensuring visibility, prioritization, and disciplined opportunity progression.
• Build and sustain senior stakeholder relationships across clinical, logistics, and executive leadership.
• Operate a rigorous account cadence encompassing pipeline, forecasting, execution, and risk management.
• Navigate federal purchasing and access pathways while partnering with internal contracting, pricing, and compliance teams to ensure compliant deal execution.

Performance Accountability

• Personally accountable for opportunity progression, execution outcomes, and recovery actions across assigned federal accounts.
• Complete all opportunities in full alignment with BD compliance, contracting, pricing, and documentation standards.
• Compensation is performance-based and tied to defined benchmarks, including pipeline contribution, win execution, forecast accuracy, and base-business performance.

What Success Looks Like

• A qualified, cross-BU pipeline that is accurate, visible, and actively managed
• Improved forecast accuracy and execution predictability
• Measurable base-business retention and growth through disciplined account actions
• Consistent, compliant execution across all opportunities and transitions

Qualifications Required:

• 5+ years of outside medical sales experience focused on U.S. Federal Government accounts preferred
• Demonstrated success selling into complex federal health systems (e.g., VA, DoD)
• Strong problem-solving skills and comfort operating in matrixed, high-complexity environments
• Proven ability to lead and influence without authority
• Bachelor's degree required
• Ability to travel up to 50–75% within the assigned region, aligned to account needs and execution priorities.

Preferred:

• Experience coordinating multi-specialist, multi-portfolio selling motions
• Strong analytical and CRM knowledge
• Track record of sustained top-tier performance across multiple selling cycles

At BD, we are strongly committed to investing in our associates—their well-being and development, and in providing rewards and recognition opportunities that promote a performance-based culture. We demonstrate this commitment by offering a valuable, competitive package of compensation and benefits programs which you can learn more about on our Careers Site under "Our Commitment to You".

Salary ranges have been implemented to reward associates fairly and competitively, as well as to support recognition of associates' progress, ranging from entry level to experts in their field, and talent mobility. There are many factors, such as location, that contribute to the range displayed. The salary offered to a successful candidate is based on experience, education, skills, and actual work location. Salary ranges may vary for Field-based and Remote roles. $175,000 - $290,000 (range includes base salary, annual performance bonus, and other incentives).

Primary Work Location: USA DC - Washington, DC

Additional Locations

Work Shift