Military Health Business Development Account Executive

Description:

We are seeking a dynamic and results-driven Military Health Business Development Account Executive to lead growth initiatives within the Federal Military Health sector. The ideal candidate will bring experience and expertise directly applicable to small businesses/8(a)s, tribal companies, and federal contracting, leveraging their understanding of direct award processes and their ability to build strong partnerships to achieve measurable success. This role requires an exceptional communicator with a proven track record in business development, capture management, pricing, negotiation, and fostering strategic industry alliances. The successful candidate will provide direction, leadership, and vision to develop key Federal contracting work in the areas of defense health and public health and human services. They will have experience building market positions in agencies like the Defense Health Agency (DHA) and other relevant military health markets. This role will bring best-in-class thinking and hands-on experience to the growth team, partnering with operational and functional leaders throughout the organization.

This is a fully remote role based in the Washington, DC, Maryland, Virginia (DMV) area. Travel 75% of the time will be required, mainly to meet clients, attend conferences and events, etc.

Responsibilities

Strategic Business Development and Growth: Develop and execute a comprehensive business development strategy focused on Federal Military Health, targeting key agencies such as the Defense Health Agency (DHA), Defense Health Agency–Public Health (DHA-PH), Veterans Affairs (VA), and other Department of Defense agencies. Identify and target new business markets, agencies, teaming opportunities, and partnerships. Identify emerging opportunities by researching industry and related events, publications, and announcements. Achieve business acquisition and sales goals through winning new business, contract recompetes, teaming, and organic program growth.
Customer Relationships: Build program and acquisition relationships through effective communications pre- and post-award. Assist potential customers by arranging demonstrations of solutions, architectures, capabilities, and potential acquisition paths for early-stage opportunities, working with internal technical and program management teams to develop responses for requests for information (RFI), market surveys, white papers, presentations, briefings, and other types of events and demonstrations.
Market Position: Build market position by identifying, developing, defining, and strengthening key business relationships. Leverage the ANC’s advantages to pursue direct award and competitive contracts. Identify and respond to trends toward seamless health program, laboratory, communication, and supporting IT solutions and supporting technologies including artificial intelligence, data standards and modernization, secure and integrated health records, real-time information exchange, and advanced analytics. Establish and nurture partnerships with clients, emerging trends industry leaders, primes, and subcontractors, focusing on collaboration and co-creation of innovative solutions for Federal Military Health.
Capture Strategy: Develop strategies to shape requirements and related acquisition strategies resulting in favorable bid decisions. Develop understanding of the bidder field and how to partner with or differentiate from competitors. Contribute knowledge and research of the customer’s needs and decision criteria for inclusion in the strategy, themes, and call plans.
Pricing and Negotiation: Feed, design, and implement competitive pricing strategies that align with customer requirements and company profitability goals. Lead or support complex negotiations with clients, partners, and government stakeholders to secure contracts and build sustainable partnerships.
Pipeline Management: Develop, manage, and sustain a robust pipeline of and information about qualified opportunities. Maintain an active strategic growth plan in alignment and consistent with the company’s campaign strategy and goals.
Account Management and Operational Oversight: Serve as the primary point of contact for key Federal Military Health accounts, monitoring and maintaining customer satisfaction and ensuring contract responsiveness and performance. Continuously assess customer needs to offer tailored solutions that enhance service delivery and expand relationships.
Requirements:
Required Experience and Skills

Previous experience with one or more Small Business Administration (SBA) 8(a) companies, preferably an Alaska Native Corporation (ANC), Native Hawaiian Organization (NHO), or Indian Tribe.
A minimum of 10+ years of progressive, relevant experience as a knowledgeable, trusted client advisor related to full life-cycle federal health business development contracting with multiple organizations (i.e., DHA, VA)
Demonstrated success in business development within Federal Military Health or a closely related field, with a strong focus on DHA, VA, and DoD agencies.
Proven track record in capturing and managing ANC or tribal company direct awards, including 8(a) contracts.
Extensive experience developing and sustaining partnerships with primes, subcontractors, and government stakeholders.
Up-to-date understanding of federal acquisition processes, ANC-specific advantages, and emerging trends in military health.
Familiarity with health IT systems like AHLTA, CHCS, and MHS Genesis is a plus.
Expertise in pricing strategies, negotiations, and closing high-stakes deals.
Strong interpersonal and communication skills, with the ability to build relationships at all organizational levels.
Exceptional organizational and time management skills to handle competing priorities effectively.
Established GWAC selling capability.
Proven track record of capture on large/major pursuits as well as pipeline development.
Candidate living in close radius to the DMV (DC, Maryland, Virginia) and/or National Capital Region.
Excellent interpersonal communication, problem-solving, and collaborative skills to work effectively with teams throughout the organization.
Profit & Loss/program management experience.
Valid driver's license and a clean driving record.
Able to obtain government clearance.
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Education and Training

Bachelor’s degree plus a minimum of 10 years of experience in government contracting or equivalent is required.