Director of Government Sales

Our Company AliMed is a leading medical products manufacturer and distributor with a vast portfolio of high-quality offerings designed to improve patient outcomes and experiences spanning hospital to home. We remain committed to serving the needs of both patients and providers in the acute, rehab, and post-acute care communities by continuing to build on our strong foundation of innovation, responsiveness, and exceptional customer service that starts with our team of dedicated and talented employees. As a part of the healthcare industry for over 50 years, AliMed is proud to continue to be able to make a difference through our people, processes, and products. If you would like to be a part of our community and thrive in an environment where you can create, implement, and drive results, we want to hear from you! We are actively seeking a Director of Government Sales to join our team. Essential Duties and Responsibilities AliMed is seeking a Director of Government Sales to lead our federal business strategy and accelerate growth across the Veterans Administration (VA) Medical Center (MC) and VA Homecare channels, as well as the Department of Defense (DoD), Indian Health Service (IHS), and other government channels. This leader will own the redesign of our government GoToMarket (GTM) strategy, elevate internal sales and salessupport performance, and drive new contract acquisition both directly and through ServiceDisabled VeteranOwned Small Business (SDVOSB) partners. The role requires a builder-someone who can architect a scalable government sales engine while executing in the field to win new business. Key responsibilities include: Government GotoMarket Leadership

• Redesign the government GTM strategy across VA, DoD, General Services Administration (GSA), and federal prime/subcontracting pathways.
• Define segment priorities, product focus areas, pricing strategy, and channel mix for sustainable growth.
• Build a multiyear roadmap for contract expansion, partner development, and revenue acceleration.

SalesSales Support Optimization

• Assess and restructure internal sales and salessupport workflows, including lead management, quoting, order flow, and contract compliance.
• Implement performance standards, KPIs, and operating rhythms for the government sales team.
• Partner with Marketing, Product, and Operations to ensure alignment on governmentspecific requirements, messaging, and fulfillment.

Contract AcquisitionPartner Development

• Lead the pursuit of new federal contracts, including Blanket Purchase Agreement (BPA), Indefinite Delivery, Indefinite Quantity contract (IDIQ), GSA schedules, Electronic Contracting Approval Tool (ECAT), Distribution and Pricing Agreement (DAPA), and VA Federal Supply Schedule (FSS) opportunities.
• Expand and manage relationships with SDVOSB partners, ensuring compliant, highvalue teaming strategies.
• Oversee proposal development, pricing inputs, and compliance documentation for all government bids.
• Maintain strong relationships with contracting officers, program managers, and procurement stakeholders.

CrossFunctional Leadership

• Serve as the internal subjectmatter expert on government procurement, compliance, and contracting pathways.
• Collaborate with Finance and Legal on contract terms, pricing structures, and risk management.
• Provide executivelevel reporting on pipeline, forecasts, contract performance, and strategic risks.

Success Profile The ideal candidate is a strategic operator who can diagnose gaps, build structure, and execute quickly. They combine government contracting expertise with commercial leadership instincts, and they thrive in environments where they can modernize processes, elevate team performance, and deliver measurable revenue impact. Education and/or Work Experience Requirements

• Bachelor's degree in Business or a related field; MBA Preferred.
• 7–10+ years of experience in government sales, federal contracting, or government channel leadership within medical devices, healthcare products, or related regulated industries.
• Able to lead and mentor sales professionals to facilitate and support sales to our government partners.
• Demonstrated success winning and managing federal contracts (VA, DoD, GSA, ECAT, DAPA, FSS, or similar).
• Experience working with or managing SDVOSB partnerships and subcontracting relationships.
• Strong understanding of Federal Acquisition Regulation (FAR) / Defense Federal Acquisition Regulation Supplement (DFARS), government procurement cycles, and compliance requirements.
• Proven ability to redesign GTM strategies and improve sales operations.
• Strong analytical, communication, and executivelevel presentation skills.

Preferred

• Experience in medical devices, healthcare supplies, or clinical environments.
• Demonstrated success in building or scaling a government sales function.
• Working knowledge of CRM optimization, government bid platforms, and pricing governance.

Physical Requirements

• Ability to safely and successfully perform the essential job functions consistent with federal, state and local standards, including meeting qualitative and/or quantitative standards.
• Ability to maintain regular, punctual attendance.
• Must be able to lift and carry up to >10 lbs.
• Must be able to talk, listen and speak clearly.

AliMed is an affirmative action/equal opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, military service, national origin, age, disability, veteran status, or any other basis protected by applicable state and federal law. Apply To This Job