Federal Account Manager

The Federal Account Manager is a field-based role responsible for the
development, management, and execution of sales strategies within the
Federal Government markets, specifically Veterans Administration (VA)
and Department of Defense (DoD) systems. Representing client companies
supported by GSMS / WSI, the Federal Account Manager will drive
product awareness, sales growth, and market share within assigned
territories.
This role requires a comprehensive understanding of the federal
healthcare system and its operational protocols. The ideal candidate
will be highly skilled in relationship building, business planning,
and cross-functional coordination, ensuring successful engagement with
both client and federal stakeholders.

General Duties and Responsibilities:
Federal Sales Responsibilities:
• Promote client company products to targeted VA and DoD healthcare
professionals and decision-makers.
• Develop and implement strategic sales plans for assigned territory
• Build long-term, value-driven relationships with federal healthcare
providers, administrators, pharmacy staff, contracting officers, and
policy makers
• Identify key stakeholders and decision-makers within each account to
maximize product access and adoption
• Customize and execute business plans tailored to the policies,
procedures, and goals of each target account
• Coordinate effectively with client company field teams and
leadership to align messaging and resources
• Monitor and report on performance metrics to ensure achievement of
client objectives
• Maintain a high level of clinical knowledge within the Oncology and
Hematology space

Federal Market Navigation:
• Understand and navigate the complexities of VA/DoD systems,
formularies, procurement pathways, and contracting
• Support product access through education, advocacy, and facilitation
of internal processes unique to federal institutions
• Ensure timely and compliant responses to medical inquiries and
contracting discussions
• Represent GSMS / WSI and client companies at appropriate federal
healthcare conferences and meetings

Supervision:
• Received: Regional Sales Director or equivalent Client Services Leadership

Required Qualifications:
• BA/BS degree required
• Minimum of 5 years of field sales, hospital sales, managed care,
marketing, or sales management experience
• Demonstrated success in pharmaceutical or biotech sales, preferably
in Oncology & Hematology
• Direct experience with Federal Government Healthcare Sales (VA/DoD)
strongly preferred
• Prior military experience beneficial
• Strong interpersonal, organizational, and communication skills
• Willingness to travel 50–60% within assigned region
• Must reside within or near the Northeast Region territory