ADS, Inc. began more than 20 years ago by outfitting Navy SEALS with quality dive equipment, and today we're proud to manage 3,000 supplier partnerships and over 50,000 products.

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Job Title: Portfolio Manager – Defense Health Agency (DHA)

Location: ADS Headquarters (Virginia Beach, VA)

ADS, Inc. is seeking an experienced, driven leader to own the strategy and growth of the Defense Health Agency (DHA) portfolio within the Medical Market. This position will be responsible for developing and executing a comprehensive growth strategy across DHA, including Military Treatment Facilities (MTFs), DHA Headquarters, Program Offices and other key organizations and stakeholders within the Military Health System.

The Portfolio Manager will provide strategic oversight across both Business Development and Category/Vendor Management, ensuring ADS’s customer engagement strategy, supplier portfolio, capabilities, and contract access are aligned to the evolving priorities and requirements of DHA.

An effective Portfolio Manager understands the DHA organizational structure, customer requirements, acquisition environment, funding priorities, clinical decision-making processes, and competitive landscape and can convert that knowledge into an effective go-to-market strategy that drives sustainable revenue and margin growth.

The right candidate will have established experience selling into DHA and the Military Health System, possess strong relationships throughout the military healthcare community and demonstrate the ability to identify and develop opportunities from initial customer requirement through contract execution. This individual will work closely with ADS Sales, Business Development, Category Management, Contracts, Operations, and supplier partners to ensure ADS is positioned to capture both near-term opportunities and long-term strategic growth across DHA.

Responsibilities:

Develop, own, and execute the overall growth strategy for the Defense Health Agency portfolio
Develop long-term strategic plans for sustainable revenue and margin growth across DHA, Military Treatment Facilities, program offices, and other Military Health System organizations
Maintain a deep understanding of DHA’s organizational structure, priorities, funding, acquisition strategies, standardization initiatives and evolving healthcare requirements
Identify white space and new business opportunities across the DHA enterprise
Develop and maintain strong relationships with key DHA stakeholders, including clinical, operational, acquisition, contracting, program management and senior leadership personnel
Serve as the ADS subject matter expert for the Defense Health Agency and Military Health System
Develop and execute strategic account and business development plans for priority DHA organizations and Military Treatment Facilities
Identify, qualify, develop and support capture of strategic opportunities, enterprise-wide programs, product standardization initiatives, and other large-scale DHA requirements
Coordinate customer engagement and business development activities across ADS Medical Sales and Business Development teams
Conduct ride-alongs and joint customer engagements with ADS sales associates to strengthen customer relationships, identify requirements, and develop new opportunities
Oversee Category and Vendor Management strategy supporting the DHA portfolio
Maintain deep relationships with existing supplier partners and continually reinforce the ADS value proposition
Identify new suppliers, technologies, products, and capabilities that address DHA requirements and gaps within the existing ADS portfolio
Assess viability of new supplier partnerships based on customer demand, market potential, competitive positioning, contract access, and revenue opportunity
Develop strategic growth plans with key supplier partners and ensure supplier investments are aligned with DHA opportunities
Create and execute sales initiatives that bring value and margin to ADS Sales representatives and supplier partners
Develop and deliver impactful capability briefs to DHA customers and other key stakeholders
Understand the competitive landscape within the DHA market from both the customer and supplier perspective
Develop a deep understanding of existing contract vehicles available to support DHA requirements and identify additional contract avenues for acquisition
Support capture efforts for new contracts and enterprise-level opportunities
Engage in deal strategy, supplier negotiations, and strategic customer pursuits
Partner with ADS Contracts, Operations, Sales and Category Management teams to ensure successful execution of DHA opportunities
Develop and present annual DHA portfolio plans, including revenue, margin, pipeline, supplier, customer and strategic growth objectives
Assess portfolio performance quarterly and adjust strategy and resource allocation as needed
Maintain an accurate and actionable pipeline of DHA opportunities and actively log all customer, supplier and sales activity using internal CRM
Monitor DHA market trends, organizational changes, acquisition strategies, funding priorities, and competitive activity and communicate relevant intelligence across ADS
Represent ADS at DHA customer meetings, industry trade shows, supplier meetings, conferences and ADS-sponsored events
May have direct reports across Business Development, Category Management, and/or Supplier Account Management

Performance Standards: Your success as the Portfolio Manager – Defense Health Agency will be measured by customer and supplier satisfaction, attitude, work ethic, team engagement, execution of the DHA strategic plan, pipeline development, achievement of assigned revenue and indirect margin goals, supplier portfolio growth, customer penetration, and overall sustainable growth of the DHA portfolio.

Requirements:

Minimum 5 years of successful sales and/or business development experience directly supporting the Defense Health Agency (DHA), Military Health System, and/or Military Treatment Facilities
Demonstrated track record of developing and growing business within DHA
Strong understanding of the DHA organizational structure, Military Treatment Facilities, acquisition environment, funding processes, and federal healthcare marketplace
Established relationships within the DHA and military healthcare community
5+ years’ experience with U.S. Government contracting, acquisition, or federal healthcare procurement
Demonstrated experience developing and managing complex sales opportunities and strategic customer accounts
Experience working with medical equipment, medical supplies, healthcare technology, pharmaceuticals, operational medicine, or related healthcare solutions
Demonstrated ability to develop strategic growth plans and convert market intelligence into executable sales strategies
Strong understanding of government contracts, defense procurement, and relevant federal purchasing methods
Must demonstrate drive and the ability to identify and solve problems independently, without prompting
Must be hungry to create opportunities, identify white space, and develop new business
Must possess strong negotiation skills while maintaining effective long-term customer and supplier relationships
Must possess strong executive-level communication, presentation, and relationship management skills
Ability to lead and influence cross-functional teams without direct reporting authority
Must be highly proficient in Microsoft Excel, PowerPoint, and Word
Experience utilizing Salesforce or another CRM platform
Extensive travel required (approximately 50% or 2 (+/-) weeks of every month)
(ADS experience may be substituted for any of the above at the manager’s discretion)

Desired Qualifications:

7+ years of successful sales, business development, program management, or leadership experience within federal healthcare or military medicine
Existing relationships across DHA Headquarters, Military Treatment Facilities, DHA program offices, and military medical leadership
Experience developing enterprise-wide DHA or Military Health System opportunities
Experience supporting product standardization, clinical adoption, or enterprise contracting initiatives
Experience managing medical manufacturers and supplier partnerships
Experience developing and executing go-to-market strategies within the federal healthcare market
Experience managing or leading Business Development, Sales, Category Management, or Supplier Management personnel
Experience with DHA contract vehicles and federal healthcare acquisition strategies
Prior Salesforce or other CRM software experience

Salary Range: $72,500 to $145,000

The salary range represents the base compensation range for this role. The actual compensation will be determined based on a candidate’s education, experience, and skills. In addition to base compensation, full-time employees in this role are eligible for commission, which is uncapped, and based on performance.

ADS provides a comprehensive benefits program to eligible employees. This includes eligibility to participate in a company-sponsored 401(k), as well as access to medical, dental, vision, and prescription drug benefits. Additional offerings such as healthcare and dependent day care flexible spending accounts, life insurance, and well-being resources such as the employee assistance program and fitness plans, are also available.

ADS believes that a diverse work environment leads to bigger thinking and more creative solutions to our customers’ problems, and we are proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation or gender identification, national origin, or any other legally protected characteristic. We strive to represent our community with a workforce diverse in gender and ethnicity. We actively seek out veterans and the disabled for opportunities at ADS.

ADS, Inc.

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Portfolio Manager - Defense Health Agency (DHA)