US Government Account Manager - East (Field Based)

Job Description

Job Description

Salary : DOE

Position Summary

The primary responsibility of the US Government Account Manager (GAM) is to grow BioFire Defenses share of the Clinical in vitro diagnostic (IVD) market within the Defense Health Agency (DHA) space. The GAM is responsible for driving sustainable revenue growth and maximizing customer satisfaction through the sale of BIOFIRE clinical and BioFire Defense instruments, reagents, and services within a defined territory.

This role will focus on creating and securing new opportunities, expanding share of wallet within existing accounts, ensuring alignment with government procurement processes, and achieving revenue goals within a defined region. This includes proactively creating new leads and opportunities, as well as follow-on commercial contract sales support. It requires knowledge of the innerworkings of the US Government procurement process, experience working with various government agencies, and expertise in selling molecular syndromic IVD products.

This position will report to the Director of Government Accounts. They will ensure excellence in customer satisfaction, sales execution, rigorous funnel management, internal cross-functional collaboration, and operating strategically to meet performance expectations. Success in this role requires a technical scientific understanding of the products, excellent strategic sales execution, market insights, and a strong understanding of government sales requirements.

This role will have a prominent role in driving BioFire Defenses growth and long-term success. The US Government Account Manager will represent the Company and its values and will ensure that the expectations of the Company and its customers are exceeded by performing the following duties :

• Business Development & Sales Execution
• Develop and execute a territory-specific business plan to increase share of wallet in the annually defined customer space, exceeding both specific growth targets and annual revenue goals.
• Identify and pursue High Value Targets (HVTs) to drive new instrument and reagent placements.
• Manage a robust opportunity pipeline, ensuring timing aligns with monthly forecasts and quarterly business objectives.
• Manage all aspects of the sales cycle, from lead generation to deal closure, and cultivating long-term customer relationships through post-sales support.
• Maintain and grow existing accounts to minimize lost business and ensure renewal of consumables and services.
• Operates in SalesForce CRM to document customer engagement, request support from BioFire stakeholders, manage leads, work opportunities, create quotes, maintain accurate funnels, and provide customer insights.

2. Strategic Technical Sales, Product Expertise, and Value-Based Selling

3. Relationship & Account Management

4. Administrative & Reporting Duties

Training and Education

Experience

Working Conditions

Benefits

Our EEO Policy

BioFire Defense is an equal opportunity employer (M / F / D / V). We recruit, employ, train, compensate, and promote without regard to race, religion, creed, color, national origin, age, gender, sexual orientation, marital status, disability, veteran status, or any other basis protected by applicable federal, state or local law. BioFire Defense complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.