Principal Sales Representative – Government

Darum lohnt es sich

Responsibilities • Sell and grow strategic components of the ACM portfolio: Nellcor™ pulse oximetry, Microstream™ capnography, McGrath MAC™ video laryngoscopy, Shiley™ airway management, and Argos™ cardiac output monitoring. • Defend and expand Medtronic standardization agreements at assigned VA Medical Centers (VAMCs) and DoD/Military Treatment Facilities (MTFs). • Execute competitive displacement strategy in priority accounts. • Drive technology upgrade cycles within the installed base; identify opportunities to advance customers to current‑generation monitoring platforms. • Engage anesthesiology departments, OR leadership, and clinical education stakeholders to expand McGrath MAC™ adoption. • Pursue VISN‑level standardization opportunities by working alongside the National Key Account Manager — VA to lock in enterprise Patient Monitoring agreements. • Drive HealthCast Home hardware sales and service enrollment across assigned VA territories. • Maintain and grow HealthCast Home program revenue within assigned VISNs through active Nurse Care Coordinator relationships. • Coordinate with the National Key Account Manager — VA on RPM‑HT contract vehicle strategy. • Track and actively grow InterVIEW video telehealth adoption at VA facilities within the territory. • Conduct territory‑level quarterly business reviews covering full portfolio performance across Acute Care and Digital Health. • Manage VA Facility‑level, VISN‑level, and MTF relationships in concert with the National Key Account Manager — VA and commercial sales & clinical teams. • Maintain accurate CRM pipeline hygiene across all product lines; update accounts and opportunities weekly.

Requirements • High School Diploma (or equivalent) AND 10+ years experience OR Associate’s Degree AND 8+ years experience OR Bachelor’s Degree AND 6+ years experience • Relevant sales, clinical, or related experience in medical devices, medtech, healthcare, or life sciences. • Prior sales experience within VA, DoD/Defense Health Agency, or other federal health account environments. • Experience selling capital medical equipment, patient monitoring devices, or digital health / remote patient monitoring solutions in a clinical setting. • Familiarity with federal procurement processes including Federal Supply Schedule (FSS/MAS) contract vehicles, VISN‑level standardization processes, and eBuy/SAM.gov platforms. • Demonstrated ability to navigate multi‑stakeholder clinical accounts (Biomedical Engineering, Nursing, Anesthesiology, Procurement) across large institutional healthcare systems. • Track record of competitive displacement or account conversion in a medical device or healthcare technology sales environment. • Knowledge of Remote Patient Monitoring (RPM) programs. • Experience with CRM systems (e.g., Salesforce) and disciplined pipeline management practices. • Product familiarity with patient‑monitoring platforms or airway‑management/perioperative solutions is preferred.