US Government Account Manager - West (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

Utilize the Miller Heiman Strategic Sales process

Deliver effective product demonstrations and technical presentations.

Stay current on the US Government procurement cycle, contracting vehicles, and how company product offerings can benefit DHA customers within the healthcare landscape.

Leverage knowledge of competitor offerings to shape proposals and defend pricing strategies.

Analyze and communicate the ROI of BioFire solutions to clinical, administrative, and procurement stakeholders.

Provide pre- and post- sales support and serve as a knowledge resource to customers.

Partner with Director of Government Accounts and other internal teams to advance complex opportunities.

3. Relationship & Account Management

Develop and maintain strong relationships with key stakeholders, including laboratorians, clinicians, C-suite executives, and procurement officials.

Identify and engage with key opinion leaders within accounts.

Represent the voice of the customer internally to influence product strategy and marketing enhancements.

Serve as liaison between Sales and Marketing, ensuring field intelligence informs strategic direction.

4. Administrative & Reporting Duties

Document all customer engagement in CRM

Request team support in CRM

Maintain timely and accurate opportunity funnels in CRM

Participate in bi-weekly opportunity reviews with supervisor

Conduct monthly and quarterly business reviews with internal teams and contribute to strategy adjustments.

Maintain accurate customer data and activities in CRM systems daily.

Submit timely expense reports and forecasts in accordance with company policy.

Ensure minimum forecast accuracy for revenue and units as defined in performance expectations.

Training and Education

Bachelors degree required (Science or Business preferred); equivalent experience will be considered.

Minimum of 2 years of capital equipment sales experience required; clinical laboratory or molecular diagnostics experience preferred.

Experience selling into or working with the US Government / DHA.

Experience

Strong knowledge of molecular diagnostics, microbiology, or clinical laboratory operations, and diagnostic testing workflows is preferred.

Familiarity with government healthcare systems and federal procurement cycles is a strong advantage.

Exceptional communication skills, with the ability to explain complex technical solutions to a broad range of audiences and stakeholders.

Documented history of exceeding sales goals, managing complex sales cycles, and closing high-value deals.

Proficiency in Microsoft Office, CRM platforms (e.g., Salesforce), and business analytics tools.

Formal sales training preferred (e.g., Strategic Selling, SPIN Selling, Korn Ferry).

Team-oriented mindset with ability to collaborate in a cross-functional, matrixed environment.

Working Conditions

Travel required up to 80% of the time, including air travel and on-site customer visits. International travel may be required.

Must be able to lift up to 50 pounds and stand for prolonged periods during demos or trade shows.

May require compliance with hospital or federal site credentialing (e.g., vaccinations, background checks, PPE usage).

Must have a valid drivers license and ability to safely operate a motor vehicle.

May be required to obtain and maintain a DoD Personnel Security Clearance.

Benefits :

Medical

Dental

Vision

401k - company match of 5% regardless of participation and up to a total of 9.5% company match if contributing

4 Weeks of PTO

9 Paid Holidays

Paid Winter Break from the work week between December 24 thru December 31

Participation in Company's Wellness Program (discounted medical premiums)

Multiple Company Sponsored Events Each Year (catered breakfast / lunch, holiday parties, snacks)

Stimulating work environment

Convenient location near I-15 and Trax Station

Free Parking

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.