Key Account Director-Military and Federal Health; Air Force/Defense Health Agency (AF/DHA)

Key Account Director-Military and Federal Health; Air Force/Defense Health Agency (AF/DHA)

As the Key Account Director for Military and Federal Health-focused on Air Force Major Commands and the Defense Health Agency-you'll collaborate closely with internal stakeholders and external health agencies to craft and execute proactive, high-impact account strategies. Your ability to act as a trusted advisor will be central to building strong, long-term customer relationships.

In this role, you'll take the lead on driving sales and contracting efforts, serving as the primary connection between your customers and the S+N business unit.

You'll be expected to develop and maintain exceptional client relationships with key decision makers and influencers in your assigned market.

You bring deep knowledge of the customer landscape and will leverage that expertise to cultivate, expand, and strengthen partnerships. Understanding customer needs and designing meaningful solutions will be key, especially as you work on large, complex deals.

You'll also be responsible for producing strategic reports for internal leadership and will regularly engage with executive-level stakeholders to identify opportunities and deliver business results.

Success in this role depends on your ability to collaborate extensively across the S+N organization-including Sales Leadership, Field Sales teams, Medical Education, Contracts & Pricing, Compliance, and Marketing-across all product platforms.

What will you be doing?

In this role as Key Account Director, you'll be responsible for developing and executing a comprehensive Military and Federal Health account strategy focused on the U.S. Air Force and Defense Health Agency. You'll lead the charge in driving enterprise-wide sales and securing key contract awards, while also educating and empowering field-based sales teams to fuel overall growth for S+N.

Working cross-functionally, you'll collaborate with sales, pricing and contracts, marketing, compliance, medical education, and channel management to build and own strategic account plans that align with customer needs and organizational goals. Your ability to foster and maintain strong relationships with key stakeholders in each account will be critical, as will your skills in educating customers on the latest clinical evidence and solutions. You'll be expected to ensure compliance, address any issues proactively, and consistently meet sales targets and margin expectations. Additionally, you'll keep leadership informed with insightful updates on market conditions, opportunities, and challenges, helping to drive innovation and continuous improvement. Your scope also includes overseeing the planning of service-specific events and maintaining robust reporting against defined metrics to track progress and success.

What will you need to be successful?

To succeed in this role, you'll need a strong passion for improving health and well-being, backed by a BA/BS in business or a related field-or equivalent experience. With over ten years in DoD healthcare or operations management at the Group or Wing level and above, you've likely served as a Medical Operations Officer, Medical Logistics Officer, or Senior Medical NCO. A proven ability to build trusted relationships across all leadership levels is essential, along with deep familiarity with the military healthcare system and its key stakeholders.

Success also calls for experience interpreting and applying complex contracting regulations in a sales environment, as well as a track record of meeting or exceeding sales targets. Strong strategic selling, account management, and customer service skills are critical, along with sound leadership, time management, and problem-solving abilities. Comfort with up to 50% travel is expected.

Preferred qualifications include a master's degree or clinical background, experience in public affairs, eligibility for a security clearance, and working knowledge of FAR, ECAT, DAPA, and GSA/FSS.

• People Leadership: developing and leading teams to success through indirect influence, teamwork and collaboration
• Strategic thinking & analysis of business opportunities
• Project management, coordination, and execution with the ability to drive processes and deliver results
• Ability to drive solution-oriented selling with both clinical and economic stakeholders
• Navigating complexity and spanning boundaries (enterprise thinking)
• Relationship development across varied stakeholders, from senior business leaders to clinical experts
• Excellent written and verbal communication with all levels of an organization
• Inspire trust & credibility internally and externally

You. Unlimited.

We believe in creating the greatest good for society. Our strongest investments are in our people and the patients we serve.

This is where you belong.

• InclusionandBelonging-Committed to Welcoming, Celebrating and Thriving onInclusionandBelonging, Learn more aboutEmployeeInclusionGroupson our website (https://www.smith-nephew.com/).
• Your Future: 401k Matching Program, 401k Plus Program, Discounted Stock Options, Tuition Reimbursement
• Work/Life Balance: Flexible Personal/Vacation Time Off, Paid Holidays, Flex Holidays, Paid Community Service Day
• Your Wellbeing: Medical, Dental, Vision, Health Savings Account (Employer Contribution of $500+ annually), Employee Assistance Program, Parental Leave, Fertility and Adoption Assistance Program
• Training: Hands-On, Team-Customized, Mentorship
• Extra Perks: Discounts on fitness clubs, travel and more!

The anticipated base compensation range for this position is $150,000 - $180,000 USD annually. The actual base pay offered to the successful candidate will be based on multiple factors, including but not limited to job-related knowledge/skills, experience, geographical location, and internal equity. It is not typical for an individual to be hired at the high end of the range for their role at Smith + Nephew. Compensation decisions are dependent upon the facts and circumstances of each position and candidate. In addition to base compensation, this position is eligible for sales commission and incentives based on set targets. The commission earned will depend on the candidate's performance in the role. We provide competitive bonus and benefits, which include medical, dental, and vision coverage, 401k, tuition reimbursement, medical leave programs, parental leave, and generous PTO, paid company holidays annually and 8 hours of Volunteer time and a variety of wellness offerings such as EAP.

To be considered for this role, please submit an application by 07/18/2025

Smith+Nephew provides equal employment opportunities to applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, or disability.