Federal Account Manager - Mid-Atlantic

Golden State Medical Supply, Inc.; Camarillo, Northern (CA, KY); Hybrid; USD 115,000 - 135,000; Full time

Job summary

Golden State Medical Supply, Inc. is seeking a Federal Account Manager to drive sales strategies in VA and DoD markets. This field-based role emphasizes relationship building, strategic planning, and cross-functional coordination to engage federal stakeholders.

The ideal candidate has 5+ years in field/hospital sales, with pharma/biotech exposure in ophthalmology/eye care, metabolic/weight loss, or GI/hepatology, and willingness to travel up to 75%. Remote-friendly from the Camarillo region.

Qualifications

• Minimum 5 years of field/hospital sales or related experience.
• Proven success in pharmaceutical/biotech sales, preferably Ophthalmology/Optometry/Eye care, Metabolic/weight loss and gastroenterology/hepatology.
• Direct experience with Federal Government Healthcare Sales (VA/DoD) strongly preferred.
• Prior military experience beneficial.
• Strong interpersonal, organizational, and communication skills.
• Willingness to travel 75% within assigned region.
• Must reside within or near the Mid-Atlantic Region territory.

Responsibilities

• Promote client company products to targeted VA and DoD healthcare professionals and decision-makers.
• Develop and implement strategic sales plans for assigned territory.
• Build long-term, value-driven relationships with federal healthcare providers, administrators, pharmacy staff, contracting officers, and policy makers.
• Identify key stakeholders and decision-makers within each account to maximize product access and adoption.
• Customize and execute business plans tailored to the policies, procedures, and goals of each target account.
• Coordinate effectively with client company field teams and leadership to align messaging and resources.
• Monitor and report on performance metrics to ensure achievement of client objectives.
• Maintain a high level of clinical knowledge within Ophthalmology/Optometry/Eye care, Metabolic/weight loss and gastroenterology/hepatology space.
• Understand and navigate VA/DoD systems, formularies, procurement pathways, and contracting.
• Support product access through education, advocacy, and facilitation of internal processes unique to federal institutions.
• Ensure timely and compliant responses to medical inquiries and contracting discussions.
• Represent GSMS / WSI and client companies at appropriate federal healthcare conferences and meetings.

Skills

Field sales

Hospital sales

Managed care

Marketing

Sales management

Job description

The Federal Account Manager is a field-based role responsible for the development, management, and execution of sales strategies within the Federal Government markets, specifically Veterans Administration (VA) and Department of Defense (DoD) systems. Representing client companies supported by GSMS / WSI, the Federal Account Manager will drive product awareness, sales growth, and market share within assigned territories.

This role requires a comprehensive understanding of the federal healthcare system and its operational protocols. The ideal candidate will be highly skilled in relationship building, business planning, and cross-functional coordination, ensuring successful engagement with both client and federal stakeholders.

General Duties and Responsibilities:

• Promote client company products to targeted VA and DoD healthcare professionals and decision-makers
• Develop and implement strategic sales plans for assigned territory
• Build long-term, value-driven relationships with federal healthcare providers, administrators, pharmacy staff, contracting officers, and policy makers
• Identify key stakeholders and decision-makers within each account to maximize product access and adoption
• Customize and execute business plans tailored to the policies, procedures, and goals of each target account
• Coordinate effectively with client company field teams and leadership to align messaging and resources
• Monitor and report on performance metrics to ensure achievement of client objectives
• Maintain a high level of clinical knowledge within the Ophthalmology/Optometry/Eye care, Metabolic/weight loss and gastroenterology/hepatology space
• Understand and navigate the complexities of VA/DoD systems, formularies, procurement pathways, and contracting
• Support product access through education, advocacy, and facilitation of internal processes unique to federal institutions
• Ensure timely and compliant responses to medical inquiries and contracting discussions
• Represent GSMS / WSI and client companies at appropriate federal healthcare conferences and meetings

Supervision:

• Received: Regional Sales Director or equivalent Client Services Leadership
• Given: None

Required Qualifications:

• Minimum of 5 years of field sales, hospital sales, managed care, marketing, or sales management experience
• Demonstrated success in pharmaceutical or biotech sales, preferably in Ophthalmology/Optometry/Eye care, Metabolic/weight loss and gastroenterology/hepatology
• Direct experience with Federal Government Healthcare Sales (VA/DoD) strongly preferred
• Prior military experience beneficial
• Strong interpersonal, organizational, and communication skills
• Willingness to travel 75% within assigned region
• Must reside within or near the Mid-Atlantic Region territory

The hiring range for this position in Camarillo, CA (Remote) is $115,000 to $135,000 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate’s geographic region, job-related knowledge, skills and experience among other factors. A bonus may be provided as part of the compensation package, in addition to a full range of other health and welfare benefits.