Strategic Account Executive – Government Services

Agiliti Health, Inc; Philadelphia (Philadelphia County); On-site; USD 207,000 - 253,000; Full time

Benefits offered by this job

Health Insurance

401K Saving Plan with employer match

Tuition Reimbursement

Paid Time Off

Employee Discounts

Daily Pay program

Employee Assistance Program

wellness programs

Job summary

Agiliti Health, Inc is seeking a Strategic Account Executive for Government Services to drive capital equipment sales and fleet standardization in VA/DoD and state markets. You will develop executive relationships with prosthetics leadership and clinical stakeholders, build strategic account plans, and manage multi-year contracts.

The role requires strong sales leadership, experience with government contracting, and the ability to travel up to 50% across designated regions.

Qualifications

• Bachelor's degree or equivalent in a relevant field.
• +5 years healthcare sales experience with capital equipment or healthcare services sales.
• Experience selling to Federal Government healthcare organizations preferred.

Responsibilities

• Drive revenue growth and capital equipment sales within VHA/DoD/State Government accounts.
• Develop executive-level relationships with Chiefs of Prosthetics and clinical stakeholders.
• Build and maintain a robust sales funnel with forecasting and CRM updates.
• Lead enterprise-wide contracts and system-level purchasing initiatives.
• Collaborate with OEM partners and internal teams to maximize opportunities.
• Travel up to 50%.

Skills

Healthcare sales

Capital equipment sales

Executive relationships

Strategic account planning

Government contracting

Contract negotiations

Forecasting & CRM

CRM software

Microsoft Excel

Education

Bachelor's degree in Business, Healthcare Administration, Marketing, Clinical Sciences, or related field

Tools

CRM software

Microsoft Excel

Job description

Position Summary

The Strategic Account Executive, Government Services is responsible for driving revenue growth, capital equipment sales, fleet standardization initiatives, and strategic account development within the Veterans Health Administration (VHA), Department of Defense (DoD), and State Public Health markets. This role serves as the primary sales leader within the assigned territory, developing executive-level relationships, identifying capital opportunities, and positioning Agiliti's comprehensive portfolio of beds, therapeutic surfaces, rental solutions, equipment management services, and clinical engineering programs. The Strategic Account Executive is accountable for achieving and exceeding sales objectives through new business development, expansion of existing accounts, and execution of enterprise-wide sales strategies that deliver measurable clinical, operational, and financial value to government healthcare customers.

Primary Objectives and Responsibilities

Sales Leadership & Business Development The Government Services Strategic Account Executive is Agiliti's executive sales leader for Veterans Affairs, DoD, and State Government accounts, responsible for driving capital equipment sales, prosthetics growth, fleet standardization initiatives, government contracting strategy, and strategic account development. This role is designed to drive growth of prosthetics programs and strategically position Agiliti solutions within Prosthetic and Sensory Aids Service (PSAS) departments, including development of relationships with Chiefs of Prosthetics and key clinical stakeholders. Drive capital equipment, therapeutic surface, equipment management, and service revenue growth within assigned Federal and State Government healthcare accounts. Develop and execute strategic territory plans focused on new business acquisition, customer expansion, and long-term account penetration. Identify, qualify, develop, and close complex sales opportunities ranging from individual facility purchases to national standardization initiatives. Build and maintain a robust sales funnel with a strong emphasis on capital equipment replacement cycles, strategic fleet modernization opportunities, and multi-year agreements. Maintain accurate forecasting and pipeline management utilizing CRM and sales reporting tools Partner with Territory Executives, Equipment Solutions Executives, Bed & Therapeutic Support teams, Program Managers, and Operations leaders to develop coordinated customer growth strategies. Capital Equipment & Enterprise Sales Lead efforts to position Agiliti as a strategic partner for bed fleet replacement, therapeutic surface conversion, equipment standardization, and lifecycle asset management programs. Develop executive-level business cases demonstrating financial, operational, and clinical value to support capital purchasing decisions. Drive enterprise-wide contracts, standardization initiatives, and system-level purchasing agreements across government healthcare systems. Collaborate with OEM partners and internal stakeholders to maximize sales opportunities and accelerate market penetration. Executive Relationship Management Establish trusted relationships with Executive Leadership, Clinical Leadership, Procurement Organizations, Contracting Officers, VISN Leadership, Chiefs of Prosthetics, Biomedical Engineering, and key operational stakeholders. Conduct executive sales presentations focused on improving clinical outcomes, patient safety, operational efficiency, and total cost of ownership. Position Agiliti's National Rental, Service, and Equipment Management capabilities as a differentiated value proposition supporting long-term customer success. Cross-Functional Collaboration Partner closely with Sales, Operations, Program Management, Marketing, Clinical Services, and Corporate Leadership to develop and execute comprehensive account strategies. Support proposal development, contract negotiations, and strategic responses to RFPs, RFQs, and other government procurement opportunities. Serve as a government market subject matter expert, providing guidance on acquisition pathways, contracting strategies, and market trends. Sales Performance Consistently achieve or exceed annual revenue, capital sales, and profitability goals. Maintain disciplined territory management practices and demonstrate a high level of sales activity, customer engagement, and opportunity progression. Utilize consultative and Challenger-based selling methodologies to advance opportunities and create executive-level customer value.

Qualifications

Bachelor's Degree in Business, Healthcare Administration, Marketing, Clinical Sciences, or related field. Minimum 5 years of healthcare sales experience with demonstrated success in capital equipment, medical device, clinical technology, or healthcare services sales. Proven track record of achieving revenue growth and exceeding sales quotas in complex healthcare environments. Experience selling to Federal Government healthcare organizations, including Veterans Affairs or Department of Defense preferred. Experience with strategic account management, enterprise sales, and multi-stakeholder decision-making processes. Knowledge of Federal acquisition processes, government contracting vehicles, and procurement strategies preferred. Ability to travel up to 50%. Valid driver's license and safe driving record required. Knowledge, Skills, and Abilities Demonstrated success selling high-value capital equipment, clinical technology, healthcare services, or enterprise solutions. Strong executive presence with the ability to engage C-suite, clinical, operational, and procurement stakeholders. Proven ability to identify, develop, and close complex sales opportunities involving multiple decision makers and long sales cycles. Strong business acumen with the ability to articulate clinical, operational, and financial value propositions. Exceptional relationship-building, negotiation, and presentation skills. Advanced understanding of strategic account planning, territory management, and pipeline development. Proficiency in consultative and Challenger-based selling methodologies. Ability to develop executive business reviews, ROI models, and strategic growth plans. Strong cross-functional leadership skills with the ability to influence internal and external stakeholders. Knowledge of beds, therapeutic surfaces, equipment management, rental solutions, capital equipment, and healthcare technology preferred. Results-oriented, highly competitive, and motivated to achieve ambitious sales goals. Strong customer focus with a commitment to delivering exceptional customer experiences and long-term partnership value.

Success Measures

• Capital equipment revenue growth
• New business bookings
• Enterprise agreement execution
• Fleet standardization conversions
• Therapeutic surface program growth
• Pipeline development and forecast accuracy
• Strategic account expansion
• Customer retention and long-term contract growth

It is the policy of Agiliti to provide equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender identity, sex, sexual orientation, national origin, age, physical or mental disability, genetic information, marital status, status as a veteran, military service, or any other characteristic protected by applicable federal, state, or local civil rights laws. In addition, Agiliti will provide reasonable accommodations for qualified individuals with disabilities. Agiliti strictly prohibits any form of retaliation against individuals who make good faith reports of alleged violations of this policy or who cooperate in Agiliti’s investigation of such reports.

Affirmative Action Policy Statements

You may be required to obtain certain vaccinations, or provide proof of current vaccination status, based on customer and/or company requirements. If vaccination is required, Agiliti will provide specific directions and cover the expense at a participating clinic. Please note, this includes the COVID-19 vaccination.

Agiliti offers a robust suite of benefits for regular, full-time, non-union employees including:

• health insurance options for Medical, Dental & Vision plans
• Short- and Long-Term Disability plans
• Flexible Spending Accounts
• Health Savings Accounts
• Life Insurance Options
• Paid Time Off
• 401K Saving Plan with employer match
• Employee Discounts
• Tuition Reimbursement
• Daily Pay program
• Employee Assistance Program
• wellness programs

Agiliti is an equal opportunity employer and provides reasonable accommodations to employees and applicants consistent with state and federal law.

Primary Job Location

Philadelphia District Additional Locations (if applicable): Job Title: Strategic Account Executive - Government Services Company: Agiliti Location City: Mt. Laurel Location State: New Jersey Pay Range for All Locations Listed: $230,000.00 - $230,000.00 This range represents the low and high ends of the Agiliti pay range for this position. This base pay range information is based on the market locations shown. For sales positions, this range combines the base salary and the target incentive pay. The actual pay offered may vary depending on several factors including geographic location, experience, job-related knowledge, skills, and related factors. Dependent on the position offered, short-term and/or long-term incentives may be provided as part of the compensation. Agiliti helps hospitals reclaim millions of dollars in wasted spending by connecting broken medical equipment processes. Our Equipment Value Management (EVM) framework connects previously siloed departments with highly agile and fully integrated equipment workflows. Our customers also deploy the individual elements of EVM — Clinical Engineering, Onsite Equipment Management and Rental Services — to ensure patient-ready equipment is in the right place at the right time. More than 7,000 hospitals and health systems rely on Agiliti to reduce costs and free their clinicians to spend more time caring for patients. Our nationwide network ensures quick response to customer needs throughout the U.S. We believe every interaction has the power to change a life. Join Agiliti and help make a difference for health care providers and patients nationwide. For more information, please visit https://www.agilitihealth.com/careers/.