📌 Core Information
🔹 Job Title: Key Account Director—Military and Federal Health; Air Force/Defense Health Agency (AF/DHA)
🔹 Company: Smith+Nephew
🔹 Location: Hurlburt Field, Florida, United States
🔹 Job Type: Full-time
🔹 Category: Medical Equipment Manufacturing
🔹 Date Posted: 2025-07-08
🔹 Experience Level: 10+ years
🔹 Remote Status: On-site
🚀 Job Overview
Key aspects of this role include:
- Developing and executing a comprehensive account strategy for the U.S. Air Force and Defense Health Agency
- Driving enterprise-wide sales and securing key contract awards
- Collaborating cross-functionally with sales, pricing and contracts, marketing, compliance, medical education, and channel management
- Building and maintaining strong relationships with key stakeholders
- Ensuring compliance and addressing issues proactively
ASSUMPTION: This role requires a high level of strategic thinking, sales expertise, and understanding of the military healthcare system to succeed.
📋 Key Responsibilities
✅ Develop and execute a comprehensive account strategy focused on the U.S. Air Force and Defense Health Agency
✅ Drive enterprise-wide sales and secure key contract awards
✅ Collaborate with internal teams to align with customer needs and organizational goals
✅ Build and maintain strong relationships with key stakeholders in each account
✅ Educate customers on the latest clinical evidence and solutions
✅ Ensure compliance and address issues proactively
✅ Meet sales targets and margin expectations
✅ Keep leadership informed on market conditions, opportunities, and challenges
✅ Oversee the planning of service-specific events and maintain robust reporting against defined metrics
ASSUMPTION: This role involves a high degree of cross-functional collaboration, strategic planning, and customer relationship management.
🎯 Required Qualifications
Education: Bachelor's degree in business or a related field
Experience: Over ten years in DoD healthcare or operations management at the Group or Wing level and above
Required Skills:
- Proven ability to build trusted relationships across all leadership levels
- Deep familiarity with the military healthcare system and its key stakeholders
- Experience interpreting and applying complex contracting regulations in a sales environment
- Proven track record of meeting or exceeding sales targets
- Strong strategic selling, account management, and customer service skills
- Sound leadership, time management, and problem-solving abilities
- Comfort with up to 50% travel
Preferred Skills:
- Master’s degree or clinical background
- Experience in public affairs
- Eligibility for a security clearance
- Working knowledge of FAR, ECAT, DAPA, and GSA/FSS
ASSUMPTION: Candidates with a strong military background and sales experience are likely to be the best fit for this role.
💰 Compensation & Benefits
Salary Range: $150,000 - $180,000 USD annually
Benefits:
- 401k Matching Program
- 401k Plus Program
- Discounted Stock Options
- Tuition Reimbursement
- Flexible Personal/Vacation Time Off
- Paid Holidays
- Flex Holidays
- Paid Community Service Day
- Medical, Dental, Vision, Health Savings Account
- Employee Assistance Program
- Parental Leave
- Fertility and Adoption Assistance Program
Working Hours: Full-time, with up to 50% travel required
ASSUMPTION: The salary range provided is based on industry standards for a role of this level and experience in the medical equipment manufacturing sector.
📌 Applicant Insights
🔍 Company Context
Industry: Medical Equipment Manufacturing
Company Size: 10,001+ employees
Founded: 1856
Company Description:
- Smith+Nephew is a global medical technology company that designs and manufactures technology to take the limits off living.
- The company supports healthcare professionals to return their patients to health and mobility, helping them to perform at their fullest potential.
- Smith+Nephew offers competitive salaries and progressive benefits, with a culture of Care, Collaboration, and Courage.
Company Specialties:
- Healthcare
- Medical supplies
- Medical devices
- Wound care
- Orthopaedic reconstruction
- Sports medicine
- Robotics
- ENT
- Trauma
- Hip replacement
- Knee replacement
- Extremities
- Negative Pressure Wound Therapy
- Ligament Repair
- Exudate Management
Company Website: http://www.smith-nephew.com
ASSUMPTION: Smith+Nephew is a well-established company with a strong focus on innovation and customer care.
📊 Role Analysis
Career Level: Senior-level, strategic role
Reporting Structure: This role reports directly to the Vice President of Military and Federal Health Sales
Work Arrangement: On-site, with up to 50% travel required
Growth Opportunities:
- Potential to expand the role's scope and influence within the organization
- Opportunities to work on high-impact, complex deals
- Possibility to transition into a leadership role as the business grows
ASSUMPTION: This role offers significant growth potential for the right candidate.
🌍 Location & Work Environment
Office Type: On-site office
Office Location(s): Hurlburt Field, Florida
Geographic Context:
- Hurlburt Field is a United States Air Force base located in the Florida Panhandle
- The area offers a mix of urban and rural living, with easy access to beaches and outdoor recreation
- The cost of living is generally lower than in major metropolitan areas
Work Schedule: Full-time, with up to 50% travel required
ASSUMPTION: The location offers a good quality of life with a lower cost of living compared to major cities.
💼 Interview & Application Insights
Typical Process:
- Online application submission
- Phone or video screen with the hiring manager
- In-depth behavioral and situational interviews with cross-functional stakeholders
- Final interview with the Vice President of Military and Federal Health Sales
- Background check and offer extension
Key Assessment Areas:
- Strategic thinking and sales acumen
- Understanding of the military healthcare system and key stakeholders
- Ability to build and maintain strong customer relationships
- Problem-solving skills and adaptability
- Communication and collaboration skills
Application Tips:
- Highlight relevant military and sales experience in your resume
- Tailor your cover letter to demonstrate your understanding of the military healthcare system and Smith+Nephew's mission
- Prepare examples of your strategic selling and account management skills
- Follow up with the hiring manager after your interview to reiterate your interest and qualifications
ATS Keywords: Military healthcare, strategic selling, account management, customer service, leadership, time management, problem-solving, relationship development, project management, communication, collaboration, compliance, market analysis, sales strategy, contracting regulations, military healthcare knowledge, team development, solution-oriented selling
ASSUMPTION: The interview process will focus on assessing the candidate's strategic thinking, sales expertise, and understanding of the military healthcare system.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce)
- Project management tools (e.g., Microsoft Project, Asana)
- Microsoft Office Suite
- Industry-specific software (e.g., FAR, ECAT, DAPA, GSA/FSS)
ASSUMPTION: The tools required for this role are standard for the industry and can be learned quickly by the right candidate.
👔 Cultural Fit Considerations
Company Values:
- Care: We put patients and customers at the heart of everything we do
- Collaboration: We work together to achieve more
- Courage: We dare to challenge the status quo and take bold action
Work Style:
- Results-driven and focused on execution
- Collaborative and team-oriented
- Adaptable and comfortable with change
- Strategic and forward-thinking
Self-Assessment Questions:
- Do I have a deep understanding of the military healthcare system and its key stakeholders?
- Am I comfortable working in a fast-paced, dynamic environment?
- Do I have strong strategic thinking and sales skills?
- Am I able to build and maintain strong relationships with customers and internal teams?
ASSUMPTION: Success in this role requires a strong cultural fit with Smith+Nephew's values and work style.
⚠️ Potential Challenges
- Dealing with complex contracting regulations in the military healthcare environment
- Managing a high volume of travel
- Balancing multiple priorities and stakeholders
- Keeping up with industry trends and changes in the military healthcare landscape
ASSUMPTION: These challenges can be overcome with strong organizational skills, adaptability, and a deep understanding of the military healthcare system.
📈 Similar Roles Comparison
- This role is unique in its focus on the military and federal health market, requiring a deep understanding of the military healthcare system and its key stakeholders
- Compared to other account director roles, this position involves a higher level of strategic thinking and sales expertise
- Career progression in this role may involve transitioning into a leadership role as the business grows
ASSUMPTION: This role offers unique challenges and opportunities compared to similar positions in the industry.
📝 Sample Projects
- Developing a comprehensive account strategy for a major military healthcare account
- Negotiating a complex contract with the Defense Health Agency
- Managing a team to execute a large-scale event for military healthcare professionals
ASSUMPTION: These projects demonstrate the strategic and tactical aspects of the role, as well as the importance of team collaboration.
❓ Key Questions to Ask During Interview
- What are the biggest challenges facing the military healthcare market today, and how does this role address them?
- How does this role collaborate with other teams within Smith+Nephew, such as Medical Education and Contracts & Pricing?
- What opportunities exist for growth and development within this role and the broader organization?
- How does Smith+Nephew support its employees in maintaining a healthy work-life balance, especially with the travel requirements of this role?
- What are the key priorities for this role in the first 90 days, and how can I best prepare for them?
ASSUMPTION: Asking these questions demonstrates your interest in the role and its challenges, as well as your commitment to success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume to highlight your military and sales experience, as well as your understanding of the military healthcare system
- Write a cover letter that demonstrates your fit for the role and your enthusiasm for Smith+Nephew's mission
- Prepare examples of your strategic selling and account management skills to discuss in your interview
- Follow up with the hiring manager after your interview to reiterate your interest and qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
