IVD National Accounts Manager - Government & GPO

Job Description

About the Company

Our client is a rapidly growing organization in the in vitro diagnostics (IVD) space, focused on delivering innovative point-of-care solutions across the healthcare landscape. With multiple new products recently approved by the FDA and additional launches on the horizon, the company is entering an exciting phase of expansion. They are known for their commitment to innovation, quality, and building strong partnerships across complex healthcare systems.

About the Role

The National Accounts Representative is responsible for driving strategic growth across key national accounts, including Government entities, Group Purchasing Organizations (GPOs), and National Reference Labs. This is a highly visible, relationship-driven role focused on managing complex sales cycles, navigating RFP processes (including VISNs and Department of Defense), and building long-term partnerships with senior stakeholders.

This role will lead national account strategy, oversee contract negotiations, and act as a project manager across assigned accounts to ensure successful execution and delivery. You will collaborate cross-functionally with internal teams including sales, marketing, legal, and operations to align on strategy and deliver solutions that meet customer needs.

The position is 100% remote (U.S.-based) with approximately 50% travel required for in-person relationship management and account development.

Requirements

• Bachelor's degree required
• 5+ years of experience in complex healthcare sales, with a focus on national accounts
• Proven experience working with Government accounts, GPOs, IDNs, or National Reference Labs
• Strong experience managing and responding to complex RFPs, particularly within VISNs and Department of Defense (DOD)
• Demonstrated success managing large, strategic accounts and exceeding revenue targets
• Deep understanding of healthcare delivery systems, payer models, and industry regulations
• Strong negotiation skills with experience leading contract development and compliance
• Experience collaborating cross-functionally with sales, marketing, legal, and operational teams
• Strong analytical and strategic thinking skills, with the ability to leverage data to drive decisions
• Excellent communication, relationship-building, and stakeholder management skills
• Ability to travel up to 50%