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Sr. Director, Government Accounts

Norcross, US

Ref. number:  1286

We care about making people better – those we work for, and those we work with. And we prove it every day.


In our daily work, we create unique medical solutions to improve quality of life. We enjoy what we do because it makes a difference in people’s lives – for real.


Although we’re a global company, we’re still small enough for you to make your mark. Our leaders are accessible and trust us to make the right decisions. As a Mölnlycke employee, you’ll thrive when you take on the responsibility.

Purpose of Position

In this role, you will develop the overall Molnlycke go–to– market strategy, as well as manage and direct all customer relationships, tactics for sales, marketing, and operational aspects of Government Accounts.  This includes but is not limited to: Department of Veterans Affairs (VA), Department of Defense (DoD), Indian Health Services (IHS), Defense Health Agency (DHA) – aka  Military Health System (MHS), Community Nursing Homes (Federal), and Veterans Homes (State). Your key responsibilities include managing, maintaining and ensuring Molnlycke products are best position for purchase to the proper procurement channels within the government in the Federal Supply Schedule (FSS), Medical Surgical Prime Vendor (MSPV 2.0), Contracted Partnership(s) with Service Disabled Veteran Owned Small Business (SDVOSB), and other main procurement vehicles. 


Responsibilities include:

  • Additions for products, clinical integration requests, periodic business reviews, developing programs and initiatives to be executed at a national level, meeting with senior business unit leaders both internally and externally to jointly develop strategies and tactics to execute contract awards for sales revenue opportunities. 
  • You will also support the field in sales positioning and targeted channel engagement by business unit, and other business building activities. 
  • You will work closely with the VP of SAHE, & the Director of Government Affairs to provide advocacy support on Capitol Hill on specific Government legislative language and interactions with key Senatorial, VA/DoD Committees and Congressional report language as needed by the business for reduction of Hospital and Community Acquired Conditions Programs and Clinical Trial Award mechanisms.


Key Accountabilities

  • Assess US government market to evaluate the best targeted campaigns to increase sales in US government owned or operated medical facilities 
  • Develop and execute strategic business building expansion strategies for sales growth
  • Target approaches to leverage private sector initiatives towards government sales to double US government sales over the next five years   
  • Position Mölnlycke brands to win additional Government contract awards
  • Maintain FSS and MSPV schedules as required for compliance and accuracy
  • Analyze and monitor additional contracting opportunities and RFP requirements through SAM.gov, and work with the SAHE and cross functional team to develop proposals to win
  • Conduct proposal preparation, contract negotiation, contract and subcontract administration
  • Develop and maintain relationships with appropriate government stakeholders; including but not limited to: a) Contract Officers at VA, DoD, IHA; b) Veterans Integrated Service Networks (VISNs); c) Defense Logistics Agency (DLA); d) Medical Materiel Enterprise Standardization Offices (MMESO), and others
  • Regularly interface with senior leadership of respective Molnlycke business units of Wound Care, Surgical and Post-Acute Care
  • Interface with field sales to ensure flawless execution of contracted awards to drive sales growth strategies
  • Present updates and specific opportunities for growth as a Top 30 Account at Commercial Council monthly and at LT meetings as requested
  • Partner with Service Disabled Veteran Owned Small Businesses (SDVOSBs) to ensure best position for Molnlycke formulary and contracts
  • Partner & Advocate with Dir. Gov’t Affairs & Payer Relations on Capitol Hill to improve position on Hospital & Community Acquired Conditions in the VA & DoD.
  • Represent Molnlycke at industry related conferences for enhancing position, networking and training
  • Maintain contract and pricing integrity across divisions and GPOs, focusing on least price erosion


Key Decisions

  • Develop strategy and execution plans with targets for government accounts growth platforms for acute and post-acute channels
  • Develop and implement care continuum strategies in partnership with key executives within top government accounts
  • Make key decisions with pricing strategy and competitive response strategies, redundancy contracting (FSS as example), ensuring actionable plans to mitigate competition and reduced price incentives to win business
  • Lead executive level negotiations and activities for pull through of awarded contracts for select key Government business
  • Engage with VP SAHE for leadership team decisions and strategic objectives and actions.
  • Make key decisions when VP SAHE is unavailable



  • Demostrated proficiency with presenting and negotiating with executive, “C” Suite customers
  • Team leadership with and without authority
  • Demonstrated data analytics proficiency
  • Contract launch and execution proficiency
  • Collaborative experience with multiple internal and external customers
  • Development of strategic business plans that include elements of a Large Account Management Plan (LAMP)
  • Stakeholder Analysis and Heat Mapping
  • Prioritize and focus in a fast paced enviornment
  • Development of key opinion leaders relationship and partnership development with
  • Proficient executive level presence including excellent communication skills; written and verbal and presentation skills
  • Industry and marketplace competency
  • Forward thinking, creative and innovative


Qualifications & Experience

  • Bachelor’s degree in Business, Marketing or related field from an accredited college or university, MBA preferred
  • 15 years medical device experience
  • 3 - 5 years sales leadership or management experience
  • 3 - 5 years experience calling on VA / DoD preferred
  • 2 years Capitol Hill Advocacy experience preferred
  • Expertise with large volume buyers, RFP processes and contract execution activity, preferred
  • Sales operations experience preferred
  • Military or Veterans Affairs experience preferred
  • Strong data analytics proficiency
  • Contract launch and execution proficiency
  • Ability to collaborate with multiple internal and external customers (including Government Entitites, Distribution, Commercial Operations, Legal, Sales, Marketing, Finance, SAHE)
  • Relationship development
  • Ability to prioritize and focus
  • High energy and adaptability
  • Ability to adapt to fast changing environment
  • Team leadership without authority
  • Excellent communication skills
  • Industry competency
  • Forward thinking and innovative
  • Proposal pricing and strategic analysis
  • Contract negotiation experience
  • Proven track record of a wide range of US government procurement processes and procedures, including: Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), other agency requirements and records
  • Experience in Microsoft Office Suites (Word, Excel, Access, etc.) and Adobe Acrobat


Other Information

  • Understanding of future state government procurement options such as:
  • Prodigo Solutions, Inc. (IT)
  • Defense Health Agency (DHA) – aka  Military Health System (MHS) 

About Mölnlycke  

Mölnlycke is a world-leading medical solutions company. We design and supply solutions to enhance performance at every point of care – from the hospital to the home.   

We specialise in:  

Wound management: including dressings with Safetac® such as Mepitel® and Mepilex®  

Preventing pressure ulcers: with Mepilex® Border used prophylactically and devices to help turn and re-position patients  

Surgical solutions: including Mölnlycke trays, HiBi® antiseptics and Biogel® surgical gloves  

Mölnlycke was founded in 1849. Nowadays our solutions are available in around 100 countries; we’re the number one global provider of advanced wound care and single-use surgical products; and we’re Europe’s largest provider of customised trays. Our headquarters are in Gothenburg, Sweden and we have about 7,800 employees around the world.  



Nearest Major Market: Atlanta