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Sr. Director Government Accounts

Sr. Director Government Accounts

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FUJIFILM Medical Systems USA is currently looking for a Senior Director, Government Accounts.  The Senior Director, Government Accounts manages and leads Medical Informatics and Modality Solution sales activities for all government business, including Department of Defense (DOD) and Veterans Integrated System Networks (VISN). In addition to managing and leading these teams, the individual will provide direction and strategic sales input to the FUJIFILM Medical USA, Inc. (FMSU) DOD team and the VISN team and all functional groups and departments within FMSU to enable a collaborative, coordinated and compliant selling environment. The Senior Director, Government Accounts promotes the sale of all FUJIFILM Healthcare products and services to all Veterans Hospitals and government organizations inside (CONUS) and outside (OCONUS) the United States and works in collaboration with all FMSU sales teams in order to maximize sales volume and Company profitability.  This role must consistently demonstrate effective leadership and partnership with all members of the FMSU Sales organization and work effectively with other cross-functional departments in the organization. 

External US

Responsibilities for this role will include but not be limited to the following: 


Bookings and Revenue

  • Meets and exceeds governmental quarterly bookings and revenue objectives by implementing and executing effective sales strategies to achieve maximum results
  • Works in collaboration across FMSU product and service teams with emphasis on solution selling to government opportunities
  • Develops effective business partnerships with sales, marketing and service functions within FMSU
  • Collaborates and drives sales strategies and programs to increase market share growth,  thereby meeting and exceeding booking and revenue objectives
  • Sets the example and follows the Quote to Order/Booking processes, adheres to Grants of Authority (GOA) for all FMSU products and services, and complies with any and all established policies and procedures
  • Provides all required booking documents enabling the Business Operations team to process orders efficiently and accurately
  • Creates and analyzes Medical Informatics and Modality Solutions sales proposals and site configurations to ensure accuracy in pricing and configurations
  • Develops and drives accurate bookings and revenue forecasts weekly, monthly and quarterly reports or as requested

Cross Functional Team Collaboration

  • Communicates sales messaging and is knowledgeable and able to deliver the company and product messaging
  • Works as a liaison between the FMSU Business Units (Medical Informatics and Modality Solutions) and the government customers
  • Maintains effective communications within and between various cross-functional departments within the organization to ensure maximum sales success, improved business processes and a positive customer experience
  • Participates in training efforts with cross-functional teams
  • Reviews market intelligence and presents recommendations to Management aimed at optimizing FMSU’s ability to meet the needs of customers and enhance the FMSU portfolio offering

Management and Development

  • Works closely with field leadership to help drive sales team performance, go-to-market strategies and sales plans
  • Reports on the skill set and level of effectiveness of all sales and service team members
  • Drives development of sales and region strategies, enhanced business acumen, presentation skills, technical aptitude, and competitive knowledge within all sales teams
  • Keeps self proficient and up-to-date on FUJIFILM Healthcare products and services as well as competitive product and services to drive the development and execution of sales strategies and pricing and set a positive example for the sales teams
  • Demonstrates proficient and effective use of the Company’s CRM tool, as directed by management. Ensures that opportunity pipelines, account activity, quote activity, contact management, assets and result reporting are accurately populated in system
  • Regularly uses and promotes the use of CRM and other management tools (e.g., including, but not limited to, SalesForce.com, dashboards, excel reporting, KLAS, NEMA, etc.)
  • Contributes to a results-oriented high performing environment
  • Establishes relationships with key industry leaders- across Federal, State and Local Government entities


Key Performance Indicators


  • Achieve sales quota
  • Produce accurate monthly and quarterly forecasting and develop sales strategies with cross- functional teams
  • Meet monthly revenue goals through cross-functional collaboration with Business Operations and the respective Business Units
  • Drive a culture of superior customer experience within organization
  • Participate in corporate activities (e.g., leadership activities, BPR, etc.)
  • Align behavior with corporate strategy, along with mission, vision and values
  • Establish and promote a collaborative team environment
  • Continuously foster employee development
  • Ensure ongoing and transparent communication- up, down, across the organization
  • Adhere to the competencies, as defined for the position


Minimum Requirements


  • BA/BS/MA, with 8+ years of progressive experience in Strategic Business or Government Sales
  • Experience managing teams in a Healthcare / Medical Imaging / IT organization
  • Broad functional expertise in sales and experience in the areas of sales and marketing, strategic selling and planning, and pricing strategies
  • Proven track record of sales overachievement
  • Ability to work cross-functionally and create business impact
  • Ability to organize and manage multiple priorities
  • Ability to problem solve, analyze and resolve at both a strategic and tactical level
  • Strong customer orientation
  • Ability to analyze and report on financial statements
  • Demonstrated ability to achieve sales performance as an individual and as a manager
  • Strong communication skills- presentation, written, and oral
  • Proven positive leadership capability
  • Must have strong interpersonal skills and a demonstrated ability to communicate with a diverse range of individuals
  • Exercises good judgment
  • Proficient in Microsoft Office, including PowerPoint, Excel, and Word
  • Proficient in the use of SalesForce.com
  • Effective time management skills
  • Ability to anticipate the need for proactive communication and planning at all level
  • Ability to drive action plans with direct and indirect authority, executing within established timeframes and meeting or exceeding stated deliverables
  • Ability to travel 50% of time- includes time spent in the field and at Corporate offices


The Company is an equal opportunity employer and does not discriminate, nor allow any employee, customer, contractor, vendor or visitor to discriminate, against any employee or applicant for employment on the basis of race, color, creed religion, sex (including pregnancy), gender, national origin, ancestry, ethnicity, age, genetic information, marital status, disability, sexual orientation, military status (including disabled veterans, recently separated veterans, other protected veterans and Armed Forces service medal veterans), protected activity (such as opposition to prohibited discrimination or participation in proceedings covered by anti-discrimination statutes) or any other characteristic protected by applicable federal, state or local law.