Manager, National Accounts VA/DOD

Summary Statement

For more than a century, Ottobock has pursued the mission of helping people living with limb loss or mobility challenges regain or maintain their freedom of movement. We do this through the development of leading prosthetic, orthotic and wheelchair innovation, and an unwavering commitment to delivering superior patient care experiences. As a growing healthcare company, we continue to invest in both our people and new service offerings. With more than 10,000 employees worldwide and 1,000 across North America, we are dedicated to advancing the O&P industry and improving the lives of the people served by it.

We are looking for a seasoned sales or account management professional with 5+ years of experience in U.S. Government channels, preferably within Orthotics & Prosthetics, medical devices, or healthcare services, with demonstrated expertise in government procurement and contracting, including FAR, FSS, GSA, ECAT, and federal compliance standards, to join the Ottobock team.

The Manager, VA/DOD National Accounts is responsible for creating, executing, and managing the commercial strategy for Ottobock’s engagement with the U.S. Department of Veterans Affairs (VA), Department of Defense (DOD), and associated distributors. This role drives national sales growth, manages contracting, and ensures that the company’s offerings align with government technical requirements and evolving procurement frameworks. The successful candidate will lead initiatives that contribute to sustained revenue growth, innovation adoption, and strategic market expansion within the government segment.  

Duties & Responsibilities

• Develop and execute a comprehensive national sales and contracting strategy for the VA/DOD channel to meet or exceed revenue and market share goals.

• Own the commercial strategy, including pricing, distribution, and contract negotiation for U.S. Government accounts.

• Partner with Marketing to ensure Ottobock’s portfolio aligns with technical requirements of the government sector, and influence product positioning, service offerings, and innovation strategy accordingly.

• Lead core growth initiatives, setting performance targets, identifying gaps, and deploying strategic countermeasures to optimize results.

• Create and implement a business plan aligned with corporate goals and U.S. Government market demands, including forecasting, account planning, and pipeline management.

• Serve as the internal subject matter expert (SME) on federal procurement frameworks such as FAR, FSS, GSA, ECAT, and other relevant federal contracting vehicles.

• Leverage cross-functional teams (e.g., Sales Operations, Finance, Marketing, Clinical Education, and Legal) to ensure strategic alignment, process efficiency, and contract compliance.

• Build and maintain strong, trusted relationships with government stakeholders, distributors, and partner organizations.

• Ensure internal stakeholders are informed through clear and consistent communication of strategies, challenges, and opportunities within the VA/DOD channel.

Qualifications

• Proven success in developing and closing complex, high-value sales opportunities within the government sector.

• Strong strategic planning and commercial acumen, with the ability to drive alignment across internal and external stakeholders.

• Exceptional negotiation, communication, and relationship-building skills.

• Ability to analyze market trends and translate insights into actionable business strategies.

• Self-starter with high initiative, leadership presence, and a collaborative mindset. Ability to lead and develop employees.

Minimum Qualifications – (Education, Experience, Certification, & Licensure):

• Bachelor’s degree required; advanced degree or equivalent experience preferred.

• 5+ years of sales or account management experience in U.S. Government channels, with a strong preference for experience in Orthotics & Prosthetics (O&P), medical devices, or healthcare services.

• Demonstrated expertise in government procurement and contracting, including knowledge of FAR, FSS, GSA, ECAT, and federal compliance standards.

Compensation Data

Salary Disclosure: $125,000 – $145,000 base + variable bonus

Benefits

Medical

Vision

Dental

Health savings accounts with employer contribution

Flexible spending account options

Company-paid life insurance policy

Paid time off

Company holidays

Floating holidays

100% company-paid short & long-term disability

401k match up to 3.5%