What are the responsibilities and job description for the Government Account Manager position at Theranica?
Government Account Manager (GAM)
Location: Field-based, U.S. - Multiple Locations:
- Seattle, WA
Reports to: Government Sales Director (GSD)
Position Overview
Theranica is seeking a Government Account Manager (GAM) to expand access and utilization of Nerivio®, the first-in-category, FDA-cleared wearable device for the acute and preventive treatment of migraine, within the Veterans Administration (VA), Department of Defense (DoD), Indian Health Services (IHS), and other federal healthcare systems.
The GAM will serve as the primary field-based representative responsible for educating, engaging, and supporting federal healthcare customers to drive Nerivio adoption across assigned territories. This role requires experience navigating VA and DoD systems, understanding procurement and formulary processes, and building trusted relationships with key federal stakeholders and clinical champions.
Key Responsibilities
Account Management & Sales Execution
- Develop and execute territory business plans to achieve sales and utilization targets within assigned VA, DoD, and IHS facilities.
- Build and maintain relationships with key decision-makers, including pharmacy, procurement, and clinical stakeholders across VA Medical Centers, Military Treatment Facilities (MTFs), and VISN networks.
- Support pull-through of national and local formulary listings, ensuring Nerivio is accessible through appropriate purchasing and prescribing pathways.
- Conduct product education, clinical discussions, and device demonstrations for federal healthcare providers and staff.
- Identify and engage new accounts or departments to expand patient access and drive growth.
Operational & Contracting Support
- Navigate and support VA/DoD purchasing pathways including ECAT, GSA, and other procurement systems.
- Collaborate with internal operations to ensure accurate and timely processing of federal purchase orders (POs).
- Maintain awareness of account-level formulary status, purchasing trends, and utilization data to inform business planning.
- Ensure compliance with all applicable federal acquisition regulations (FAR) and company contracting requirements.
Cross-Functional Collaboration
- Partner closely with Market Access, Medical Affairs, and Reimbursement teams to support VA/DoD-specific access and training initiatives.
- Communicate field insights, customer feedback, and emerging opportunities to the Government Account Director and broader commercial organization.
- Collaborate with Marketing and Education teams to execute programs, materials, and events tailored to federal audiences.
- Represent Theranica at local and regional government healthcare meetings, conferences, and professional events.
Customer Experience & Compliance
- Deliver exceptional service to all accounts, ensuring a positive experience for healthcare professionals and patients.
- Maintain up-to-date knowledge of Nerivio clinical data, therapeutic value, and safety profile.
- Operate with the highest standards of ethics, integrity, and compliance, adhering to all Theranica policies and federal regulations.
Qualifications & Requirements
- Bachelor’s Degree or equivalent experience required
- 5 years of successful experience in medical device, pharmaceutical, or healthcare sales, with 2 years in government/federal accounts (VA, DoD, IHS, or other Federal Health Systems).
- Strong knowledge of VA and DoD healthcare structures, procurement systems (ECAT, GSA), and formulary processes.
- Proven track record of building relationships and driving utilization within complex federal healthcare systems.
- Excellent communication, presentation, and account management skills.
- Strong analytical and planning abilities to manage large territories and multiple accounts.
- Demonstrated collaboration and cross-functional teamwork in a fast-paced, early-stage environment.
- Ability to travel up to 50%, including overnight travel.
- Must be able to lift up to 25 pounds for product and event materials.
About Theranica
Theranica is a digital therapeutics company pioneering wearable, drug-free treatments for migraine and other idiopathic pain conditions. Our mission is to bring relief to pain sufferers through neuroscience-backed, FDA-cleared solutions that are safe, effective, and accessible - including for our nation’s Veterans, active-duty service members, and their families.