Director of Federal Channels
DexCom 20 reviews - San Diego, CA

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Job Description:
Represent Dexcom, Inc. products to Federal organizations
on a National level. Expand medical policy to accelerate
DOD/VA acceptance of CGM as Standard of Care. Develop
and maintain contracts with the VA and DOD systems
initially, expanding to other Federal Channels as
Responsible for the creation and pull-through of the
Dexcom VA / DoD sales plan, short and long term. This
position is responsible for aligning local strategies
and tactics with corporate goals and objectives for
targeted Federal and State accounts throughout the US.

Additional responsibilities:
  • Facilitate and support reimbursement access for Dexcom
within the assigned VA/DoD/Federal Accounts.
  • Proactive and strategic relationship building in the
VISN, PBM, MTF, and DoD PEC accounts at national and
influential regional levels. Demonstrate an extensive
understanding of the payer environment, legislation,
policies, and internal/external teamwork..
  • Establish and maintain effective business
relationships with account based physicians, nurses,
ancillary personnel, to sell Dexcom CGM products and
provide clinical and updated product information.
Utilize corporate programs and other partnership
opportunities with VA/DoD account to develop customer
  • Active collaboration with Sales, managed markets
leadership and Territory Business Managers to coordinate
and drive VA/DoD shared sales plans
  • Maintain a scientific understanding of Dexcom products
and clinical data. Control expenses within a defined
budget, and maintain and protect assigned company
property. Handle expense reports, IT tools, and stay
current on product information.
Work requires significant local and overnight travel to
current and potential clients (50% travel). This
requires the possession of a valid state driver’s
license. Also requires willingness to work a flexible
schedule which may include weekends and/or evening work.
Bachelor's degree (B. A.) from four-year College or
university required; 5+ years of experience in medical
sales with experience calling on Federal customers.
Experience with pharmacy benefits and PBMs preferred.
In-depth understanding and application of the selling
process, diabetes disease management practices,
understanding of the healthcare delivery and
reimbursement market in the U.S., and basic business
Collaboration: Works well with others, is influential
and persuasive
Communication: Ability to listen and respond
appropriately, ask questions, presents in clear and
concise manner
Time Management/Organization: Plans, organizes and
prioritizes appropriately
Execution: Executes plans with sense of urgency, goal
Presentation Skills – ability to develop and deliver
presentations designed to deliver specified outcomes
Money motivated, driven, sense of urgency, passionate
about success, creative, confident, and goal oriented,
persistent and a team player.
Division/Department : 56-Sales
% of Travel Required : 40-50%
# of Openings : 1

About this company
20 reviews
Founded in 1999, Dexcom, Inc provides continuous glucose monitoring technology to help patients and their clinicians better manage diabetes....