Corporate

Director of Business Development – Defense Health Agency (DHA)

Department: Growth

Reports To: Growth Leadership

FLSA Status: Exempt

Travel: Up to 50% travel may be required for this role

Join Our Team and Drive Growth in Federal Healthcare

Position Summary

LUKE is seeking an experienced Director of Business Development – Defense Health Agency (DHA) to lead growth efforts focused exclusively on the Defense Health Agency and the Military Health System.

This is a senior, externally focused growth position for an established federal healthcare business development professional who brings existing, active relationships within DHA and the broader military healthcare community.

We are looking for someone who knows the DHA market, understands the decision-makers, and can make an immediate impact.

The successful candidate will already understand the DHA customer environment and have demonstrated relationships with key stakeholders at the installation, program, requirements, acquisition, and contracting levels. This individual will maintain a strong presence in the market, routinely meeting with customers and industry partners and traveling to military installations, industry events, conferences, and other locations where DHA requirements and acquisition strategies are being shaped.

As the Director of Business Development – Defense Health Agency (DHA), you will own the strategy and execution required to expand our presence with DHA and the Military Health System, to include identifying opportunities early, developing customer intelligence, shaping growth strategies, building strategic relationships, and converting those efforts into measurable business growth.

This is not an entry-level relationship-building role. LUKE is seeking an individual who can leverage an established DHA network and begin contributing to the company's growth strategy immediately.

What You'll Do – Key Responsibilities

• Develop and execute LUKE's DHA-focused business development strategy and pipeline.
• Leverage established relationships across DHA, the Military Health System, military treatment facilities (MTFs), acquisition organizations, contracting offices, program offices, and other relevant DoD healthcare stakeholders.
• Maintain regular in-person engagement with customers, decision-makers, influencers, acquisition professionals, and industry partners.
• Map how customers plan, fund, and acquire services by navigating budgeting, procurement, and acquisition processes to win opportunities.
• Identify new opportunities well in advance of formal solicitations and provide actionable intelligence to LUKE leadership.
• Build and maintain a qualified DHA opportunity pipeline aligned with LUKE's capabilities and strategic growth objectives.
• Lead capture strategies that generate, qualify, pursue, and win new opportunities. Shape customer requirements through targeted stakeholder engagement, build compelling capture plans, and consistently achieve bookings growth and revenue targets.
• Work closely with Growth, Operations, Recruiting, Finance, Contracts, and executive leadership to assess opportunities and develop competitive solutions.
• Participate in customer meetings, industry days, conferences, association events, site visits, and other forums relevant to DHA and federal healthcare contracting.
• Drive partner collaboration for customer-specific opportunities by leading engagement across external partners and internal stakeholders.
• Monitor DHA acquisition activity, recompetes, contract vehicles, competitor activity, market trends, and changes in customer priorities.
• Support proposal activities by providing customer knowledge, competitive intelligence, win themes, and strategic positioning.
• Maintain accurate pipeline information, opportunity forecasts, customer engagement activity, and business development metrics.
• Provide regular updates to executive leadership regarding customer intelligence, emerging requirements, pipeline health, capture activities, and anticipated awards.
• Represent LUKE professionally and ethically in all interactions with government customers, partners, and industry representatives.

 What We're Looking For

Required Qualifications

• Significant business development, capture, growth, or federal sales experience within the Defense Health Agency, Military Health System, DoD healthcare, or closely related federal healthcare contracting environment.
• Established and current relationships within DHA and the military healthcare community are required.
• Demonstrated ability to gain access to and maintain relationships with government customers, acquisition stakeholders, contracting personnel, program leadership, and industry partners.
• Strong understanding of the federal government contracting lifecycle, including opportunity identification, acquisition planning, capture, solicitation, proposal, award, and recompete.
• Demonstrated track record of identifying, developing, pursuing, and winning federal government business.
• Experience developing and managing a meaningful federal opportunity pipeline.
• Ability to understand customer requirements and translate market intelligence into actionable business development and capture strategies.
• Strong knowledge of federal procurement practices and the competitive government contracting environment.
• Exceptional relationship-building, communication, presentation, negotiation, and executive-level interpersonal skills.
• Ability to operate independently and spend significant time externally with customers and industry partners.

Preferred Qualifications

• Direct experience supporting or pursuing DHA healthcare staffing, clinical services, professional services, workforce solutions, or related healthcare requirements.
• Existing relationships across multiple DHA markets, military treatment facilities, program offices, acquisition organizations, and contracting activities.
• Experience working with DHA contract vehicles, IDIQs, task-order environments, and large federal healthcare procurements.
• Experience with both prime and subcontracting strategies.
• Familiarity with SAM.gov, GovWin or similar federal opportunity intelligence platforms.
• Experience developing strategic teaming arrangements and partnerships within the federal healthcare market.

Success in This Role

Success will be measured by the Director's ability to expand LUKE's presence within DHA and produce sustainable, measurable growth. Key indicators will include:

• Development of a strong and qualified DHA pipeline.
• Funded requirements created or influenced.
• Depth and quality of customer relationships and engagement.
• Access to key stakeholders and decision-makers.
• Successful positioning of LUKE prior to solicitation release.
• Progress against named strategic campaigns.
• Contract awards and revenue growth attributable to DHA business development efforts.
• Effectiveness of teaming and strategic partnerships.
• Accuracy of pipeline forecasting and market intelligence.

Compensation Philosophy

LUKE intends for this position to include a competitive base salary combined with a significant performance-based compensation opportunity.

The incentive structure will be designed to directly reward measurable business development results and successful growth. The model is intended to provide meaningful upside for exceptional performance rather than functioning as a traditional capped annual bonus program.

Specific performance measures and incentive terms will be established separately as part of the compensation plan.

Ready to Make an Impact?

If you are an established federal healthcare business development professional with strong DHA relationships, a proven record of winning government business, and the drive to build something meaningful, we want to hear from you.

Join LUKE and help shape the future of our federal healthcare growth.

Apply today!