Responsibilities:
- Identify opportunities through client engagement, client and partner networks, and market intelligence tools and data.
- Align opportunity pursuit to company criteria and strategic priorities.
- Opportunity qualification, including validated win themes and solution features, resulting in a larger qualified pipeline and higher PWin pursuits
- Partner with Client Account Leads (CAL) to execute Account Plan and Strategy; Support CAL(s), providing inputs into annual Account Plan(s)
- Secure new client relationships and expand existing relationships through creation of relationship maps and call plans and identifying client decision makers and influencers.
- Identify and support up-sell/cross-sell opportunities from existing contracts
- Support and drive the early phases of capture activities…
- Identify and negotiate with partners and prepare input for NDAs and TAs (working with Contracts)
- Creation of client sales presentation materials and decks. Support the creation of sales/marketing material.
- Identify new opportunities for pursuit, including early identification of opportunities that go to RFP as well as “demand generation” activities that define and shape new opportunities with clients for which Abt is well positioned.
- Maintain and update opportunity management system
- Achieve and exceed annual sales goals. Grow a larger and more qualified sales pipeline, especially digital.
Requirements:
- Bachelor’s Degree and 15 years of experience
- Minimum of 7-10 years’ experience in business development, capture, or equivalent client facing/relationship development role.
- Demonstrated success in identifying, initiating, and nurturing new or ongoing business opportunities at CMS, HRSA, AHRQ, or other HHS and federal health agencies.
- Preference for business development in the areas of digital, data analytics, technical assistance delivery and research/public policy.
- Previous work with CMS, HRSA, AHRQ, or VHA and strong relationships with current Program Leaders and decision-makers
- Strong working knowledge of CMS, HRSA, AHQG, or VHA organizations, mission areas, and programs
- Deep understanding of federal healthcare industry, including knowledge of Medicare, Medicaid, CHIP, health insurance/coverage, access to care, value based care/purchasing, reimbursement and payment models, or healthcare quality measures
- Communication and interpersonal skills including verbal and presentation skills to individuals and groups, internally and externally
- Writing skills to include development of content incorporating key win themes in a clear and concise manner
- Experience with CRM tools
