Business Development Executive- CDC/NIH
Abt Global, Rockville, MD, United States
Overview
The Opportunity
As a Public Health Business Development Executive, you will drive Abt’s growth strategy with key clients. Experience building business in the public health markets and in-depth familiarity with Federal agencies, including CDC, NIH, and FDA, will allow you to grow new business and increase Abt’s impact. You should have superlative client relationship development skills and experience that includes pipeline creation and qualification, business development capture, proposal management, client buyer value and win theme definition, teaming and partnering, and competitive positioning. You will collaborate with other growth-focused team members to identify, qualify, assess, and win high priority business opportunities. These opportunities will primarily focus on opportunities with new clients (i.e., ‘white space market areas’), but could also include new opportunities with existing clients. In this role your focus is to generate sales, build/sustain a pipeline of qualified, addressable opportunities that supports the portfolio’s growth and is equivalent to at least 3x of sales plan in line with long-range strategies and plans. You will meet with clients, build relationships with key partners, develop winning bid strategies, including crafting key inputs into solutioning, pricing, teaming, and staffing, and identify resources and requirements to pursue, bid and win. What We Value Responsibilities
Work against a sales goal in support of a larger account plan 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 Lead the development and execution of an Account Plan and Strategy for CDC and NIH 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, including: Identifying customers’ strategic priorities, goals, pain points, needs Working with Solution Architects to identify and shape high level solutions Defining competitive landscape and Abt positioning relative to competition Define the initial “Why Abt” rationale, teaming strategy Creation of materials for Division leadership, Bid Board for go-no-go determinations Lead content creation for submission to potential buyers, clients, and for government requests (RFI, market research, sources sought, solicitations, etc.) Support and drive later stages of capture, including: Supporting more detailed solutioning, pricing, price-to-win activities Participating in color team reviews and supporting B&P Leading/participating in Black Hat/competitive assessments 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 Develop business development skills of key staff What We Offer
We foster an environment where you can Thrive Your Way. Our innovative total rewards programs are designed to help balance your work and personal life. The approach toward your wellbeing centers around comprehensive benefits, flexible schedules, and professional development. Abt Global Inc. is an Equal Opportunity employer committed to fostering an inclusive work environment. Abt provides market-competitive salaries and comprehensive employee benefits. This position offers an anticipated annual base salary range of approximately $140,000 to $185,000 and may vary by ten percent depending on candidate geographic location. This position is also eligible for Abt's Win Team Incentive Plan. Salary offers are made based on internal equity and market analysis. Disclaimer: Abt will never ask candidates for money in exchange for an offer of employment.
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The Opportunity
As a Public Health Business Development Executive, you will drive Abt’s growth strategy with key clients. Experience building business in the public health markets and in-depth familiarity with Federal agencies, including CDC, NIH, and FDA, will allow you to grow new business and increase Abt’s impact. You should have superlative client relationship development skills and experience that includes pipeline creation and qualification, business development capture, proposal management, client buyer value and win theme definition, teaming and partnering, and competitive positioning. You will collaborate with other growth-focused team members to identify, qualify, assess, and win high priority business opportunities. These opportunities will primarily focus on opportunities with new clients (i.e., ‘white space market areas’), but could also include new opportunities with existing clients. In this role your focus is to generate sales, build/sustain a pipeline of qualified, addressable opportunities that supports the portfolio’s growth and is equivalent to at least 3x of sales plan in line with long-range strategies and plans. You will meet with clients, build relationships with key partners, develop winning bid strategies, including crafting key inputs into solutioning, pricing, teaming, and staffing, and identify resources and requirements to pursue, bid and win. What We Value Responsibilities
Work against a sales goal in support of a larger account plan 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 Lead the development and execution of an Account Plan and Strategy for CDC and NIH 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, including: Identifying customers’ strategic priorities, goals, pain points, needs Working with Solution Architects to identify and shape high level solutions Defining competitive landscape and Abt positioning relative to competition Define the initial “Why Abt” rationale, teaming strategy Creation of materials for Division leadership, Bid Board for go-no-go determinations Lead content creation for submission to potential buyers, clients, and for government requests (RFI, market research, sources sought, solicitations, etc.) Support and drive later stages of capture, including: Supporting more detailed solutioning, pricing, price-to-win activities Participating in color team reviews and supporting B&P Leading/participating in Black Hat/competitive assessments 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 Develop business development skills of key staff What We Offer
We foster an environment where you can Thrive Your Way. Our innovative total rewards programs are designed to help balance your work and personal life. The approach toward your wellbeing centers around comprehensive benefits, flexible schedules, and professional development. Abt Global Inc. is an Equal Opportunity employer committed to fostering an inclusive work environment. Abt provides market-competitive salaries and comprehensive employee benefits. This position offers an anticipated annual base salary range of approximately $140,000 to $185,000 and may vary by ten percent depending on candidate geographic location. This position is also eligible for Abt's Win Team Incentive Plan. Salary offers are made based on internal equity and market analysis. Disclaimer: Abt will never ask candidates for money in exchange for an offer of employment.
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