Client Account Lead - FDA/NIH

The World at Abt

Solving the world’s most pressing issues and improving the quality of life for people worldwide is what we do every day at Abt Global. Creating a more equitable and sustainable world is no small task, but we are driven by big challenges.

We are a team of 3,000+ people in over 50 countries working in unison and focused on the bigger picture. Only by sharing our commitment and energy do we affect change and push the boundaries of what’s possible. We welcome diverse ideas, backgrounds, and viewpoints – joining Abt means access to exceptional thinkers at the top of their game.

To thrive at Abt is to embrace flexibility and freedom. We’ll enable your entrepreneurial spirit to design your work as you deem fit, balancing your work and personal life as needed to optimize personal well-being. Creating a more equitable world starts from within – we look after people around the world, and we’ll do the same for you.

Ready to embrace rewarding and meaningful work? Now’s your chance.

The Opportunity 

As the Client Account Lead- NIH/FDA you will hold a key leadership position within the US Domestic Division and report to the Vice President of Public Health Portfolio. You will manage project leaders and account-aligned senior experts.  Your team is responsible for the cross-functional matrixed management of project delivery and technical staff. You will drive growth through cultivating client relationships, establishing new business opportunities, overseeing project health, and selling all Abt’s capabilities and offerings. To ensure our clients get the best of Abt, you will drive growth in Abt’s 4 core capabilities (research, monitoring, & evaluation; technical assistance and implementation; digital and data services; and equity) into the NIH/FDA account to meet financial targets and position Abt for future growth and greater mission impact.  This includes disseminating client priorities to key internal stakeholders, helping to inform capability roadmaps, prototypes, proofs of concept, marketing campaigns, and talent acquisition and development strategies. Ultimately you will be a key contributor in growing Abt’s mission impact and financial health.

Core Responsibilities 

• Develops and executes the client account plan and develops and implements a growth strategy for the account.
• Accountable for obtaining, representing, and incorporating  voice of the customer (customer pain points, buyer values) considerations into solutioning, win theme development, competitive positioning and price to win activities.
• Consistently and frequently disseminates client intelligence, priorities, satisfaction or dissatisfaction to ensure internal stakeholders are developing and executing on solution roadmaps geared towards solutions, project and technical delivery that leads to achieving and exceeding financial and mission objectives centered around client priorities.
• Drives growth by collaborating with Division, Department and Capability resources to build, maintain, and progress a healthy pipeline of opportunities within the client account. In doing so, delivers a strong book-to-bill ratio, strong re-compete and new business win percentages, and YoY new business growth.
• Develops accurate quarterly financial forecasts for the account and develops and executes plans to correct any variances from the account’s yearly financial plan. 
• Responsible for meeting or exceeding financial targets in the areas of sales, revenue, contract profit and contract margin and develops and executes plans to correct variances in metrics. 
• Acts as, or oversees the activities of, the “Opportunity Owner or Lead” for new pursuits, which may include directly or indirectly supporting capture, bid board, and proposal development activities. Provides input into negotiating the scope, pricing, and resourcing of pursued work.
• Executes client call campaigns, attends in person client meetings, and develops and maintains relationships with current and new client decision makers.
• Develops and expands client relationships through advisory interactions and thought leadership.
• Works with Abt horizontals (i.e., RM&E, TA&I, DDS, and Equity) and departments (e.g., Business Development, MarComm, Contracts) to build sales and marketing plans and pitches, white papers, and targeted campaigns related to salient client needs and topics.
• Manages project management professionals who have responsibility and accountability for project financial health and for leveraging matrixed capabilities to maximize client satisfaction, quality of delivery and business growth. Ensure the team meets project delivery commitments – mission, scope, schedule, deliverable quality- and client expectations.
• Manages account aligned technical and subject matter experts and ens