CMS Business Development and Sales Leader

ICF seeks an experienced Business Development and Sales professional to support our rapidly expanding portfolio of work across CMS. The individual will drive new revenue, expand our pipeline through opportunity identification and qualification, and partner with our Line of Business Leader to refine our strategy and collaboratively win new work at CMS.

This role will be based in the Baltimore, MD, Washington DC area. Travel to client sites, ICF offices in Rockville, MD and Reston VA, and conferences will be required.

ICF is a mission-driven company filled with people who care deeply about improving the lives of others and making the world a better place. Our core values include Embracing Difference; we seek candidates who are passionate about building a culture that encourages, embraces, and hires dimensions of difference. 

Key Responsibilities:

• Leverage existing and build new relationships to expand ICF’s network and reputation with CMS clients and potential partners through active participation in industry events, conferences, and individual meetings.
• Use your deep and current connections, relationships, and insights with CMS to fully understand their current and upcoming needs. Identify emerging client needs and partner with client and ICF’s cross-cutting capabilities to create opportunities for growth.
• Develop and implement the CMS growth strategy in collaboration with Line of Business and Portfolio Leaders.
• Ensure an aligned and coordinated presence and messaging to CMS prospects and business partners, ensuring optimal cross-selling of all relevant ICF capabilities and expertise to prospective clients. 
• Expand the opportunity pipeline by identifying new opportunities in partnership with the market research team.
• Achieve sales of at least $10M per year (total contract value) annually.
• Lead and/or support qualification of new opportunities by (1) connecting (either personally or via other staff within the business) with potential clients and contracting officers (2) collecting competitive intelligence, and (3) conducting opportunity research with support from market research team to develop win strategies.
• Participate in all phases of capture for new strategic opportunities through client engagement, partner engagement, and solution development to enhance win probability.
• Lead capture efforts for smaller, high potential new opportunities.
• Contribute to solution development and client engagement for recompetes.
• Participate in color team reviews for proposals.
• Inform development of marketing strategy.
• Leverage existing and build new relationships to expand ICF’s network and reputation with federal clients and potential partners through active participation in industry events, conferences, and individual meetings.
• Attend Government hosted meetings that are typically in DC.

Required Qualifications and Experience:

• 10+ years of experience in federal business development and sales.
• 10+ working with CMS.
• 10+ years working in a consulting/professional services firm.
• Demonstrated experience achieving sales of at least $10M per year (total contract value) in each of the past 3 years. (Net New Sales)
• 10 + years of success in capture of new opportunities through development of client relationships, solution, teaming strategy, recruitment strategy, and competitive intelligence gathering, including ultimately developing proposal strategy and coaching proposal writers.
• 5+ years of pipeline management experience as demonstrated through simultaneous management of opportunities at all stages of the growth lifecycle totaling at least $150M.
• 10+ Years of experience qualifying opportunities, preparing executive briefing materials, and developing a notional win strategy to secure capture and proposal resources.
• Deep and current relationships with CMS clients and proven ability to develop relationships where none exist.
• 5+ years of proven experience developing partnerships, negotiating agreements, and collaboratively working with other firms to secure new work.
• Ability to lead and support business intelligence gathering and market analysis.

Preferred Qualifications:

• Demonstrated experience achieving sales of at least $20M per year (total contract value) in each of the past 3 years.
• Advanced degree in finance, science or health IT-related field.
• Experience in or knowledge of health data management, health services research and policy, and/or health IT.
• 15+ years of experience developing business and achieving sales with CMS clients through relationships developed with subject matter experts, program managers, and procurement officials.
• Demonstrated knowledge of competitors and partners supporting CMS.

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