Military Health and DoD Business Development Executive

Job Description

Opportunity

As a Military Health and DoD Business Development Executive, you will be a senior leader driving Abt’s growth strategy. Experience building business in the federal military and civilian health and markets and in-depth familiarity with associated Federal agencies, including DoD, DHA, and VA, that will allow you to be 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 build a pipeline of qualified, addressable opportunities that supports the portfolio’s growth 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.

Core 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.
• Lead the development and execution of an Account Plan and Strategy for military health and DoD.
• 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 RFI responses
• Support and drive later stages of capture, including:
  • Supporting more detailed solutioning, pricing, price-to-win activities
  • Participating in color team reviews
  • 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 Value

• Bachelor’s Degree and 15 years of relevant experience or a Master's degree and 12 years of relevant experience.
• Minimum of 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 DoD, DHA, and VA.
• Strong working knowledge of the Federal government’s sales cycle and demonstrated experience working across different phases of that cycle to identify, qualify, capture, and win opportunities
• Preference for business development in the areas of digital innovation and low-code, no-code platforms such as Salesforce, Pega, and Appian; data analytics, technical assistance delivery