Summary
Directs and coordinates all components for the development of new business as needed to grow revenue for the company within identified markets and solutions. Identifies, pursues, and wins new business. Evaluates marketing plans to meet ever changing market and competitive conditions. Identifies short-term and long-term pursuit approaches. Develops and recommends account plan and marketing approaches, and related changes as needed to reach sales goals and objectives. Prospects and develops leads leading to requests for proposals (RFP's) and sole source opportunities across government and commercial markets.
Location:
Columbia, SC (Remote eligible)
What You'll Do:
Achieve revenue objectives with targeted profit goals through contracting with qualified prospects across assigned markets, including establishing and maintaining relationships with potential direct prospects and key business partners. Ensure sales objectives are met.
Develop, implement, and execute capture and sales account plans in all vertical markets. Work with the company's leadership to align with the company's growth strategy targets and solutions, including recommendations for solution development to effectively differentiate from competition.
Compile and evaluate research on market needs. Analyze needs, prepare and submit proposals to fit those needs leading to new strategic business. Monitor the market to recognize market trends and competitor strategies/outlook. Perform analyses and prepare forecasts and recommendations in the areas of product fit, market penetration, competitive influences, and sales trends, making adjustments as needed.
Develop and maintain proposal and bid processes to ensure compliant and market differentiated winning proposals. Develop proposals and marketing materials to support the company's competitive value proposition in the market. Create and oversee effective marketing materials in all channels (print, trade show, web, and other media) to ensure the company's value is communicated to potential prospects and current customers.
Develop, guide, and direct staff to ensure department performance and productivity objectives are met. Monitor team-based efforts to ensure quality deliverables in support of the company's business development, capture, marketing, and proposal strategies are attained.
Required Education:
Bachelor's
Degree Equivalency:
4 years job related work experience or Associate's and 2 years job related work experience
Required Work Experience:
Minimum 8 years in business development, sales, marketing, and/or capture experience, effectively positioning complex IT solutions to government and commercial entities or other related support and services.
Required Skills and Abilities:
Strong knowledge of marketing and/or consultative sales principles, techniques, and the healthcare IT marketplace. Strong written and oral communication as demonstrated by effective presentations to executive decision makers. Strong analytical and critical thinking capabilities. Proven ability to organize and manage multiple priorities. Ability to work independently, prioritize effectively, and make sound decisions to ensure targeted new business is awarded to the company. Ability to persuade, negotiate, and influence others. Ability to negotiate subcontracting/partner agreements.
Required Software and Other Tools:
Microsoft Office
Preferred Education:
Master's Degree
Preferred Work Experience:
Experience in one or more of the following: Business Process Outsourcing (BPO) services and technology to include hosting, managed services, cloud; workflow management and records management, or core administrative (claims) processing systems or platforms.
Preferred Skills and Abilities:
Demonstrated success in a consultative, complex solutions selling environment. Expert knowledge of the healthcare industry, including commercial health plans, Medicare, Medicaid, and government healthcare programs. Understanding of government procurement processes and federal acquisition regulations (eg FAR). Demonstrated success in marketing and/or selling BPO offerings, service, and technologies in a consultative selling cycle to government and commercial customers. Understanding of healthcare and healthcare-related industry trends, direction and market opportunities, including health care reform, state and federally facilitated health insurance exchanges, ACOs, dual eligible initiatives and commercial health insurers.
Work Environment:
Travel is required to support company revenue closure objectives.
We participate in E-Verify and comply with the Pay Transparency Nondiscrimination Provision. We are an Equal Opportunity Employer.
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