Abt Associates Public Health Business Development Executive in Atlanta, Georgia
As a Public Health Business Development Executive, you will be a senior leader driving Abt’s growth strategy. Experience building business in the federal public health markets and in-depth familiarity with associated Federal agencies, including CDC, NIH, FDA, Military Health and related state agencies 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 partner with Client Account Leads and other growth-focused team members to identify, qualify, assess, and win high priority business opportunities. These opportunities will include new opportunities with existing clients as well as new opportunities with new clients (i.e., ‘white space market areas’). 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.
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
Partner with Client Account Leads (CAL) to execute Account Plan and Strategy; Support CAL(s), providing inputs into annual Account Plan(s)
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
Liaising with Abt Horizontals 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
As needed, support and drive later stages of capture, including:
Supporting more detailed solutioning, pricing, price-to-win activities
Providing support to proposal management process, including providing key inputs into written response.
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 experience
Minimum of 7-10 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 CDC, NIH, FDA, Military Health, and related state agencies.
Preference for business development in the areas of digital, data analytics, technical assistance delivery and research/public policy.
Previous work with CDC, NIH, FDA, or Military Health organizations and strong relationships with current Program Leaders and decision-makers
Strong working knowledge of CDC, NIH, FDA, Military Health organizations, mission areas, and programs
Deep understanding of federal public health market, including but not limited to knowledge of infectious disease, pandemics, disease prevention and detection, health security, chronic disease, opioids, and HIV.
Communication and interpersonal skills including verbal and presentation skills to individuals and groups, internally and externally
Writing skills to include development of content incorporating key win themes in a clear and concise manner
Superior proficiency with Microsoft Office tools (e.g., Word, PowerPoint, Excel, Teams, etc.)
Experience with CRM tools
Abt Associates is an Affirmative Action/Equal Opportunity employer committed to fostering a diverse workforce. Abt Associates provides market-competitive salaries and comprehensive employee benefits. Local candidates strongly encouraged to apply.
Disclaimer: Abt Associates will never ask candidates for money in exchange for an offer of employment.
This position offers an anticipated annual base salary range of approximately $185,000 to $250,000, and may vary by ten percent depending on candidate geographic location. Salary offers are made based on internal equity and market analysis.
#LI-AL1 #LI-HYBRID #LI-REMOTE
Abt Associates is a mission-driven, global leader in research and program implementation in the fields of health, social and environmental policy, and international development. Known for its rigorous approach to solving complex challenges, Abt Associates is regularly ranked as one of the top global research firms and one of the international development innovators. The company has multiple offices in the U.S. and program offices in more than 40 countries.
At Abt Associates, we are committed to creating a lasting culture of equity, diversity and inclusion and recognize that in order to achieve full participation, our practices must be free of prejudice, discrimination, and bias that result in inequitable outcomes. We are actively working to advance equity for everyone, and while we still have much work to do, we know that racial and cultural diversity are an asset to our business and the communities where we live and serve. Our ongoing commitment is focused on creating business practices that advance racial and social equity, investments in community impact programs for the benefit of Black, Indigenous, and people of color (BIPOC), and expand upon project work related to racial equity and social justice.
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