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Senior Director - Business Development, HHS

Company: Demo - Maximus
Location: Reston
Posted on: September 18, 2022

Job Description:

Job Summary
This position will work exclusively to drive revenue by selling specifically to the Federal Government sector targeting Health Agencies, specifically the Department of Health & Human Services (HHS) with primary focus on the Administration for Children and Families (ACF), National Institutes of Health (NIH), Office of the Assistant Secretary for Preparedness and Response (ASPR), Food and Drug Administration (FDA), Indian Health Services (IHS), and potentially others.As a key leader of the Maximus Federal Sales and Business Development team, this position reports to the Vice President, Business Development & Sales for Federal Health. This position is responsible for responsible for generating, qualifying, and closing new business for the company in our target business areas. It is paramount this individual has a deep understanding of Health Information Technology (IT) programs, government public health programs and issues, and business process outsourcing programs within HHS. This is an individual contributor role.Since 1975, Maximus has operated under its founding mission of Helping Government Serve the People, enabling citizens around the globe to successfully engage with their governments at all levels and across a variety of health and human services programs. Maximus was recently again ranked in 2021 by Washington Technology magazine as a Top 5 Federal Contractor for Systems Integration; Maximus is the leading provider of integrated citizen engagement center services to government agencies; and is a market leader in innovative business process management (BPM) services and technology solutions that contribute to improved outcomes for citizens and higher levels of productivity, accuracy, accountability, and efficiency of government-sponsored programs. This individual will also sell Maximus Public Health services expanding our current footprint in the government market.With more than 35,000 employees worldwide, Maximus is a proud partner to government agencies in the United States and throughout the world.Duties and Responsibilities include:Build and maintain an active pipeline of qualified opportunities at HHS through existing relationships, cold calling, attending industry trade shows, working with business consultants and partners, and meeting with clientsDevelop, drive and mature a set of key top opportunities such that an annual signings goal greater than $20M is achieved by submitting a minimum of 3x that value annually in competitive proposals to the Government for evaluation. Aggressively and dynamically work each opportunity with thorough, complete, and repetitive customer meetings to ensure Maximus proposal demonstrates understanding of the customers objectives, their challenges, their environment, and their budget. Develop winning sales strategies by leading and working in a team-oriented selling environment that includes delivery, business consultants, subject matter experts, and managementDevelop and deliver client-facing presentationsWrite effectively and work as a key part of the proposal development team, including anticipating how market and competitive factors will influence the selling of Maximus Federal offerings and servicesEstablish and maintain the best possible long-term relationship with each prospect and customer so as to maximize future revenue opportunities. Included are meaningful business relationships with "C" level government executivesProfessional Experience/QualificationsThe ideal candidate will possess many of the following specific qualifications and experiences:12+ years of related experience 6+ years of progressive executive sales/business development experience in complex sales of services and solutions supporting HHS with a demonstrated history of successThe ideal candidate has a strong technical background and/or years of selling technical solutions, can communicate effectively with clients and partners with comprehensive knowledge of technical services from concept to delivery, and has the ability to relay the requirements between clients and technical SMEs.Proven track record of signing new business opportunities in a government contracting space with opportunities larger than $25M Functional and organizational knowledge of HHS, specifically how HHS operates. Knowledge of contract vehicles and proven experience within HHS. Experience selling to or working with HHS for at least the last 5-7 years Proven knowledge of U.S. Government procurement process and Lobbying compliance at all levels of GovernmentExtensive experience selling to multi-divisional, inter-agency teams, and "C" level buyers (CEO, CIO, CFO, Department Directors, etc.)Proven competency and demonstrated understanding of Federal government operations and contacts and developing best value solutions for Federal governmentExperience with effective management of large-scale contract bids, negotiations, and client relations Displays leadership, business judgement and strategic thinking to anticipate market direction and client needs to propose winning solutions Ability to identify new markets and new business opportunitiesAbility to function well in a fast-paced environmentAbility to work collaboratively in an executive environmentExcellent written and verbal communication skillsUnquestioned personal integrity and ethical behaviorsAbility to travel up to 25% of the timeDesired CharacteristicsAbility to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goalsExcellent business strategy instincts able to function well in a competitive, changing environmentEffective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutionsExcellent organizational and leadership skillsA personal style which encompasses a consultative approach to customer relationship managementIntellectual curiosity, a strong work ethic and commitment to a superior work productDemonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiatorsExcellent verbal and written communication skillsWith full accountability for results, this person must be willing to exert themselves over sustained periods of time to accomplish their professional and personal goals while maintaining a strong level of mutual respect for peers, colleagues, and direct reports. They must set the standard for personal integrity, honesty, teamwork, and public accountability and motivate the entire team to the highest levels of commitment and personal effort.The successful candidate will possess an established professional reputation for excellence in services rendered, and the highest levels of personal integrity. EducationA Bachelor's Degree from an accredited college or university is required; a technical or business degree is strongly preferred. A Masters degree is preferred.Education and Experience Requirements
Essential Duties and Responsibilities:
- Perform annual review of sales processes and documentation for effectiveness, and assist management in understanding where blockages, inconsistencies or confusion are.
- Identify opportunities for sales process improvements.
- Hire, retain, train, coach, guide, direct, and develop direct reports using company-wide processes, tools and resources.
- Assist with sales forecasting, planning, and budgeting processes.
- Provide leadership and counsel to the sales organization and executive management regarding implementing sales organization objectives that reflect business goals.
- Work with sales team to ensure accuracy and timely distribution of sales and management reports.
- Review reports for effectiveness and make recommendations and/or revisions to existing reports as needed.
- Create training on all current and new sales operations initiatives.
- Create and coordinate a training delivery plan for the development and enforcement of sales operations process and improvements.
- Work with executive management on the performance measurements required to ensure success for the organization.

Minimum Requirements:
- Bachelor's degree required, five (5) years of people management experience, twelve (12) years of experience in the related field.MAXIMUS Introduction
Since 1975, Maximus has operated under its founding mission of Helping Government Serve the People, enabling citizens around the globe to successfully engage with their governments at all levels and across a variety of health and human services programs. Maximus delivers innovative business process management and technology solutions that contribute to improved outcomes for citizens and higher levels of productivity, accuracy, accountability and efficiency of government-sponsored programs. With more than 30,000 employees worldwide, Maximus is a proud partner to government agencies in the United States, Australia, Canada, Saudi Arabia, Singapore and the United Kingdom. For more information, visit https://www.maximus.com.As a large employer and Federal contractor, Maximus is subject to various vaccine mandates across our lines of business. Maximus is committed to complying with any applicable vaccine mandates. The specific vaccine requirements for this position will be outlined throughout the selection process. Individuals who believe they may qualify for a medical or religious accommodation will have the opportunity to apply for an accommodation following an offer of employment.EEO Statement: Active military service members, their spouses, and veteran candidates often embody the core competencies Maximus deems essential, and bring a resiliency and dependability that greatly enhances our workforce. We recognize your unique skills and experiences, and want to provide you with a career path that allows you to continue making a difference for our country. Were proud of our connections to organizations dedicated to serving veterans and their families. If you are transitioning from military to civilian life, have prior service, are a retired veteran or a member of the National Guard or Reserves, or a spouse of an active military service member, we have challenging and rewarding career opportunities available for you. A committed and diverse workforce is our most important resource. Maximus is an Affirmative Action/Equal Opportunity Employer. Maximus provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status or disabled status.

Keywords: Demo - Maximus, Reston , Senior Director - Business Development, HHS, Executive , Reston, Virginia

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