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VP NIH Account Leader

ExecuNet

This is a Full-time position in Fairfax, VA posted November 21, 2021.

COMPANY seeks a dynamic and highly effective NIH Account Leader that will coordinate across multiple Public Sector portfolios and service capabilities to ensure both delivery excellence and new business growth within our expanding NIH presence.  The NIH Account Leader will be a part of a newly formed organization of account leaders reporting to the Public Sector Group’s Chief Market Innovation and Strategy Officer. 

COMPANY is a $1 billion+ global consulting provider and works across a range of industries to make the world a better place through deep domain expertise, innovative thinking, and technology.  With 40 years of experience in Federal Health, we have a substantial business unit that delivers consulting services and solutions to NIH, FDA, CMS, CDC, ACF, HRSA, SAMSHA, USAID, EPA, DHA, and VA. As we expand our Public Sector go-to-market strategy and scale our account and business development functions, this is an excellent opportunity to join a team that supports COMPANY’s largest business unit and continued focus on Federal Health. Our work is diverse, timely, relevant, and impactful – improving the lives of millions of people at home and abroad every day. 

The ideal candidate will be a proven Federal Health Leader with a track record of superior client service, delivery, and growth and an ability to effectively collaborate with and lead a diverse group of internal stakeholders. This position will work across the PSG leadership team to implement COMPANY’s Federal Health Strategic Growth plan and to develop and implement tactical growth account plans for NIH and high priority target NIH Institutes and Centers (ICs). 

This position will expand upon an already successful portfolio of established and growing customer accounts at NIH, primarily in the areas of infectious disease and epidemiology, digital health, bioinformatics, health IT, survey research, and IT modernization. 

This role will be located in the Washington DC metro area. Travel to client sites, COMPANY offices, and conferences may be required once business travel resumes.

Key Responsibilities:

  • Convene, organize, and motivate NIH Account participants from across the organization to coordinate, collaborate and cross-sell division and service line capabilities into NIH through a common go-to-market framework.
  • Facilitate the effective identification, qualification, and advancement of a multi-year NIH business pipeline of pursuits totaling over $500 million annually.  Identify target opportunities that align with strategic plans and go-to-market strategies
  • Lead NIH Account Team meetings, providing a means to share knowledge, understanding of existing COMPANY program status, clients, NIH priorities, emerging opportunities, competitor positions, and opportunities for client engagement
  • Use your deep and current connections, relationships, and insights with NIH Institutes and Centers to fully understand their current and upcoming needs.
  • Translate evolving Federal agency strategic goals, requirements, operations, and programs into new COMPANY engagements and relationships and demonstrate to clients how COMPANY can resolve their most challenging problems.
  • Represent and ensure an aligned and coordinated presence and messaging to NIH prospects and business partners, ensuring optimal cross-selling of all relevant COMPANY capabilities and expertise to prospective clients. 
  • Assist NIH account participants, BD leads, and capture executives with obtaining key NIH client meetings and representing COMPANY through key conversations, briefings, presentations, or conference moderation/presentations
  • Work closely with leaders across Public Sector Group, including members of the Strategic Growth team, division and line of business leaders, growth and business development managers, capture executives, capability and solution leads, subject matter experts, other COMPANY stakeholders, and external partners to foster a “one COMPANY” approach to meet customer needs. 
  • Play a key role in capture, bid, and proposal processes and demonstrate a deep understanding of federal contracting requirements including the ability to influence acquisition strategies. Ensure support to Capture Executives with client engagement activities, and provide key intelligence and understanding of client needs to support key proposals. 
  • Develop strategic teaming relationships with potential partners—including small business partners, consultants, universities (including HBCUs), and NGOs– to facilitate winning new work.
  • Monitor delivery risk and performance through existing mechanisms and in close cooperation with delivery and operations.
  • Expand COMPANY’s external brand through thought leadership, panel presentations, participation in professional societies, and other activities; engage business line staff in these activities. Promote COMPANY’s brand within the NIH Account and support marketing activities that promote COMPANY’s capabilities with respect to growth strategies.
  • Support organizational capability by developing business line staff capacity in client engagement to increase access to client intelligence.

Basic Qualifications:

  • 10+ years of experience working in and/or supporting NIH (with a focus on health research, digital health, health IT, IT modernization, and digital transformation) with demonstrated success delivery and building work in a professional services / consulting setting
  • At least 5+ years of successful experience in a growth-oriented role, with established relationships across NIH and industry partners. 
  • Strong past-performance leading opportunity identification, deal qualification, call plans, and the development of strategic account plans. 
  • Strong experience supporting capture and proposals, often supporting multiple efforts simultaneously
  • Prior delivery experience working on consulting and professional services projects at NIH.
  • Demonstrated ability to collaborate and foster partnership with business leadership, subject matter experts and external partners to help shape the business strategy, influence senior executives, and challenge the status quo
  • Bachelor’s degree required.

Preferred Qualifications:

  • MPH, MD, or Ph.D. in health-related discipline preferred.

Professional Skills:

  • Positive, pragmatic, and collaborative style, with an ability to motivate teams and generate enthusiasm, train and develop others, and be innovative in accomplishing goals in a large, complex, multi-cultural, and matrixed environment.
  • Strategic but hands-on leader with exceptional organizational, communications, and people management skills.
  • The ability to gain the respect of peers within the COMPANY leadership team, forge strategic alliances, and be able to influence peers across the organization while achieving key growth goals.
  • Strong business and financial acumen; linking COMPANY’s operational and federal health strategy to tactical account plans and activities, and qualified pipeline
  • Experience crafting, iterating, and achieving behavior change and outcomes through Objectives and Key Results (OKRs)
  • Exceptional verbal, interpersonal, and written communication skills and strong analytical, problem-solving, and decision-making capabilities.
  • Sound business ethics, including the protection of proprietary and confidential information.
  • Proficiency in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, TEAMS, and Microsoft Dynamics).