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 clients
•Develop, 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 customer's 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 management
•Develop and deliver client-facing presentations
•Write 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 services
•Establish 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 executives
Professional Experience/Qualifications
The 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 success
•The 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 Government
•Extensive 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 government
•Experience 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 opportunities
•Ability to function well in a fast-paced environment
•Ability to work collaboratively in an executive environment
•Excellent written and verbal communication skills
•Unquestioned personal integrity and ethical behaviors
•Ability to travel up to 25% of the time
Desired Characteristics
•Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals
•Excellent business strategy instincts - able to function well in a competitive, changing environment
•Effective problem-solving skills, one who anticipates issues and seeks out and analyzes information collaboratively to propose solutions
•Excellent organizational and leadership skills
•A personal style which encompasses a consultative approach to customer relationship management
•Intellectual curiosity, a strong work ethic and commitment to a superior work product
•Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a focus on understanding how to leverage technology differentiators
•Excellent verbal and written communication skills
•With 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.
Education
•A Bachelor's Degree from an accredited college or university is required; a technical or business degree is strongly preferred.
•A Master's degree is preferred.
Essential Duties and Responsibilities:
• Perform annual review of sales processes and documentation for effectiveness, and assist management in und.