JOB DESCRIPTION
We have an immediate need for a Business Development Director to join our Business Development team. This role has the responsibility for selling Cognosante solutions and subject matter expertise to state clients and prospects. The Business Development Director will develop new business opportunities for sales, advancing opportunities through the capture cycle, and positioning Cognosante for growth in the states. This role will develop and execute strategies and plans for opportunities/pursuits in states as assigned by the Vice President of State and Local, and is accountable to successfully execute winning capture strategies. Experience with the capture lifecycle is essential and candidate must be able to accurately/objectively develop and validate facts with analysis and present the opportunity business case at management reviews to facilitate business decisions by management. The ability to work in a fast-paced, high-energy environment is a must. The successful candidate will have existing executive and senior management relationships in state organizations and with potential teaming partners.
Responsibilities include:
- Identify leads and make initial customer contact, and coordinate the scheduling of management reviews to determine the viability of pursuing opportunities
- Qualify, research, track and develop leads into viable business opportunities; develop business case for pursuing opportunities and forecasts potential revenue; participate in opportunity identification: bid decision to final submission
- Make clients aware of Cognosante technical and professional capabilities
- Provide subject matter expertise on states and with state contacts that can influence short and long-term revenue generation
- Maintain ongoing relationships with state customer representatives; role may include conducting cold calls
- Lead or support team with competitive intelligence analysis, teaming and solution (technical, management and price)
- Understand risks and critical factors to ensure success in securing or winning business; identify contacts, prime teams and/or teaming partners
- Oversee small and large proposal submission efforts for state solicitations and position Cognosante for competitive bidding; develop win themes, lead storyboards and identify competitive price to win strategy
- Coordinate capture teams, and participate in pre-proposal review teams (Blue, Pink, Red and Gold Teams); familiarity with and ability to participate in all aspects of the proposal development process
- Participate in corporate presentations, client vendor meetings and team initiatives; may act as expert during contract negotiation
- Attend trade shows, conferences, local HIMSS chapter meetings, etc., to represent Cognosante solutions and expertise
REQUIRED SKILLS
- Expert-level knowledge of state healthcare IT is highly desired; knowledge of specific Health IT markets, including HIE, ACO, HIX, FWA and/or ICD-10 is highly preferred
- Extensive knowledge of the state procurement process
- At least 5 years of experience in Business Development and capture selling to state government agencies
- Experience capturing business using various contract vehicles and partnering
- Must be a team player and a consistent, dependable performer with an excellent work ethic, flexible “can-do” attitude, and a results-driven commitment to success
- Must have a proven track record writing at a professional level and ability to produce successful proposals
- Experience in the healthcare industry/healthcare information technology preferred
EDUCATION and/or EXPERIENCE
- Bachelor’s degree (B.A. or B.S.) from four-year college or university
- Readiness to travel up to four days a week
- U.S. citizen
Location: Northeast or West Coast
PLEASE APPLY ONLINE: https://home.eease.adp.com/recruit/?id=1233161