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Job Details


Deloitte

Government Public Services (GPS) - Client Relationship Executive (CRE) - National Institutes of Health (23915)

Executive

Executive Director

Yearly

No

Washington, Washington DC, United States

Client Relationship Executive - National Institutes of Health (Relationship & Sales Excellence)

Are you driven by a passion to improve public health? Do you have the ability to spearhead a broad range of business development initiatives that advance science for all Americans. Do you excel in cultivating business relationships with a diverse set of clients across the National institutes of Health? If so, a career as a Client Relationship Executive in Deloitte's Government & Public Service (GPS) Practice could be the role of a lifetime for you.

Deloitte is seeking high performing candidates with an entrepreneurial spirit, significant NIH experience, strong relationship management skills and a proven track record of combining a passion for the mission of the NIH with professional business development success.

As a National Institutes of Health Client Relationship Executive, you will:

  • Drive targeting efforts across the NIH's 27 Institutes and Centers, each with a specific research agenda, disease focus or business function
  • Demonstrate valuable industry/sector perspectives, considering the client's mission and high priority business issues
  • Develop strategic and tactical plans to generate revenue
  • Demonstrate a broad understanding of Deloitte's capabilities and collaborate with account team and Deloitte's cross-disciplinary teams to bring innovative solutions to address client issues
  • Build and sustain relationships across the account with key executives to generate new business opportunities
  • Bring a deep understanding of the client's procurement process
  • Influence key decision-makers at all levels to position Deloitte for success
  • Lead solutioning processes and discussions that result in strategic alternatives based on client history, organization challenges and financial and technical considerations
  • Assist the account team with qualifying, advancing, increasing probability to win and closing new opportunities
  • Identify and develop relationships with relevant business partners. e.g. small businesses, technology partners, academic/clinical organizations and/or SMEs
  • Demonstrate effective account communications and processes and play a leadership role in pursuits and an oversight role in the development of proposals
  • Work closely with Deloitte's Lead Client Service Partner (LCSP) to ensure that the client business and financial plan is developed, monitored and that pursuit processes are consistently executed across the account
  • Provide account and pursuit teams with deep knowledge of the client's engagement history, culture, organizational structure, competitive landscape and differentiators from the client's perspective
  • Foster the business development growth of others
  • Understand and apply quality control and risk procedures in all areas of business development

The Team

Transparency, innovation, collaboration, sustainability: these are the hallmark issues shaping government initiatives today. Deloitte's GPS practice is passionate about making an impact with lasting change. Carrying out missions in the GPS practice requires fresh thinking and a creative approach.

We collaborate with teams from across our organization and the broader healthcare/clinical ecosystem in order to bring the full breadth of Deloitte, its commercial and public-sector expertise, to best support our clients. Our aspiration is to be the premier integrated solutions provider in helping to transform the Government marketplace.

The GPS Offering Portfolio teams provide top notch support to Deloitte's internal business units by developing new products and services to sustain competitive advantage, while consistently improving our existing collection of systems, processes, and functions.

Qualifications include:

Required:
  • Bachelor's Degree
  • 8+ years' experience as a relationship and/or business development manager serving federal government clients
  • 8+ years' experience with strong professional services sales management knowledge
  • 5 years' experience with a proven track record doing capture and sales with working knowledge of the NIH mission
  • Working knowledge of competitive and teaming landscape; proven ability to assemble teams, teaming relationships
  • Expertise in driving call plans and developing value propositions
  • Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients
  • Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
  • Success in playing a leading role within an account team framework (i.e. working effectively with Lead Client Service Partners, Service Line/Industry leaders, practitioners and other business development professionals)
  • Ability to influence and lead cross-functional teams in client pursuits
  • Strong background in crafting and delivering proposals
  • U.S Citizenship and able to be cleared at the Secret level