Account Executive in Community Hospitals driving sales and services to customers across multiple states. Responsible for relationship management and maximizing customer value within the healthcare industry.
About the role
- Client Executive overseeing and managing relationships between Nava and its clients in New Jersey. Analyzing market trends and developing plans to capitalize on opportunities for growth.
Responsibilities
- Building strategic pipelines and capture plans for targeted opportunities in the State of New Jersey
- Gather preliminary non-public client/program intelligence
- Develop overall capture strategy (solution, past performance, pricing, client insight, teaming strategy)
- Identify competitive pricing range, and drive pricing approach until competitive
- Finalize teaming and prime/sub business deal terms including who the team is, what role they play, acceptable rates, and workshare
- Working closely with the Proposal Manager and cross-functional teams to develop compliant, compelling, and competitive proposals
- Conducting competitive assessments of competitor's bids and pricing
- Reviewing and analyzing proposal sections to ensure win themes, discriminators, and customer requirements are effectively addressed
- Identifying teaming partners and developing a pricing framework for the bid that align with technical approaches and customer expectations
- Attending one on one meetings with the contracts department to ensure language and contractual documents are correct
- Collaborating with internal teams and leadership to identify SME participants for bid activities
- Managing internal activities around bids, being flexible in consideration of various time zones of others contributing to the work
- Participating in demonstrations and sourcing valuable tools to streamline business development operations
- Identifying through government forecasts, websites, and databases upcoming opportunities that fit Nava’s mission and goals
- Developing call plans and landing meetings with stakeholders
- Gathering pricing information on existing contracts to use for current proposals
- Contributing to pre solutioning to gain full understanding of the client, creating daily, weekly and monthly schedules to track action items and achieve critical milestones in the overall capture plan
- Building strategic pipelines and capture plans for targeted agencies and departments
- Identifying and researching forecasted, expiring, and re-competed opportunities that fit Nava’s mission, developing strategic research and intel packages for specific agencies and opportunities that help shape Nava’s solution
- Aligning past performance and qualifications toward technical solutions that advocate what the government is looking for and implementing government mandates or requirements to ensure compliance with proposals
- Building and maintaining positive, long-term relationships with clients and stakeholders to drive business growth and success
- Being proactive in identifying opportunities for growth and expansion with existing and potential clients.
- Confirming partnerships to fill capability gaps in potential opportunities
- Establishing trust with clients by being reliable, transparent, and responsive
- Maintaining regular contact with clients, understanding their needs and providing solutions that meet their requirements
- Being available for ad hoc requests and client meetings with various departments to address client needs
- Attending industry marketing events virtually and in person with the objective of meeting government stakeholders and new potential partners
- Providing timely and accurate information to stakeholders, and working to resolve any concerns or issues that may arise
- Following Nava’s capture and proposal processes
- Bid operations: coordination with BD team members to set up internal organization tools for setting up internal organizational tools for bids like a bid calendar, a Slack channel, time code, and Google Drive
- Developing and facilitating training for client solutions managers to develop their skills and knowledge base
- Developing and facilitating business development training for all Nava departments
- Assisting with onboarding and being accessible as a learning resource for teammates
Requirements
- Experience leading subject matter experts through end-to-end government contracting, from developing client insight to long lead preparation to supporting strategic opportunities, to galvanizing a bid team, to proposal writing and management, to pricing strategy to post-award protest and analysis
- 10+ years developing solutions for the State of New Jersey, including organizing and developing proposal responses and pricing strategy
- A deep understanding of New Jersey government and how they buy services and technology, including state budgets / funding and upcoming new or re-competed work
- Proven ability to reach and influence decision makers in the state government, including external consultants
- Experience with agile software development on large government programs and complex transformation/modernization efforts
- Experience helping shape proposal solutions
- Proven track record of winning contract bids
- Ability to guide a multi-vendor team to a winning bid by providing structure while being flexible to new information and gathering input and feedback from across the team
- Ability to build and form strong personal relationships internally and externally; Able to bring others into the business development phase, build consensus and build understanding around needs and practices
- A proven ability to establish order, calm, and accountability in the business development practice while managing multiple threads in rapidly-evolving environments
- An adaptive, empathetic, collaborative, and positive mindset
- Highly resourceful, reliable, and detail-oriented
Benefits
- Health coverage — comprehensive medical, dental, and vision plans to support your overall health needs
- Insurance coverage — Nava provides disability, life, and accidental death insurance at no cost
- Time off — vacation, holidays (including Juneteenth), and floating holidays to rest and recharge
- Company holidays — enjoy 12 paid federal holidays each year on top of your regular PTO
- Annual bonus — when Nava meets its goals, eligible employees receive a performance-based annual bonus
- Parental leave — paid time off for new parents, plus weekly meals delivered to your home
- Wellness program — full platform offering physical, mental, & emotional health resources & support tools
- Virtual care — see doctors online with no copay through UnitedHealthcare’s virtual visit program
- Sabbatical leave — earn extended unpaid leave after continuous service for personal growth or rest
- 401(k) match — Nava matches 4% of your salary to support your retirement savings plan
- Flexible work — remote-first environment with flexibility built around your schedule and responsibilities
- Home office setup — company laptop & setup assistance provided via Staples for remote work needs
- Utility support — monthly reimbursement to help offset eligible home office utility expenses
- Learning opportunities — internal training programs and resources to help grow your professional skills
- Development opportunities — LinkedIn Learning access & an annual allowance for courses, tuition, & certs
- Referral bonus — get rewarded when you refer great people who join the Nava team
- Commuter benefits — pre-tax commuter programs to support in-office travel when applicable
- Supportive culture — A collaborative and remote-friendly team environment where people genuinely care
Job title
Job type
Experience level
Salary
Degree requirement
No Education Requirement
Location requirements
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