FDA Client Development Executive

Working from home
Aug 28, 2023
Sep 26, 2023
Full Time
Job Summary

Aptive is seeking an FDA Client Development Executive to join our growth team. This Client Development Executive will have overall responsibility for building Aptive's portfolio of business within FDA, managing relationships and partnerships, supporting opportunities through the capture phase, leading to proposal operations, and overseeing all aspects of winning bids. This position will focus on leading the growth of an FDA pipeline as well as other opportunities within HHS more broadly. A successful candidate will operate as an integral member of the growth team, partnering with operational and functional leaders across the company. The selected candidate is responsible for developing broad knowledge of customers and competitors while maintaining dynamic market awareness. He/she will evaluate market trends and develop business cases that align customers' requirements with Aptive's capabilities and discriminators.

Primary Responsibilities

  • Create, identify, develop, and qualify opportunities that align to the company's strategic campaigns that result in meaningful and measurable revenue growth
  • Achieve acquisition and sales goals through winning new business
  • Develop and maintain an active strategic growth plan, and the associated pipeline, in alignment and consistent with corporate campaign strategy and goals
  • Interface with customer and partner communities for assigned opportunities
  • Build customer relationships through effective communications
  • Develop strategies to "shape" requirements and acquisition strategy
  • Identify and target new business markets, adjacencies, and partnerships
  • Assist in guiding potential customers by demonstrating solutions, capabilities, and potential acquisition paths for early stage opportunities, working with internal technical and program management teams to develop responses for requests for information (RFI), market surveys, white papers, presentations, briefings, and major event demonstrations
  • Guide and lead capture activities by actively collaborating with executives, management teams, internal business units, BD and sales personnel, partners, consultants, and subject matter experts to provide leadership, support, and overall direction to capture activities leading to bids and proposals (B&P)
  • Translate win strategy into capture plan to include win themes, discriminators, competitive analysis, price-to-win and customer engagement plan
  • Travel may be required, as dictated by business need

Minimum Qualifications

  • Bachelor's Degree and at least 10 years of federal business development experience within HHS and FDA specifically
  • Experience leading large $50M+ business pursuits through a business acquisition process going through opportunity identification, qualification, and capture phases
  • Proven success with the business acquisition process, from identifying an opportunity through pursuit, program startup and ongoing program execution
  • Highly effective communicator to all levels within the company and with clients
  • Evidence of a successful track record producing high quality, high scoring, and winning programs, projects, and proposals
  • Strong interpersonal skills including tact, diplomacy, and flexibility to work effectively with diverse group of managers, industry leaders, and government key stakeholders
  • Strong leadership skills with an ability to coach, lead, motivate and influence others to support corporate goals and objectives to produce a winning proposal within budget and schedule constraint
  • Excellent writing, organizational, and communication skills
  • Ability to work in high stress, high paced environments to meet deadlines
  • Ability to manage multiple projects simultaneously
  • Ability to work with multi-faceted and often geographically disparate teams
  • Business/financial management expertise
  • Familiarity with project management methodologies
  • Leadership skills in directing pursuit and/or delivery teams
  • Highly developed consultative approach, solution selling and business development skills
  • Knowledge of BD and capture management process including the development of Management, Technical and past performance approaches, cost volume management, teaming, pricing strategies and competitive assessments
  • Ability to understand profit and loss calculations and basic business finance
  • Ability to obtain and maintain a public trust clearance
  • Legal authorization to work in the U.S.

Desired Qualifications

  • Experience successfully identifying and establishing mechanisms to enable greater team productivity, efficiency, or improved service delivery across various phases of the opportunity lifecycle
  • An understanding of Information Technologies being deployed in the Federal Space to include Cloud migration and operations, Agile Development, Infrastructure modernization, and Cyber Security
  • An understanding of Federal Healthcare drivers and technologies such as Electronic Health Records, Claims processing and payment, and Federal standards and mandates
  • Proven leadership skills in developing, organizing and executing significant capture activities, including building industry teams, assessing win probability and ensuring timely execution of customer call plans to win business with new and existing customers
  • Relationships with FDA and other HHS Agency leadership and strong connectivity to industry partners serving this portfolio
  • Detail-oriented and have excellent verbal and written communications skills, leadership skills, and organization skills
  • Ability to work independently, and as a team member
  • Acts as a Strategic Partner, Trusted Advisor

Client Information

The Food and Drug Administration (FDA) is optimizing and modernizing its business operations to align with strategic priorities and increase the effectiveness of FDA organizations. The goal is to ensure the organizational structures, policies, and processes, which govern the management of resources (staffing, facilities, and technology), facilitate mission success, defined by measurable outcomes and an organizational culture where continuous improvement and accountability for results are valued.

About Aptive

Aptive is a modern federal consulting firm focused on human experience, digital services, and business transformation. We harness creativity, technology, and culture to connect people and systems to impact the world. We're advisors, strategists, and engineers focused on people, above all else.

We believe in generating success collaboratively, leaving client organizations stronger after every engagement and building trust for the next big challenge. Our work inspires people, fuels change and makes an impact. Join our team to be part of positive change in your community and our nation.

EEO Statement

Aptive is an equal opportunity employer. We consider all qualified applicants for employment without regard to race, color, national origin, religion, creed, sex, sexual orientation, gender identity, marital status, parental status, veteran status, age, disability, or any other protected class.

Veterans, members of the Reserve and National Guard, and transitioning active-duty service members are highly encouraged to apply.

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