Senior Business Development Manager-Federal/Civilian Health Sector - Qlarant

Qlarant is a not-for-profit corporation that partners with public and private sectors to create high quality, safe, and efficient delivery of health care and human services programs. We have multiple lines of business including population health, utilization review, managed care organization quality review, and quality assurance for programs serving individuals with developmental disabilities. Qlarant is also a national leader in fighting fraud, waste and abuse for large organizations across the country.In addition, our Foundation provides grant opportunities to those with programs for under-served communities.

Best People, Best Solutions, Best Results

Job Summary:

As a Senior Manager of Business Development, you will be a strategic leader supporting and driving Qlarant’s growth strategy reporting to the Chief Growth and Strategy Officer.Your experience building business in Federal Health and Civilian markets and associated state and local agencies will allow you to play a key role in the trajectory of Qlarant. You should have superlative client relationship development skills and experience that includes pipeline creation and qualification, business development capture, proposal management, client buyer value and win theme definition, teaming and partnering and competitive positioning.You will partner with Qlarant Business leaders and other growth team members to identify, qualify, assess, capture and win new business opportunities with existing clients as well as new opportunities with new clients (i.e., ’Green Field’, ‘white space market areas’).You will meet with clients, build relationships with key partners, develop winning bid strategies, including crafting key inputs into solutioning, pricing, teaming, and staffing, and identify resources and requirements to pursue, bid and win. In this role, you will focus on building a pipeline of qualified opportunities and driving them through capture that supports the Qlarant’s long-range strategies and plans by achieving and exceeding annual sales goals and KPI’s.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

Support Pipeline development by:

• Identify opportunities through client engagement, client and partner networks, and market intelligence tools and data.
• Identify new opportunities for pursuit including “lead generation” activities that define and shape new opportunities
• Aligning opportunities to Qlarant direction and strategic priorities.
• Lead/Support opportunity Assessment and qualification process
• Early crafting and validation win themes and solution features
• Executing call plans and identifying client decision makers and influencers.
• Maintain and update CRM/opportunity management system

Support and drive capture activities, including:

• Identifying customers’ strategic priorities, goals and needs
• Defining competitive landscape and Qlarant positioning relative to competition
• Creation of materials for Division leadership, Bid Board for go-no-go determination
• Lead RFI response
• Supporting solutioning and price-to-win activities
• Participating in gate reviews
• Support Proposal efforts and engage in color team reviews
• Leading/participating competitive assessments
• Supporting teaming strategies; Identify and negotiate with partners to support Teaming Agreements and NDA’s
• Support creation of client presentation and Marketing materials.

Foster Industry Engagement by:

• Building new client relationships and expand existing relationships
• Attend and represent Qlarant at Client Industry Days and Industry Conferences
• Build relationships with Industry partners
• Engage in Industry associations.
• Support and foster Small Business relationships

Required Experience

Education and/or Experience

• Bachelor’s Degree and 7-10 years of experience
• 5 years’ experience in business development, capture, or equivalent client facing/relationship development role.
• Demonstrated success in identifying, initiating, and nurturing new or ongoing business opportunities at Federal Health and Civilian organizations and related state agencies.
• Strong working knowledge of the Federal government’s sales cycle and demonstrated experience working across different phases of that cycle to identify, qualify, capture, and win opportunities
• Preference for business development in the areas of digital, data analytics, technical assistance delivery and research/public policy.
• Previous work with Federal and State agencies and strong relationships with current Program Leaders and decision-makers
• Strong working knowledge of Federal Health and Civilian organizations, mission areas, and programs
• Communication and interpersonal skills including verbal and presentation skills to individuals and groups, internally and externally
• Superior proficiency with Microsoft Office tools (e.g., Word, PowerPoint, Excel, Teams, etc.)
• Experience with Salesforce CRM and Opportunity Management tools

Qlarant is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.