VP Government

Published
January 9, 2021
Location
Philadelphia, PA
Category
Job Type

Description

How you will help

The VP, Government will build on existing company federal contracts to develop, execute and manage business development and ongoing relationships to drive revenue growth for the US Government business segment through the establishment and leadership of a federal business development and account management team.  You will proactively seek opportunities to promote HealthVerity data and technology to meet current and future government client needs and address the evolving healthcare environment.

The VP, Government will be a player / coach with an established track record of relationship and business development leadership as well as selling to government accounts.  You will help drive sales growth and team development through development of a government strategy,  sales management and strategic leadership.

The VP, Government is responsible for business development and customer management in the Department of Health and Human Services (HHS), including Food and Drug Administration (FDA), Centers for Disease Control (CDC), the National Institutes of Health (NIH), as well as strategic State/Local jurisdictions.

The VP, Government will be expected to drive sales excellence, top-line revenue growth, and execution of a robust partner strategy within their team by instilling our best practices and operational rigor across the entire sales process spanning prospect identification and acquisition, pipeline forecasting, account planning, deal qualification and sales cycle management. He/she will be responsible for successfully managing and engaging the team in relationship building and solution selling efforts featuring compelling value propositions based on ROI cost/benefit analysis. The VP, Government will drive conversion of both his/her own and the team's opportunities into realized revenue and leverage strong leadership connections and relationships to accelerate growth.

What you will do

  • Develop and execute against a robust Government strategy
  • Identify, engage, and educate key Government clients, introducing HealthVerity’s data and technology capabilities 
  • Execute against plan to maximize short and long-term revenue growth, profitability, and retention of Government clients
  • Develop effective strategies in order to differentiate HealthVerity’s data and technology portfolio to meet the needs of Government clients
  • Maintain a thorough understanding of the policy, economic, business and clinical pressures impacting the Government priorities and, based on this knowledge, proactively engage with Government clients to meet their needs
  • Develop and manage a broad pipeline of potential targets across the Government clients
  • Efficiently identify and prioritize prospective Government opportunities that have the greatest buyer potential and move through the sales cycle as quickly as possible
  • Be a big thinker. As part of a start-up organization, we will want to be nimble and seek out trends and opportunities ahead of competitors
  • Engage customers in identifying and shaping opportunities. Actively market the company brand, establish customer expectations and shape opportunities by creating white papers and responding to RFI's and RFP's
  • Develop and lead a world-class Government business development and account management team by recruiting, managing, motivating and retaining a mix of experienced sales professionals and up-and-coming sales talent
  • Accelerate top line revenue growth through HealthVerity’s solutions, connecting Government business objectives with the HealthVerity’s offerings and capabilities
  • Drive quota attainment from your sales team, owning responsibility for a team strategy that includes both a personal book of business as well as oversight for team members performance; ensure adoption of sales process, sales planning and pipeline coverage models
  • Apply both strategic go-to-market models and more tactical approaches aimed at growing profitable Government engagements and revenue base
  • Proactively develop and create territory plans for specific Government segments and help the sales team both frame the right questions to the relevant stakeholders and provide succinct answers to advance each opportunity
  • Work with executive team to set and review both quarterly and annual goals and objectives for your sales team members, and then monitor and report key metrics to leadership

About You...

  • You have world-class communication skills, capable of promoting collaboration across HealthVerity’s broad internal and external stakeholder universe across all levels of an organization
  • You like developing people to deliver positive results for the individual as well as the organizationYou like being part of a team, with a shared set of ambitious goals and objectives
  • You have the strategic ability to assess an ever-changing government and healthcare environment, develop and communicate a strategy, execute and quickly reassess and redirect as needed
  • You’re comfortable moving between high-level strategy and in-the-weeds implementation
  • You’re highly detail oriented, and willing to do the work, not just manage the relationship or the team
  • You have the ability to operate effectively in a white-space, concept-driven environment
  • You set and manage priorities effectively
  • You are relentless in the pursuit of business success; shows a consistent pattern of results delivery in good and negative selling environments
  • You are a true player/coach, managing team and your own pipeline of partnerships, vetting opportunities, bringing ingenuity to deals and relationships

Desired Skills and Experience

  • Bachelor's degree; MBA/MPH preferred
  • Minimum of ten (10) years of progressively responsible government business growth experience within healthcare-related agencies or domains, with a recent record of profitable wins and program delivery
  • Comprehensive understanding of government (Federal) procurement processes
  • Demonstrated success developing and sustaining strong client and partner relationships
  • Experience selling or managing sales of complex products and services, including data or SaaS, as well as successful implementation government health client or enterprise clients in the healthcare or biopharmaceutical services ecosystem
  • Ability to communicate technical concepts succinctly and effectively to senior level executives
  • Team player who works collaboratively with colleagues, management and staff across all levels of a cohesive organization
  • People management skills, either directly or through matrix organization, including team and personal development
  • Strong financial acumen and negotiation skills
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