Deloitte Sales Executive - Government and Public Services - Contact Center in Washington, District Of Columbia
Deloitte has significant clinical R&D presence within Commercial and Federal agencies but is looking to grow its footprint within the Department of Defense (DOD) and National Institutes of Health (NIH). Deloitte has assets and expertise in this space that make the firm well positioned to grow and must build relationships and credibility within these agencies.
We wish to hire a sales executive with a mature understanding of Federal clinical R&D strategy and operations, and who ideally has existing client relationships with DOD and / or NIH clinical R&D agencies. The ideal candidate must have knowledge and experience selling clinical R&D and translational medicine support services to DOD and / or NIH clients.
The sales executive will drive new business for Deloitte's Federal clinical R&D work. The SE will strategically collaborate with Account, Practice leadership, and directly with our clients to position and sell these offerings. Specific responsibilities include:
Develop leads, cultivate a targeted list of prospects and lead sales efforts within a targeted set of states working closely with Account and Practice leaders
Develop relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy
Understand the competitive landscape and client needs in order to effectively position Deloitte's consulting services
Identify and influence key decision-makers at all levels within the client organization
Assist account teams and practice leaders with qualifying, pursuing and closing opportunities
Play a leadership role/drive pursuits and contribute to the development of proposals and coach the team through orals preparation.
Represent Deloitte by spending time in the field, and at conferences/policy forums
Develop strategic and tactical plans to meet or exceed sales objectives
Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team
The ideal candidate will have a significant level of Federal clinical R&D or similar business development and executive relationship experience with a proven track record in selling consulting services. The candidate will understand how to develop go-to-market plan that targets the clinical R&D consumer. The candidate will understand the professional service delivery process and ideally will have experience delivering engagements at some point within their career. Candidates should have a minimum of 5-10 years of relevant experience.
Required Experience and Qualifications
5-10 years of experience as a named account executive and/or business development manager serving State and Local clients
General R&D background (in government, commercial life sciences, etc...) - can quickly come up to speed on and communicate Deloitte's assets / capabilities and convey value to potential clients
Experience and a track record of success in commercial or federal clinical R&D sales
Experience selling or delivering within Human and/or Animal research protocols
Experience establishing and/or working within an Institutional Review Board (IRB)
Experience selling for or delivering in a Clinical Research Organization
Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
Proven ability to develop and secure relationships at all levels within a client organization
Ability to integrate, influence, and collaborate with cross-functional teams in client pursuits
Bring executive presence, poise and a commitment to superior quality in all aspects of work
Ability to travel 50-70%, on average, based on the work you do and the clients and industries/sectors you serve
Master's level or higher
Experience in both DOD and NIH clinical R&D
(Preferred) Relationships with DOD / Federal Health clinical R&D leadership
Experience and a track record of success in the Federal Health clinical R&D sales space
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.