Reporting to our Chief Delivery Officer, you will be accountable for P&L, revenue growth, and client satisfaction of all accounts in your assigned portfolio. As the chief steward of the portfolio, the Vice President will be responsible for defining and executing the account strategy, defining & executing pursuit strategies, revenue forecasting, achieving all financial targets, delivery excellence, and overall client satisfaction. This position requires a Federal Health industry focus, the understanding of a diverse solution offerings as well as management of a diverse portfolio, leveraging a remote and onsite model, who can interface with executives on multiple levels.
Additional Responsibilities:
Responsible for the annual operating plan and P&L for the portfolio.
Ensure financial targets are met for the account(s), including revenue, gross margin, profitability, days sales outstanding, etc.
Ensure that services are delivered in a way that maximizes the value of its global delivery model and achieves revenue, gross margin, contribution margin and other financial objectives for the account(s) in the most optimized manner.
Ensure accurate and timely completion of monthly financial activities such as forecasting, invoicing, revenue recognition, and accounts receivable.
Drive revenue portfolio growth to achieve or exceed annual operating plan.
Maximize sales opportunities and account penetration within assigned account(s)
Manage business development activity to expand the depth and breadth of Company's presence at assigned account(s).
Drive sales at assigned account(s) through problem solving and issue resolution.
Lead the development of complex but achievable solutions.
Engage Company's executive leadership and expertise to add business value and create growth opportunities at the client site(s).
Engage and leverage the full Company team to drive business development.
Target Demand: Network, prospect, seek referrals, and gain sponsorship to meet with key leaders at the account(s).
Create Demand: Present industry insights, assess client direction and provide thought leadership that creates value for the client.
Shape Demand: Uncover the critical success factors in client initiatives and shape buying criteria. Develop business cases and value propositions. Shape and validate the decision-making process.
Capture Demand: Gather competitive intelligence, position Company's proposal, build alignment to Company's value proposition, present the business case, negotiate, and close the deal.
Fulfill Demand: Proactively manage customer satisfaction, share results achieved, build client recognition of successes, and leverage client relationships for additional business.
Target Demand: Conduct client and industry research, identify prospects (divisions, geographies, people, etc.), develop call plans and customize materials.
Create Demand: Develop messages to gain client interest, create initial sales plans, map the client's political landscape, and complete competitive analysis.
Shape Demand: Orchestrate a team, create a differentiated solution, lead solutioning and pricing efforts, and frame the competitive strategy.
Capture Demand: Finalize pursuit strategies, presentations, and internal approvals
Fulfill Demand: Monitor results and communicate successes.
Actively formulate and nurture strong relationships with senior managers and executives across the account(s), so that Company is viewed as a long-term strategic partner and trusted advisor.
Proactively demonstrate Company's interest, understanding and commitment to the client(s) as a valued partner.
Develop a deep understanding of the client's business issues, and tap Company's organizational talent as required to serve the customer(s).
Collaborate with Company's Chief Data Officer and industry experts within Company to provide the client(s) with leading edge solutions.
Strive for 100% reference ability of assigned client(s).
Ensure that Company is delivering quality services and that client issues are addressed in a timely and effective manner.
Ensure delivery of high quality, innovative products and solutions that have a meaningful impact on the client's business.
Ensure compliance with all contractual obligations related to the client(s).
Define and implement an effective organizational structure for the account(s), which includes building the right capabilities to overcome challenges, seize opportunities, and drive results.
Provide ongoing leadership, coaching and mentoring for the account team, driving a culture of engagement and positive morale.
Partner with Talent Acquisition to create resource requests and select diversified, talented candidates for positions.
Foster team support, engaging resources effectively across delivery, sales, and strategic support units.
Partner with the human resource team to build a highly productive and engaged workforce where careers are built, leaders are developed from within, and performance is differentiated.
Ensure timely and accurate implementation of human resource programs for direct reports such as compensation reviews, performance reviews, promotions, recognition, succession planning, communications, and leadership development.
Manage delivery leaders on assigned account(s).
Ensure that all Company values, policies, and guidelines are adhered to and practiced by setting the example through personal leadership.
What You Will Need:
Bachelor's degree.
15 years' experience in IT services sales/consulting background.
Minimum 10 years of experience with finance, contract management, client relationships, people management, portfolio and account) management within the Federal market.
Minimum 5 years of experience involving expert negotiation skills (e.g., contracts, pricing).
Ability to travel up to 10% of the time.
Advanced ability to lead multiple large teams simultaneously.
Able to multi-task to manage both tactical and strategic work streams relating to area of responsibility over a function and/or region.
Expert knowledge of finance, contract management, client relationships, people management, project management and relevant industry information.
Expert negotiation skills.
Strong oral and written communications skills and must possess experience at presenting and leading meetings with senior executives including the C-level suite.
Develop relationships with senior client executives and leverage those relationships to expand Company's business through a consultative selling approach.
Drive business development and sales results in assigned account(s).
Build and deliver creative value-added solutions (leveraging internal and external/partner talent where applicable).
Experience selling and delivering solutions-based services.
Ability to cross-sell IT services.
Must have a strong background in project estimation, sales support, and proposal writing.
Understand diverse business units and develop/drive strategic initiatives, value propositions and compelling proposals.
Lead account planning efforts and develop strategic account plans.
Use CRM and knowledge management tools.
Financial management capabilities, including strong forecasting ability.