The Business Development Leader (BDL) is VP-eligible, and leads identification, development, and securing of work with new Target Clients. This position develops long-term client relationships which include being aware of the client’s needs combined with knowledge of current and future trends. This role understands the wider HBS capabilities and drives opportunities to cross-sell the wider capability.

Based on this knowledge and experience they can influence both the client and the HBS organization to achieve optimum results. This applies for the extension of existing services as well as for the development of new client offerings aligned with our HBS business strategy. The BD works with the Executive Vice President of Strategy & Growth(EVPSG), Business Unit Leadership, Project Managers, Technical Specialists, and other client development professionals to develop and execute a Target Client Plan to achieve or exceed booked work goals and sustained, long-term profitable net revenue growth. This role also supports designated Client Advocates and their teams to foster growth through deepened relationships with designated “Growth” clients. Collaborates with the Director of Marketing to develop creative outreach strategies to attract and retain clients.

Functional Responsibilities:

Key Accountabilities

• Bookings

• Weighted Pipeline

• Invitations to Propose

KPI's

• Total Company Bookings

• Target Client Bookings ($)

• Average Company-Wide Pipeline - Weighted

• Growth Client Bookings

• New Target Clients (#)

Target Client Identification, Engagement, and Management

• Collaborates to identify and qualify a pool of Target Clients and corresponding goals for each Target Client and pool of Target Clients

• Creates and drives a focused engagement & sales strategy for each Target Client and pool of Target Clients in an annual Target Client Plan

• Develops and grow Target Client portfolio to meet or exceed planned KPIs.

• Identifies Target Client needs and translates these into propositions aligned with the HBS business strategy.

• Develops personal relationships with the Target Client at all appropriate levels (including C-Suite) to drive business development and ensure client satisfaction.

• Works closely with EVP Strategy & Growth, Vice President Marketing, and other leadership to develop, apply, and improve marketing for Target Clients.

• Supports designated Client Advocates and their teams to foster growth through deepened relationships with designated “Growth” clients.

• Engages with / serve as instructor for HBS’s Client Development Leadership Academy program.

• Champions a culture that demonstrates client-centric focus.

• Tracks industry trends for market development, project opportunities, relevant competitor strategies, and client needs for continuous improvement.

Pursuits and Proposals

• Identifies opportunities and generates qualified leads that support HBS’s pipeline goals through industry engagement and business development activities, and maintain updated sales pipeline in HBS Software

• Creates, manages, and documents a positioning strategy for individual pursuits in advance of RFQ/P issuance. Provides strong input in the go/no go process..

• Collaborates with Business Unit Leaders, Pursuit Leaders, and Marketing to develop the win strategy.

• Evaluates and provides feedback on the quality of client interviews, specific to win strategy and team performance.

Other

• Engages Executive Sponsors, Pursuit Leaders and Subject Matter Experts, as appropriate, to support efforts in Target Client engagement.

• Continues to develop skills in line with the Client Development academy.

• Coordinates and ensures visibility of HBS at industry conferences and meetings within the relevant geography.

• Works closely with operations to ensure high quality services are provided to clients and may assist with client communication if projects are off track or need adjustments.

• Builds and maintains relationships with Partners and Vendors.

• Mentors less experienced HBS professionals in client development.

Education & Experience: The candidate should have a bachelor’s degree in a relevant area pertaining to the Target Clients and/or healthcare sector and at least 12+ years of experience in the professional services or consulting market. In addition:

• Proven experience pursuing and winning contracts with healthcare services sector.

• Track record of positioning the organization for work with new and existing clients.

• True collaborator and team player with a track record of building strong internal and external networks and relationships.

• Creative problem solving and influencing skills.

• Excellent written, interpersonal and presentation skills.

• High level of integrity.

• Demonstrated ability to work and network effectively in a matrix-organization.

• Strong team leadership skills, including ability to develop and motivate high-performing staff.

• Persistence in seeing beyond challenges, creating opportunities, and influencing others to achieve goals.

• Exceptional relationship management skills and the ability to build and grow connections with people of all types and backgrounds.

• Exceptional verbal and written communication skills.

• Independent critical thinking and creative problem-solving skills.

• Comfortable and confident using technology as an integral part of the sales process, with experience using HubSpot.

• Highly organized and detail-oriented, with the ability to keep multiple Target Clients active at once.

• Comfort with ambiguity and ability to navigate uncertainty.

• Style alignment with a strengths-oriented team environment and the ability to naturally elevate others.

• Interest in working as part of a small and growing company, with awareness about the opportunities and challenges that come with a highly adaptive environment.

• Ability to travel for in-person client and team meetings.

• Dynamic and engaging, with a sense of humor and ability to not take oneself too seriously.

Job Type: Full-Time

Salary: $90,000.00 - $150,000.00 per year

Benefits:

• 401(k)

• Cell phone reimbursement

• Dental insurance

• Disability insurance

• Employee assistance program

• Flexible schedule

• Flexible spending account

• Health insurance

• Health savings account

• Paid parental leave

• Paid time off

• Parental leave

• Professional development assistance

• Referral program

• Retirement plan

• Tuition reimbursement

• Vision insurance

Schedule: 8 hour shift; Monday to Friday; No nights, No weekends

Supplemental Pay: Bonus opportunities, Commission pay

Willingness to travel: 25% (Required)

Work Location: Hybrid / remote