VP, Business Development, Federal

Company: Magellan Health
Location: Arlington
Posted on: January 9, 2021

Job Description:

Develops a strategically aligned business development pipeline using the combined capabilities of Magellan Federal and Magellan Health. Primary focus is the identification, development, qualification, capture and acquisition of large and strategic opportunities to drive Federal services revenue growth. Provides consultation on marketing and sales efforts as needed. Identifies opportunities and markets, coordinates between Magellan Federal and Magellan Health resources, develops and executes on specific opportunity capture plans in collaboration with other business areas. Builds and maintains collaborative internal relationships with peers and external relationships with consultants, lobbyists and payer decision-makers throughout the United States. Responsible for identifying current and future client requirements and market trends, and positioning Magellan Federal for business growth.

• Builds and qualifies business pipeline.
• Assesses market dynamics; develops and executes a growth strategy based on market trends, Magellan capabilities, competitive environment, and segment growth forecast.
• Develops product and market specific sales and marketing plans and materials based on legacy Magellan Federal and Magellan Health capabilities, client needs, market trends, and the competitive environment.
• Develops and presents milestone briefings to senior management in support of investing in and pursuing strategic opportunities.
• Aligns sales strategy and resources around targeted growth-oriented relationships.
• Engages customers in identifying and shaping opportunities. Actively markets the company brand, establishes customer expectations and shapes opportunities by creating white papers, responding to RFI's and RFP's.
• Supports captures and proposals to maintain continuity across the business development lifecycle enhancing the ability to win.
• Provides strategic leadership and guidance to meet the needs of the assigned product and/or service.
• Manages Key Performance Indicators (KPIs) for targeted relationships to increase RFP pipeline and wins.
• Promotes and may assist with implementations of new programs and services to enhance relationships with key stakeholders.
• Supports development of Requests for Proposal for procurement and program expansion.
• Supports continuous improvement of Business Development tools and processes.
• Supports organization audits and compliance.Other Job RequirementsResponsibilities
  • Bachelor's degree and 15+ years of progressively responsible Federal Business Development (sales, marketing, capture, proposal) experience, preferably across the healthcare industry, with a recent record of profitable wins and program delivery.
  • Has a strong network of customer contacts, familiar with DoD, DHS major programs and upcoming initiatives.
  • Comprehensive understanding of federal contracting and budgeting processes.
  • Experience developing complex products and services with successful implementations.
  • Solid understanding of customer and revenue generation in the Federal market.
  • Effective leader/participant in formal presentations to leadership, clients and potential teaming partners; proven track record of building winning teams.
  • Experience establishing a highly accountable, performance-driven team culture, critical for growth.
  • Strong financial acumen and negotiation skills.
  • Proven ability to succeed in a highly collaborative organization.
  • Ability to lead business development, capture, proposal development, pricing and creative functions.General Job InformationTitleVP, Business Development, FederalGrade33Work ExperienceBusiness Development, Healthcare, MilitaryEducationBachelors (Required)License and Certifications - RequiredLicense and Certifications - PreferredMagellan Health Services is proud to be an Equal Opportunity Employer and a Tobacco-free workplace. EOE/M/F/Vet/Disabled. Every employee must understand, comply and attest to the security responsibilities and security controls unique to their position.

Keywords: Magellan Health, Arlington , VP, Business Development, Federal, Executive , Arlington, Virginia