Health Communications Director, Client Engagement and Growth

Description

@ ICF Next , we are fearless in finding new ways to solve problems, relentless in making sure it pays off for our clients and committed to making a positive change in the world.

Here's your chance to join our award-winning agency, ICF Next. We're changemakers, a community of mission driven creatives, communicators, strategists, and technologists.

We're searching for our next Health Communications Director, Client Engagement and Growth to support our rapidly expanding portfolio of work across heath and social determinants of health communications. The individual will drive new revenue, expand our pipeline through opportunity identification and qualification, and partner with our Line of Business Leader to refine our strategy and collaboratively win new work.

This is a hybrid position with an ideal schedule of 2 days per week in ICF's Rockville, MD office or our Reston, VA office.  Travel to client sites, ICF offices, and conferences will be required. Remote options may be considered for highly qualified candidates.

Key Responsibilities:

• Leverage existing and build new relationships to expand ICF's network and reputation with HHS clients and potential partners through active participation in industry events, conferences, and individual meetings.

• Use your deep and current connections, relationships, and insights with NIH to fully understand their current and upcoming needs. Identify emerging client needs and partner with client and ICF's cross-cutting capabilities to create opportunities for growth.

• Develop and implement the growth strategy in collaboration with Line of Business and Portfolio Leaders.

• Ensure an aligned and coordinated presence and messaging to client prospects and business partners, ensuring optimal cross-selling of all relevant ICF capabilities and expertise to prospective clients.  

• Expand the opportunity pipeline by identifying new opportunities in partnership with the market research team.

• Conduct research to identify where government funding is being or will be spent and make recommendations on short- and long-term business strategies.

• Lead and/or support qualification of new opportunities by (1) connecting (either personally or via other staff within the business) with potential clients and contracting officers (2) collecting competitive intelligence, and (3) conducting opportunity research with support from market research team to develop win strategies.

• Achieve sales of at least $20M per year (total contract value) annually.

• Participate in all phases of capture for new strategic opportunities through client engagement, partner engagement, and solution development to enhance win probability.

• Lead capture efforts for smaller, high potential new opportunities.

• Contribute to solution development and client engagement for recompetes.

• Participate in color team reviews for proposals.

• Inform development of marketing strategy.

• Lead internal BD meetings, ensure our Social Marketing team understands how pipeline opportunities connect to our Line of Business and Division business strategy, and report out on pipeline analysis.

• Attend Government hosted meetings that are typically in DC.

Required Qualifications and Experience:

• 10+ years of experience in federal business development.

• 10+ working with Health & Human Services (HHS) agencies.

• 10+ years working in a consulting/professional services firm.

• Demonstrated experience achieving sales of at least $10M per year (total contract value) in each of the past 3 years. (Net New Sales)

• 10 + years of success in capture of new opportunities through development of client relationships, solution, teaming strategy, recruitment strategy, and competitive intelligence gathering, including ultimately developing proposal strategy and coaching proposal writers.

• 5+ years of pipeline management experience as demonstrated through simultaneous management of opportunities at all stages of the growth lifecycle totaling at least $150M.

• 10+ Years of experience qualifying opportunities, preparing executive briefing materials, and developing a notional win strategy to secure capture and proposal resources.

• 5+ years of meaningful involvement in government organizations.

• 5+ years of proven experience developing partnerships, negotiating agreements, and collaboratively working with other firms to secure new work.

• 5+ years of experience leading and supporting business intelligence gathering and market analysis.

• Must be willing to travel to client sites, ICF offices, and conferences.

Preferred Qualifications and Experience:

• Demonstrated experience achieving sales of at least $20M per year (total contract value) in each of the past 3 years.

• Advanced degree in science or health IT-related field.

• Experience in or knowledge of health data management and/or health IT.

• Experience working with researchers.

• 15+ years of experience developing business and achieving sales with NIH clients through relationships developed with both scientists, program managers, and procurement officials.

• Demonstrated knowledge of competitors and partners supporting NIH.

• Domain knowledge of life sciences, research, digital health, bio-informatics, epidemiology and/or infectious disease.

• Program experience at NIH.

• Experience working with state government clients and federal agencies that have a social determinates of health focus.

• Exposure to contract vehicles such as PICS III

• Digital experience

Professional Skills:

• Positive, pragmatic, and collaborative style, with an ability to motivate teams and generate enthusiasm, and be innovative in accomplishing goals in a large, complex, multi-cultural, and matrixed environment.

• The ability to gain the respect of peers within the ICF leadership team, forge strategic alliances, and be able to influence peers across the organization while achieving key growth goals.

• Strong business and financial acumen; linking ICF's operational and federal health strategy to tactical account plans and activities, and qualified pipeline.

• Exceptional verbal, interpersonal, and written communication skills and strong analytical, problem-solving, and decision-making capabilities.

• Sound business ethics, including the protection of proprietary and confidential information.

• Proficiency in MS Office Applications and CRM tools (Word, PowerPoint, Outlook, Excel, TEAMS, and Microsoft Dynamics).

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Working at ICF

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