The Associate Principal will conceptualize and guide client work, build enduring relationships with customers, lead Avalere account and project teams, and play a significant role in building the firm. The role requires applying domain expertise, surfacing and exploring key issues of relevance to life sciences companies, planning and executing in-depth projects with clients, and leading internal initiatives to contribute significantly to the firm’s strategic goals. This role will have three primary job responsibilities, including business development, account relationship management, and executive-level engagement. The position will lead high-priority initiatives and collaborate with colleagues to explore and uncover business needs to deliver and grow new business.

Responsibilities

Business Development

• Creates a target business plan that includes focus on business development strategy and tactical execution
• Serves as a senior level resource for scope development, content development, and proposal review
• Organizes pursuit teams, participates and leads aspects of the proposal development process, and contributes to the development of proposal pricing strategies
• Leads the development of business development collateral (e.g., pitch decks)
• Coordinates with multiple account teams to identify and execute on business development opportunities
• Collaborates with Avalere’s subject matter experts to identify and understand new opportunities
• Anticipates customer needs based on market activity and guiding firm investment in new areas
• Conducts market intelligence to understand key competitors
• Sets quarterly and annual goals/metrics to assess progress

Account Relationship Management

• Serves as a primary senior relationship/business development liaison with multiple (4–10) high priority accounts
• Leads account engagement planning and budgeting by mobilizing and managing account teams, defining the optimal client relationship structure and content needs
• Collaborates on creation of business plans and executes tactical implementation of account plans to meet objectives
• Coordinates the generation of new leads and supports execution of business development goals
• Ensures the update and use of systems like Salesforce and LinkedIn accounts and coaches team members on use and best practices
• Represents Avalere and builds relationships with clients at venues selected to increase Avalere market visibility (e.g., professional conferences)
• Establishes and maintains contact with top decision makers at key clients that facilitates buy-in of proposed solutions from top management levels at the client
• Synthesizes subject matter expertise from across the firm to deliver clients unique and targeted insight that compel the client to change perspective or manage business in a new way
• Provides oversight on project work within specific buying center
• Contributes to firm visibility and marketing campaigns to support buying center goals
• Directs on-time, quality delivery of work products, manages engagement economics, and manages engagement risk

• Bachelor’s degree (or equivalent years of experience)

• Advanced knowledge of healthcare issues and the life sciences industry
• Strong verbal and written communication skills, highly professional presence; able to interact with board- and C-level executives
• Demonstrated ability to be flexible in a fast-paced environment
• Strong ability to multi-task and prioritize work streams effectively under deadline, with timely execution and resolution of action items
• Ethical, confident, and creative, with a persistent “can do” attitude
• Commitment to working in a team environment with an emphasis on collaboration and maintaining positive relationship with colleagues and clients to achieve solutions-oriented goals
• Proactive mindset and approach; able to think several steps ahead to client conversions, anticipate teammates’ needs, and suggest improvements to existing processes
• Openness to feedback and learning; willing to coach and teach others
• Familiarity with developing and maintaining sales plans and managing multiple initiatives and work streams simultaneously preferred
• Advanced Microsoft Office skills such as PowerPoint, Excel, and Word
• Willingness to travel up to 30%

• 8 years of professional experience working with senior-level executives
• Management experience leading and developing junior staff into future leaders
• Experience preparing and proofing documents for an executive-level audience