Principal, Business Development

Avalere Health is seeking a Principal to join the Account Relationship Management function within our Client Solutions practice.

Avalere Health is a strategic advisory company whose core purpose is to create innovative solutions to complex healthcare problems. Based in Washington, DC, the firm delivers actionable insights, business intelligence tools, and custom analytics for leaders in healthcare business and policy. Avalere’s experts span 200 staff drawn from Fortune 500 healthcare companies, the federal government (e.g., CMS, OMB, CBO, and the Congress), top consultancies, and nonprofits. The firm offers deep substance on the full range of healthcare business issues affecting the Fortune 500 healthcare companies. As an Inovalon company (Nasdaq: INOV), Avalere’s focus on strategy is supported by outstanding data analytics that generate unique insights and meaningful business improvement. Through events, publications, and interactive programs, Avalere insights are accessible to a broad range of customers.

The team helps our customers create and use evidence to drive business, clinical, regulatory, and reimbursement decisions. This position will be responsible for management, business development, and administrative tasks related to the ongoing operation and growth of several high-value client accounts and will lead a team focused on growing a portfolio of identified accounts. He or she must be highly successful at building and maintaining high-level relationships with key accounts and leveraging the capabilities of staff across the firm. The ideal team member will have superior organizational skills, oral and written communication skills, strong attention to detail, and the ability work effectively across multiple initiatives in a fast-paced and highly collaborative setting. This person must be fluent in healthcare policy and business strategy and comfortable working across many healthcare subject matter areas.

  • Lead a team and book of business with a premier life sciences account portfolio by managing both directly and through direct reporting relationships
  • Act as senior account lead for multiple Tier I, II, and III accounts, serving as primary senior relationship/business development liaison with multiple high-priority accounts
  • Be responsible for maintaining and growing business of identified high-priority accounts
  • Manage a team of 6+ staff and set quarterly and annual goals and metrics for team
  • Drive team goal achievement; supervise, mentor, and develop junior staff
  • Create a strategic BD plan that incorporates market intelligence and internal coordination to target functional areas and buying centers in life sciences companies
  • Lead account engagement planning and budgeting, mobilizing and managing account teams; define the optimal client relationship structure and content needs
  • Make substantive contributions to client relationships and project deliverables by offering executive-level insights and SME that brings value to the client relationship
  • Establish and maintain contact with top decision makers at key clients to facilitate top level buy-in and engagement
  • Serve as senior advocate for clients and prospective clients and collaborate with SMEs across the firm to identify and provide solutions to key accounts
  • Organize pursuit teams; contribute to and lead aspects of the proposal development process; contribute to the development of pricing strategies
  • Use advanced healthcare knowledge and consulting acumen to translate policy and healthcare developments into project ideas and pull through opportunities
  • Provide oversight on project work within specific buying centers; directs on-time, quality delivery of work products; manages engagement financial considerations; manages engagement risks
  • Maintain a robust pipeline; coordinate lead generation and direct execution of BD goals
  • Conduct tailored demonstrations of Avalere products in the context of past and existing work streams
  • Lead the development of BD collateral (e.g., pitch decks)

Skills, Experience, and Other Job-Related Requirements

Education Requirements

  • BA/BS degree or MA/MS degree

Skill Requirements

  • Advanced consulting acumen
  • Ability to leverage advanced healthcare and stakeholder knowledge to develop and share content and build BD deliverables
  • Strong project management acumen
  • Excellent verbal and written communications with highly professional presence, and the ability to interact with board and C-level executive
  • Openness to feedback and learning, and a willingness to coach and teach others
  • Leadership and accountability as the head of a team focused on growing account engagement and new business
  • Commitment to working in a team environment with an emphasis on collaboration and maintaining positive relationships with colleagues and clients to achieve solutions-oriented goals
  • Proactive mindset and approach with ability to anticipate client conversations, teammates’ needs, and identify process improvements
  • Flexibility in a fast-paced environment
  • Advanced multitasking skills with an ability to prioritize work streams effectively while managing deadlines; ability to execute and resolve action items in a timely manner
  • Advanced Microsoft Office skills

Experience Requirements

  • 10+ years professional experience working with senior-level executives
  • Prior consultative sales experience preferred
  • Experience preparing high-quality documents for executive-level audiences

How to Apply

Please submit copies of the following application materials:

  • Cover letter
  • Résumé
  • Writing sample

Candidates may be required to complete an interview exercise or assessment as part of the final-round interview process for this role.

*Avalere is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, or protected veteran status.