Sales Capture Lead - Healthcare/Payer Portfolio - Accenture (New York, NY)
Posted: Thursday, January 10, 2013 7:52 AM
Title: Sales Capture Lead - Healthcare/Payer Portfolio Location: USA-NY -New York Organization - Healthcare - Payer Portfolio Location - New York, NY or other metro-area Accenture is a global management consulting, technology services and outsourcing company, with more than 249,000 people serving clients in more than 120 countries. Combining unparalleled experience, comprehensive capabilities across all industries and business functions, and extensive research on the world's most successful companies, Accenture collaborates with clients to help them become high-performance businesses and governments. The company generated net revenues of US$25.5 billion for the fiscal year ended Aug. 31, 2011. Its home page iswww.accenture.com. The Health & Public Service operating group serves health organizations, government agencies, institutions and nonprofit organizations worldwide providing a broad range of consulting, technology, system integration and business processing services, including outsourcing. Accenture's Services workforce is a dedicated team of people who work on outsourcing engagements. These are long-term partnerships with clients for whom we manage and provide increasingly specialized business operations, such as finance and accounting, IT, applications development and maintenance, helpdesk services, and HR. We not only maintain key business functions for clients, we constantly seek to improve them to help our clients move ahead of the competition. Job Description The Healthcare Capture Lead will create and manage sales campaigns for top opportunities in the private Health sectors (payers and providers) and will be responsible for driving day-to-day campaign management, with emphasis on value proposition development, Client targeting, opportunity qualification, win strategy definition/execution, proposal development, orals presentation, and support of contract negotiations. The successful candidate will apply Accenture's corporate strategies, client service group priorities, and formal sales campaign management processes to secure new contracts and deliver sales that meet or exceed financial goals within acceptable risk parameters. Key Responsibilities: * Develops high level large-scale outsourcing value propositions for target clients * Drives sales campaign and ensures involvement of senior Accenture executives to develop winning, compelling and compliant win strategies and proposals * Develops capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward with minimal oversight * Creates client communications strategies/messages, defines customer contact strategy and establishes/manages customer call plan * Ensures capture strategy and proposal activities are compliant with internal controls; accountable for ensuring corporate and internal reviews are conducted * Demonstrates understanding and appropriate application of Accenture's formal sales campaign management methodologies and utilizes corporate knowledge repositories, sales/campaign support personnel, and best practices * Works with Accenture, teaming partner, subcontractor, third party and Subject Matter Expert (SME) resources to develop a winning solution that appropriately balances and integrates technologies, processes, delivery organizational structure, staffing, schedules, pricing and incentives * Leads Win Strategies, Black Hats and other strategic opportunity events, as appropriate * Develops profile of competitor's win strategy and recommendations for competing against those approaches, as appropriate * Identifies, negotiates and manages relationships with teaming partners, subcontractors, third parties and Subject Matter Experts (SMEs) * Collaborates on the writing of compelling Executive Summaries for the top opportunities * Supports client delivery and business development teams in building relationships with client decision makers and key influencers; shapes opportunities within client and Accenture procurement policies and guidelines * Manages interfaces with Business Development, Legal, Contracting, Human Resources, Recruiting, Marketing, and other internal organizations * Facilitates corporate reviews for non-Capital Committee deals; creates presentation for and leads Stage Reviews and obtains necessary approvals * Maintains opportunity data in SAP Opportunity Management (OM) * Coordinates with the Proposal Manager, who manages the proposal development effort and proposal submission * Promotes a smooth transition from Sales Team leadership to Delivery Team ownership * Promotes the development of a high performing sales and capture team through contributions to continuous improvement activities * Coaches designated Client Sales Directors for opportunities not directly supported by the Sales Team * Adheres to Accenture's Core Values and Code of Business Ethics Basic Qualifications: * Minimum of three years interfacing and negotiating with CXO senior executives * Minimum five years successful sales experience as a Sales Capture Lead on $35M or larger Commercial and/or Health outsourcing programs; commensurate experience with relevant sales processes, procedures, and contracts * Minimum five years experience in Outsourcing Services (BPO, AO, IO) and markets including knowledge of competitive offerings * Minimum of six years direct sales with a quota Preferred Qualifications: * Minimum of three years experience selling outsourcing services in: F&A, Marketing & Sales, CRM, Supply Chain * Minimum of three years experience in conceptualizing, planning, and implementing new products or services for a large business entity * Minimum of four years project management experience * Minimum of three years experience with operations delivery Professional Qualifications: * High energy level, sense of urgency, decisiveness and ability to work well under pressure * Strong facilitation and communication skills - both written and verbal * Proven record as a team player * Professional of unquestionable integrity, credibility and character * Strong leadership, problem solving, and decision making abilities Ability to travel up to 80% Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration. Applicants for employment in the U.S. must possess work authorization which does not require now or in the future sponsorship by the employer for a visa. Accenture is an Equal Opportunity Employer.
• Post ID: 36329753 newyork