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Business Development Director
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Business Development Executive
4 months ago
TurningPoint is a leader in delivering cost-effective and timely federal government healthcare solutions. Our proven track record of successfully delivering these solutions to government customers includes departments and agencies within the Department of Health and Human Services (HHS), Department of Veterans Affairs (VA), Social Security Administration (SSA), and Defense Health Agency (DHA). We are looking to hire a business development executive who can champion and assist us in achieving our growth objectives. Backed by our highly skilled proposal, solutioning, and delivery teams, you will play a pivotal role in securing lucrative contracts and growing company revenue while directly engaging with TurningPoint customers, prospects, and senior TurningPoint leadership.Salary and Benefits:High base salary plus a generous bonus and commission plan with NO CAP on earnings potential. Our compensation model includes residual commissions on long-term deals. We offer a more lucrative compensation model than available at most government systems integrators. Great benefits package including paid time off, 100% company paid medical, dental, life, disability and vision benefits, as well as growth opportunities and other perks.Principal Responsibilities:Sales ManagementResponsible for identifying, qualifying, advancing, and closing new business through the performance of the following activities. Lead and participate in sales presentations and follow-on educational activities with prospects.Leverage pre-existing account and partner relationships to gain client insight into upcoming procurements that lead to a competitive advantage;Develop new account relationships through personal outreach, webinar participation, and attendance at industry outreach events.Engage with TurningPoint executive leadership in a collaborative decision-making process to identify the best opportunities for the company to pursue.Establish an overall account management plan and identify and execute discrete actions required to win new work. Manage and coordinate every aspect of specific sales opportunities while meeting milestone dates;Must be capable of succeeding in a complex sales environment involving various aspects of understanding an agency's business and technical objectives on programs involving systems integration, ancillary healthcare services, and partnering. Must be able to actively participate in internal bid and proposal processes through intelligent capture decision-making, key partnering, and teaming discussions/workshare negotiations, Must be willing to assist in proposal activities by serving as a key member of a proposal color team, helping define win themes, editing as required, and recommending improvements to proposals prior to submission.Business Volumes - Pipeline/QuotaThe business development executive is required to generate a solid pipeline and to sell within the prescribed performance period.Opportunity Tracking The business development executive is required to enter and record all sales activity into Salesforce.com (SFDC). The Sales Lead keeps the opportunity record up-to-date throughout the sales cycle, including stage, key dates, and deal size.Solutions DevelopmentThe business development executive will contribute to the development of solutions being proposed to prospects by recommending key win strategies that will be well-received by the prospective client. The business development executive plays a crucial role in clearly explaining TurningPoint's value proposition, pricing, and competitive advantage as the solution is developed and proposed.Position Requirements:A minimum of 10 years of demonstrable success selling complex software and consulting solutions in Healthcare Market for the assigned territories.An undergraduate degree in marketing, business, or information technology is preferred.Leverage excellent relationships and the unique understanding of the federal healthcare mission specific to departments, agencies, systems, and procurement approaches.Maintain responsibility for executing client call plans, development, delivery, and presentation of concept papers, client briefings.Proficiency in the sales stage gate review process. Awareness of the Miller-Heiman sales processes and account/territory planning is desired but not mandatory.Proficiency in solution selling and running complex sales cycles.Strong interpersonal skills and presentation skillsWriting skills and editing skills that can assist in color team reviews of proposalsTurning Point Global Solutions is a growing information technology services company that caters to federal, state, and local government organizations as well as commercial clients.At Turning Point Global Solutions, our heritage of innovation and strong software engineering and services capabilities enables us to provide a full suite of mission-critical solutions in a timely and cost-effective manner. The high level of customer satisfaction with our solutions is exemplified by our consistently winning incumbent contracts (recompetes) and long-term customer relationships. We take pride in our reputation of predictability, dependability and corporate decision-making that delivers meaningful results and preserves the longevity of our client partnerships. Founded in 2002, we are privately funded and debt free. TurningPoint Software Engineering process is independently appraised at CMMI Maturity Level 5 for development and CMMI Maturity Level 3 for services. TurningPoint provides excellent career opportunities for talented professionals and offers a competitive compensation and benefits package. At TurningPoint, we foster an environment that encourages teamwork, creativity, and recognition. TurningPoint is an Equal Employment Opportunity employer.All qualified applicants are considered for employment without any discrimination due to their race, gender, religion, age, marital status, national origin, disability, sexual orientation or any other characteristic protected by Federal, state, or local law. This policy extends to all aspects of employment with TurningPoint, including, but not limited to, recruitment, hiring decisions, assignment, advancement, compensation, benefits, retention, and termination.
