Sales Capture Lead - Healthcare: Must live near major US airport

Entire Hire; Glasgow; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading staffing agency is looking for a Sales Capture Lead to manage campaigns in the healthcare sector. This role emphasizes driving sales strategies and managing client relations while ensuring compliance with corporate processes. The ideal candidate has a minimum of five years of successful sales experience and the ability to interface with senior executives. Experience in outsourcing services is preferred, alongside strong leadership and communication skills. This position requires up to 80% travel.

Qualifications

• Minimum of three years interfacing with CXO senior executives.
• Five years successful sales experience on $35M or larger programs.
• Experience in Outsourcing Services and competitive offerings.
• Direct sales experience with a quota for at least six years.

Responsibilities

• Manage sales campaigns for healthcare sectors.
• Develop value propositions and client strategies.
• Ensure compliance with corporate review processes.
• Lead strategic opportunity events and proposals.

Skills

Negotiating with CXO executives

Sales experience in outsourcing services

Strong communication skills

Leadership abilities

Job description

Sales Capture Lead - Healthcare: Must live near major US airport

• Full-time

What We Do WITH Employers

We offer Permanent and Executive Search staffing. Serving a broad spectrum of industries and have candidates that are qualified in their fields. We are able to meet the most diverse staffing requirements. All our consultants have been in your "corporate hiring" shoes with a mix of agency background". Exceptional recruiters always find the right "fit" regardless of the role they are working on.

Our qualified candidates assume positions covering a wide range of employment areas: Office Administration, Accounting, Engineering, Finance, Customer Service, Call Centre, Human Resources, Information Technology, Sales & Marketing, Logistics, Pharmaceutical, Medical, Legal, Bilingual Services, Retail and Management & Executive Search.

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, oral presentation, and support of contract negotiations. The successful candidate will apply CLIENT'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 CLIENT 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 CLIENT's formal sales campaign management methodologies and utilizes corporate knowledge repositories, sales/campaign support personnel, and best practices
• Works with CLIENT, 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 CLIENT 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 CLIENT'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%

No Phone Calls/Emails etc please those chosen for an interview will be contacted

We look forward to receiving your application!
All your information will be kept confidential according to EEO guidelines.