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Manatt, Phelps & Phillips, LLP · 2 weeks ago

Client Development Senior Manager - State and Local Government Health

Los Angeles, CA

Full-time

Hybrid

Senior Level

$170K/yr - $187K/yr

7+ years exp

Manatt, Phelps & Phillips, LLP is a multidisciplinary national professional services firm known for quality and commitment to clients. The Client Development Senior Manager will work with the State Health and Business Development teams to identify and manage business development opportunities with state and local procurement offices, focusing on health care-related procurements.

Law Practice

Responsibilities

Support the development and execution of strategic and tactical business development plans to drive profitable revenue growth over a 1-3+ year horizon

Identify and cultivate relationships with key decision-makers in state procurement offices, state governmental and quasi-governmental agencies and entities, and public institutions, to drive growth within assigned accounts

Maintain robust tracking via CRM of relationship building activities with decision makers and influencers in state governmental and quasi-governmental agencies and entities

Drive and manage opportunities from identification to qualification, proposal, and close

Partner with the State Health leadership team to shape business development strategies, strengthen the pipeline, and drive profitable growth

Conduct market research and competitive analysis to inform business development strategies

Collaborate with the Manatt Health and firmwide business development, marketing and communications leadership teams to ensure State Health experience and capabilities are leveraged in proposals and other marketing and business development activities

Provide regular updates and insights on state priorities, procurement activity, and legislative or policy developments to State Health leadership

Support the State Health and business development teams in building and sustaining relationships with state and local health government state procurement offices, including with contract managers and chief procurement officers

Sustain key client relationships via partnership with engagement management teams throughout the opportunity and engagement lifecycle, ensuring consistent client impact and satisfaction

Build and share relationship maps with key stakeholders for increased relationship building

Facilitate quarterly meetings with the State Health business group leaders, as well as Manatt Health and Firmwide leadership to align business development plans and progress

Maintain accurate accounts of client interactions and feedback in a CRM

Work closely with professionals and business professionals alike, including the broader marketing and business development, competitive intelligence, risk management, engagement management, and practice management teams to seamlessly support client engagements

Liaise with State Government Health proposal teams to develop winning strategies and solutions

Work closely with Manatt Health leadership to ensure consistent execution of business development strategy and pursuits across priority accounts

Contribute to go/no-go decisions, balancing financial, competitive, and performance risk

Promote a culture of collaboration, knowledge sharing, and continuous improvement across the team

Leverage deep understanding of Manatt’s Health services and offerings to be able to articulate in proposals tailored solutions addressing client needs

Represent Manatt at conferences, policy forums, and external events in support of business development efforts and client relationship management

Understand the health industry and competitive landscape to differentiate Manatt Health offerings effectively at the state and local government levels

Monitor and report on industry trends, policy changes, and competitor activities to inform firm strategy

Maintain accurate and timely client, pipeline, and forecasting data aligned with state budget and procurement cycles

Anticipate re-procurement opportunities and develop strategies to retain and expand work

Ensure compliance with all legal and regulatory requirements in the pursuit and execution of client engagements

Prepare regular business development reports and insights for Manatt Health leadership on business development activities, challenges and opportunities within states

Qualification

State health procurementBusiness development strategyCRM software proficiencySales support experienceData analytics toolsState health policy knowledgeMicrosoft Office proficiencyInterpersonal skillsProject management skillsTeam leadershipDetail orientedCommunication skills

Required

7-10 years' experience in business consulting, accounting or legal firms, in sales support, client management and/or business development roles, focused on state and local government clients

Minimum of a bachelor's degree in marketing, public health, law, business administration or similarly relevant fields

Strong understanding of state health care policy and funding mechanisms

Expertise in the state health proposal process

Excellent spoken, written communication, interpersonal, and relationship-building skills

Experience with CRM software and data analytics tools, particularly Salesforce, HubSpot and ClientSense

Forward-thinking, results-oriented, deliverables-driven strategic thinker and self-starter with the ability to balance long-term strategic vision and effective day-to-day execution

Technologically savvy with demonstrated proficiency with the Microsoft Office suite, including Excel, PowerPoint and Word

Superb project and process management skills with the consistent ability to meet deadlines

Experienced team leader with demonstrated success driving high-performance collaboration

A team player who brings positive, can-do energy to their role and the team

Extremely detail oriented and a strong sense of accountability and ownership in their work product

Availability to work in-office three days per week (Tuesday, Wednesday and Thursday) and more as needed; willingness to work overtime and weekends as needed