Client Account Lead - FDA/NIH

The World at Abt

Solving the world’s most pressing issues and improving the quality of life for people worldwide is what we do every day at Abt Global. Creating a more equitable and sustainable world is no small task, but we are driven by big challenges.

We are a team of 3,000+ people in over 50 countries working in unison and focused on the bigger picture. Only by sharing our commitment and energy do we affect change and push the boundaries of what’s possible. We welcome diverse ideas, backgrounds, and viewpoints – joining Abt means access to exceptional thinkers at the top of their game.

To thrive at Abt is to embrace flexibility and freedom. We’ll enable your entrepreneurial spirit to design your work as you deem fit, balancing your work and personal life as needed to optimize personal well-being. Creating a more equitable world starts from within – we look after people around the world, and we’ll do the same for you.

Ready to embrace rewarding and meaningful work? Now’s your chance.

The Opportunity 

As the Client Account Lead- NIH/FDA you will hold a key leadership position within the US Domestic Division and report to the Vice President of Public Health Portfolio. You will manage project leaders and account-aligned senior experts.  Your team is responsible for the cross-functional matrixed management of project delivery and technical staff. You will drive growth through cultivating client relationships, establishing new business opportunities, overseeing project health, and selling all Abt’s capabilities and offerings. To ensure our clients get the best of Abt, you will drive growth in Abt’s 4 core capabilities (research, monitoring, & evaluation; technical assistance and implementation; digital and data services; and equity) into the NIH/FDA account to meet financial targets and position Abt for future growth and greater mission impact.  This includes disseminating client priorities to key internal stakeholders, helping to inform capability roadmaps, prototypes, proofs of concept, marketing campaigns, and talent acquisition and development strategies. Ultimately you will be a key contributor in growing Abt’s mission impact and financial health.

Core Responsibilities 

• Develops and executes the client account plan and develops and implements a growth strategy for the account.
• Accountable for obtaining, representing, and incorporating  voice of the customer (customer pain points, buyer values) considerations into solutioning, win theme development, competitive positioning and price to win activities.
• Consistently and frequently disseminates client intelligence, priorities, satisfaction or dissatisfaction to ensure internal stakeholders are developing and executing on solution roadmaps geared towards solutions, project and technical delivery that leads to achieving and exceeding financial and mission objectives centered around client priorities.
• Drives growth by collaborating with Division, Department and Capability resources to build, maintain, and progress a healthy pipeline of opportunities within the client account. In doing so, delivers a strong book-to-bill ratio, strong re-compete and new business win percentages, and YoY new business growth.
• Develops accurate quarterly financial forecasts for the account and develops and executes plans to correct any variances from the account’s yearly financial plan. 
• Responsible for meeting or exceeding financial targets in the areas of sales, revenue, contract profit and contract margin and develops and executes plans to correct variances in metrics. 
• Acts as, or oversees the activities of, the “Opportunity Owner or Lead” for new pursuits, which may include directly or indirectly supporting capture, bid board, and proposal development activities. Provides input into negotiating the scope, pricing, and resourcing of pursued work.
• Executes client call campaigns, attends in person client meetings, and develops and maintains relationships with current and new client decision makers.
• Develops and expands client relationships through advisory interactions and thought leadership.
• Works with Abt horizontals (i.e., RM&E, TA&I, DDS, and Equity) and departments (e.g., Business Development, MarComm, Contracts) to build sales and marketing plans and pitches, white papers, and targeted campaigns related to salient client needs and topics.
• Manages project management professionals who have responsibility and accountability for project financial health and for leveraging matrixed capabilities to maximize client satisfaction, quality of delivery and business growth. Ensure the team meets project delivery commitments – mission, scope, schedule, deliverable quality- and client expectations.
• Manages account aligned technical and subject matter experts and ensures their contribution to project and proposal activities as well as their individual growth and development.
• Attends key conferences and industry events that are relevant to the client.
• Attends regular management meetings with Portfolio leadership to discuss sales/delivery activity, risks, etc.
• Fosters an environment to elevate and support Abt’s Vision, Mission, Values and Culture and Strategic Priorities.
• Models and reinforces throughout the account Equity, Diversity, Inclusion, Accessibility.

What We Value

• Bachelor’s Degree + Fifteen years of relevant experience, or Master’s Degree + Twelve years of relevant experience, or PhD + Ten years of relevant experience
• 10+ years of progressive experience in client relationship management, technical professional services delivery, and project management in professional services and government or government contracting. 
• Experience working with key clients at NIH and/or FDA for 5+ years.
• Prior experience successfully managing accounts that generated $60M in annual sales and $40M in annual revenue and a proven track record of meeting and exceeding financial goals.
• Deep familiarity with how the US federal government conducts business, along with experience throughout the federal sales cycle to position, win, and grow business.
• Deep familiarity with one or more of the following: Research, Monitoring, and Evaluation; Technical Assistance and Implementation; Digital and Data Services; or Equity.
• Proven track record of management and leadership, including project leadership, and prior experience managing large projects.  
• Strong collaborator with a history of maintaining successful relationships internally and externally. Prior experience working in highly collaborative, matrixed environments is desired.
• Strong ability to bring a blend of business development and operations leadership capabilities to the team.
• Skilled in professional/career development of all members of your team and comfortable providing constructive feedback.
• Passion for Abt’s mission of improving the quality of life and economic well-being of people worldwide.
• Commitment to building an equitable, diverse, and inclusive culture at Abt and incorporating an equity lens into the (insert client account) account.

What We Offer:

We foster an environment where you can Thrive Your Way. Our innovative total rewards programs are designed to help balance your work and personal life. The approach toward your wellbeing centers around comprehensive benefits, flexible schedules, and professional development.

Abt Global is an Affirmative Action/Equal Opportunity employer committed to fostering a diverse workforce. Abt provides market-competitive salaries and comprehensive employee benefits. 

This position offers an anticipated annual base salary range of approximately $140,000 to $220,000, and may vary by ten percent depending on candidate geographic location.  Salary offers are made based on internal equity and market analysis.  

Disclaimer: Abt will never ask candidates for money in exchange for an offer of employment.

#LI-HYBRID #LI-REMOTE #LI-JH1

While working at Abt Global, you’ll be at the forefront of creating better health, environmental sustainability, and social and economic development for people locally and globally. Our health research pioneers contribute to solving some of the world’s most pressing health issues - from infectious diseases such as HIV/AIDS and influenza, to behavioral health matters such as substance use disorders and mental health. Our environment team focuses on the health of the planet, taking on sustainability challenges like the increasing threat of climate change, while generating economic opportunities for people and nations around the world. Uplifting communities with policies and programs is also where our human services and housing and asset building portfolios make an impact. Its contributions—at all government levels—have resulted in better programs on housing, community revitalization, education, workforce development, income security, food assistance, and in support of children, youth, and families. Come help us make the world a more healthy, sustainable, socially and economically equitable place.

At Abt Global, we are committed to creating a lasting culture of equity, diversity and inclusion and recognize that in order to achieve full participation, our practices must be free of prejudice, discrimination, and bias that result in inequitable outcomes. We are actively working to advance equity for everyone, and while we still have much work to do, we know that racial and cultural diversity are an asset to our business and the communities where we live and serve. Our ongoing commitment is focused on creating business practices that advance racial and social equity, investments in community impact programs for the benefit of Black, Indigenous, and people of color (BIPOC), and expand upon project work related to racial equity and social justice.