Job Abstract

T he 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 Associates. 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 Vice President of US Domestic Growth you will serve as a senior leader driving and managing business development and market strategy in both Abt’s Domestic business. You will manage a team of business development executives, and capture managers to accelerate sales growth and drive Abt visibility and reputational capital globally, including supporting market/competitive assessment activities. As a mentor/player-coach, you will build, mature, enhance, and professionalize business development processes and behaviors both within your business development team and Abt’s Domestic business line. To successfully drive Abt’s growth, you will have superlative U.S. Federal sales and business development leadership and client relationship development experience. You will partner with key business leaders and other growth-focused team members to identify and win high priority business opportunities. These opportunities will include new opportunities with existing clients as well as new opportunities with new clients. To lead the strategic growth function, you will have a strong network consisting of Federal clients and teaming partners. You will use that network to help Abt build/expand client relationships, build relationships with key partners, provide input into develop winning bid strategies, and energize our go to market efforts.

As a key strategic leader, you will work closely with the Chief Growth Officer (CGO) and US Domestic leadership to define and align sales/business development strategies, resources, activities, and initiatives to the company’s strategic growth agenda (i.e., develop growth strategies in target markets, test markets/white space areas). For continued success, you will regularly engage with capability (horizontal) leadership, marketing, and other departmental areas to maximize sales effectiveness.

Core Responsibilities:

• Overall leadership and management of Domestic Business Development and Capture Team, including:

• Recruiting and developing business development executives and capture managers for Abt’s Domestic Businesses

• Mentoring, motivating and training your team to achieve strong client relationship development and sales results

• Defining Business Development sales targets, goals, objectives

• Oversee and enhance effectiveness of Business Development Executives – especially in relation to client relationship development, pipeline expansion and qualification, and early capture support.

• Planning, organizing, leading sales growth in target, test, and white-space markets and associated accounts, collaborating with Division, Portfolio, and Account Leadership. Key tasks will include:

• Meeting or exceeding sales targets and objectives – aligned with Abt’s corporate strategy, FY sales plan, and overall growth agenda

• Driving the expansion of Abt’s qualified sales pipeline and bid volume, especially opportunities that expand Abt’s digital, equity, technical assistance, and energy/climate footprint and associated revenue

• Working with CGO and Domestic Business Leaders, to develop growth strategies in target/test markets.

• Leading/supporting growth strategy development, market/competitive intel development – including investigatory/discovery related activities in white space markets/accounts

• Identify and drive development of differentiated service and value proposition opportunities

• Working with business leadership to develop client account plans

• Liaising with key stakeholders and partners across Abt to align solution, capabilities, campaigns, and other support to growth strategies and agenda

• Driving cross-sell opportunities within/across accounts

• Lead and orchestrate demand generation campaigns, activities, and efforts across accounts

• As Leader/Player-Coach, maintain, cultivate, and develop relationships with current and potential clients as well as potential teaming partners to advance targeted pursuits as well as build Abt positioning in new areas. This would include:

• Regular and ongoing engagement with government leadership, program office, contracting office personnel

• Industry events and industry associations engagement

• Leading and orchestrating strategic partnering conversations as well as strategic partnering initiatives

• Drive and enhance Abt’s brand presence and reputational capital through active client, industry, association engagement and leadership.

• Work closely with Division, Portfolio, and Account leadership to develop, apply and improve strategic marketing and associated lead generation

• Lead/support the maturing of Business Development processes and behaviors including: best practices for client relationship development, capture management, demand generation, solutioning, price to win.

• Lead/support the maturing of sales enablement tools and collateral, including sales engagement collateral, sales/BD battlecards, etc.

• Continuously review client and competitive landscape. Recommend, develop, and implement new and creative approaches to increase Abt win probability.

What We Value:

• Bachelor’s Degree + 15 years of relevant experience, or Master’s Degree + 12 years of relevant experience, or PhD + 10 years of experience; Experience can be substituted for education

• Demonstrated experience applying knowledge of business development activities and initiatives relating to the sale of professional services in the US Federal sector, especially in the areas of Health, Human Services, or Environment.

• Expertise in digital and Federal IT (especially related to data management, analytics, AI, and associated areas) with a proven ability to grow professional services sales in these domains.

• Experience in driving demand generation, pipeline creation and qualification, business development capture, proposal management, client buyer value and win theme definition, teaming and partnering, and competitive positioning.

• Advanced knowledge of Federal procurement and contracting processes

• Track-record of building and managing a sales/business development team

What We Offer:

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

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

This position offers an anticipated annual base salary range of approximately $213,000 to $300,000, and may vary by ten percent depending on candidate geographic location. Salary offers are made based on internal equity and market analysis.

Abt Global is a mission-driven, global leader in research and program implementation in the fields of health, social and environmental policy, and international development. Known for its rigorous approach to solving complex challenges, Abt Global is regularly ranked as one of the top global research firms and one of the international development innovators. The company has multiple offices in the U.S. and program offices in more than 40 countries.

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.