Sales Enablement Proposal Manager, Healthcare (Remote)

The Opportunity

Huron helps its clients drive growth, enhance performance and sustain leadership in the markets they serve. We help healthcare organizations build innovation capabilities and accelerate key growth initiatives, enabling organizations to own the future, instead of being disrupted by it. Together, we empower clients to create sustainable growth, optimize internal processes and deliver better consumer outcomes.

Health systems, hospitals and medical clinics are under immense pressure to improve clinical outcomes and reduce the cost of providing patient care. Investing in new partnerships, clinical services and technology is not enough to create meaningful and substantive change. To succeed long-term, healthcare organizations must empower leaders, clinicians, employees, affiliates and communities to build cultures that foster innovation to achieve the best outcomes for patients.

Joining the Huron team means you’ll help our clients evolve and adapt to the rapidly changing healthcare environment and optimize existing business operations, improve clinical outcomes, create a more consumer-centric healthcare experience, and drive physician, patient and employee engagement across the enterprise.

Join our team as the expert you are now and create your future.

Position Summary

Position Summary

The Growth Enablement Team (GET) consists of sales intake, sales operations, Salesforce, request for proposal (RFP)/proposal development, orals preparation, and sales collateral development to support Huron’s healthcare sales efforts. The GET Sales Enablement team partners with business units (BUs) and sales leads to develop content and collateral, manage proposals, and support orals preparation.

The Sales Enablement Manager acts as a primary resource to support Huron’s healthcare sales pursuits and effectively respond to the needs of our clients. This individual works with BUs and sales teams across Huron’s healthcare, digital, and education practices to lead RFP/proposal development efforts, support orals preparation and presentations, and develop sales collateral. It also supports key internal initiatives (e.g., seller training, content management). This role may or may not have direct reports, depending on the current structure and needs of the Sales Enablement team.

Qualifications

Responsibilities

• Work with opportunity team to assign responsibilities to contributors (e.g., approach, RFP questions, speaking roles)
• Use internal and industry-leading practices to increase the win probability of deals by producing bids that are responsive to client needs and developed through careful capture planning, executed in the bid strategy/plan
• Manage bid through the opportunity life cycle from the earliest stage (e.g., RFI or draft RFP release) to post-proposal submission activities, thereby leading, planning, scheduling, overseeing, and actively participating in bid development for large-scale business opportunities
• Oversee quality control efforts related to content and final appearance of document(s)
• Oversee complex bid development efforts (e.g., RFP/proposal development, orals preparation, sales collateral development)
• Partner with opportunity owner and scope owner to define bid approach, key messages, differentiators, key activities, deliverables, milestones, etc.
• Provide strategic guidance and thought leadership to help elevate response and ensure compliance and alignment to client needs

• Provide strategic guidance and thought leadership to help elevate response and ensure compliance and alignment to client needs. Oversee quality control efforts related to content and final appearance of deliverable(s).
• Provide suggestions/feedback to opportunity team members to elevate response content and graphics to align with industry-leading-practice standards
• Complete high-level/strategy quality oversight (QO) for simple bid development efforts
• Partner with opportunity owner and scope owner to define bid approach, key messages, differentiators, key activities, deliverables, milestones, etc.
• Complete detailed reviews and QO throughout bid development process

• Work with opportunity team to draft executive summary and cover letter, net-new graphics, etc.
• Leverage templates and follow leading-practice proposal writing and graphics standards to achieve desired readability, consistency, and tone
• Interview contributors/SMEs to develop content that aligns with client needs and supports proposed solution
• Provide suggestions/feedback to opportunity team members to elevate response content and graphics to align with industry-leading-practice standards
• Support writing and graphic development efforts as needed (may range from full ownership to quality oversight review)
• Provide writing and graphics training to opportunity team members as needed

• Coach pod team members and focus on their growth and development
• Oversee accuracy of Salesforce cases for pod
• Supervise and lead Sales Enablement team pod
• Supervise bid development activities for the pod

• Own best-in-class content for large capabilities (e.g., care), newer solutions, and net-new content
• Monitor key performance indicators (KPIs) and analyze data trends to identify improvement opportunities
• Oversee annual/quarterly milestone goal completion and participate in goal creation
• Contribute to internal team initiatives and success
• Improve advancement/win rates by evaluating and re-designing processes, approach, coordination, and boilerplate template as needed
• Demonstrate team leadership by setting a positive tone, leading with care, providing supervision and direction to the Sales Enablement team, and asking for help when needed to ensure all key deadlines are met
• Participate in Huron-wide initiatives, acting as GET liaison
• Own engagement-focused and/or customer-facing team roles (e.g., training, engagement)

Position Requirements

This position requires excellent written and verbal communication skills, organizational skills, the ability to think critically, and significant bid management and writing experience. This individual must be deadline- and detail-oriented, able to collaborate across all levels and roles supporting sales efforts, be involved in strategic planning, and maintain market knowledge. In addition, this individual should understand win themes, proposal and orals concepts, and the business development lifecycle.

Technical Knowledge, Skills, Abilities, And Background

• Excellent organizational and managerial skills
• Excellent customer service and tenacity to handle rejection and continue with a positive attitude, despite sales outcomes (i.e., win/loss)
• APMP certification is preferred
• Ability to deliver high-quality work on multiple complex assignments, sometimes with tight deadlines and minimal supervision
• Ability to support a diverse group of internal and external stakeholders and adapt working style to accommodate a variety of personalities and needs
• Commitment to remain current on tools and processes used for bid management
• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Project, Visio) and SharePoint
• Shipley Proposal Management or other formal proposal writing training is preferred
• At least three years of bid development experience (e.g., proposal writing, orals support, collateral development)
• Ability to think strategically and creatively and willing to voice ideas to help improve processes, deliverables, etc.
• Bachelor-level degree is required
• Ability to prioritize workload and make strategic decisions about what to accomplish when faced with competing needs
• Excellent interpersonal and communication skills (both written and oral); demonstrated ability to collaborate with individuals at every level of the organization, across practices, and with varying work styles
• Ability to use standard English writing styles and structures to write complex RFP/proposal responses with minimal oversight. Ability to research and synthesize information from multiple sources (e.g., SMEs, previous proposals, case studies) into a cohesive, easy-to-read, and persuasive final product, adhering to internal and industry-leading practices
• Ability to track win/loss metrics and generate statistics to report on and improve outcomes
• Ability to interview technical, program, and subject matter experts to extract critical themes and discriminators to include in bids
• Drive to become a “knowledgeable expert” on Huron’s healthcare offerings and provide recommendations/ideas to the opportunity team related to presentation, structure, organization of materials, etc.
• Experience with Adobe Acrobat Creative Suite and Salesforce preferred
• Healthcare consulting experience that can be leveraged for content development is preferred
• Ability to work well remotely, independently, and as part of a team

The estimated base salary range for this job is $100,000 - $150,000. The range represents a good faith estimate of the range that Huron reasonably expects to pay for this job at the time of the job posting. The actual salary paid to an individual will vary based on multiple factors, including but not limited to specific skills or certifications, years of experience, market changes, and required travel. This job is also eligible to participate in Huron’s annual incentive compensation program, which reflects Huron’s pay for performance philosophy. Inclusive of annual incentive compensation opportunity, the total estimated compensation range for this job is $115,000-187,500. The job is also eligible to participate in Huron’s benefit plans which include medical, dental and vision coverage and other wellness programs. The salary range information provided is in accordance with applicable state and local laws regarding salary transparency that are currently in effect and may be implemented in the future.

Posting Category

Healthcare

Opportunity Type

Regular

Country

United States of America