Senior Account Executive - Department of Defense (DoD)

Job Description

RTI is recruiting for a Senior Account Executive, in support of the Depertment of Defense (DoD) customer space. This individual will work across larger teams in a collaborative manner, in a client-centric approach to help better align RTI with our customers focus in mind, for today as well as the future.
The Senior Account Executive will be developing and leading client account management, specifically within the DoD and its subordinate agencies. This role will support research teams by leading business expansion strategy and managing DoD client relationships and accounts. This role will show a strong understanding of the DoD structure and various funding mechanisms; identify key organizational contacts, as well as potential funding opportunities for the institute.

Responsibilities to include, but not be limited to:

• Develop a growth strategy for business with the DoD and its subordinate agencies (Review budgets, plans, pronouncements, pipelines and craft a plan to grow RTI market share. Identify key metrics and long-range financial forecast and the investments needed to achieve it)
• Leads the activities of business development staff and less senior business development professionals
• Build and maintain strong working relationships with research staff, understanding key technical capabilities and how they align with client needs
• Partners with internal cross-functional teams to understand client goals and key performance metrics and exceed those goals
• Generate sales among client accounts, including upselling and cross-selling
• Operates as the point of contact for assigned customers; drives client retention and satisfaction
• Represents the business at client meetings and at professional/association and scientific meetings and conferences; interacts with client groups
• Engage with internal government relations and executive-level strategy teams for market assessment, competitor assessment
• Participate in opportunity capture planning and proposal review
• Develops and supports the external scientific and professional reputation of the organization through individual professional activities or by directing staff activities
• Manage client activity with client relationship management tools for maximum efficiency and visibility, with carefully executed follow-up to closure on open issues

Required Education/Requirements:

• PhD degree and 15 years’ overall experience with military health and readiness research portfolio
• 10+ years’ experience in Portfolio/Account Management
• Proven ability to communicate with agency stakeholders, policymakers, and key decision makers at various levels within the DoD and subordinate agencies
• Deep knowledge of DoD organizational structure, subordinate agencies, preferred funding mechanisms and vehicles

Skills, Knowledge & Abilities desired

• Dynamic personality able to effectively engage and influence a variety of audiences at multiple levels
• Demonstrated ability to work collaboratively with all levels of internal and external organizations
• Focus on relationships; ability to gain trust through communication, expectation setting and completion of planned deliverables
• Business acumen, sound decision making, analytical and organizational skills in a changing environment; consultative approach to managing complex client relationships
• Project, program, and portfolio management experience; knowledge of key concepts including phases, plans, deliverables, scope and tasks
• Demonstrated ability to prioritize multiple responsibilities
• Passion for business development – always thinking of ways to improve/grow assigned clients
• Working knowledge and experience with contracts and contract negotiations
• Demonstrated ability to work independently and remain motivated