Client Development Senior Manager - State and Local Government Health

Key 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.

Client Relationship Management

• 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.

Leadership and Collaboration

• 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.

Industry Knowledge

• 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.

Operational Excellence

• 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.