Sales Enablement Senior Associate

Huron Consulting Services•Chicago, IL

6h•$70,000 - $100,000

About The Position

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: 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 senior associate acts as a primary resource to help develop and manage RFP/proposal responses/orals/collateral for Huron’s healthcare sales pursuits. This individual collaborates across Huron’s healthcare BUs, sales teams, and contributors to develop and manage overall timelines and materials for multiple opportunities at once. Responsibilities include partnering with the opportunity team to manage and write simple RFPs/proposals/orals/collateral with limited oversight, establishing the overall structure for kick-off and review meetings, developing timelines to meet deadlines, contributing to writing/content development efforts, managing all involved parties to meet established deadlines, and escalating risks/barriers as appropriate. This position helps drive standardization across Huron’s healthcare RFP/orals/collateral development and client deliverables.

Requirements

This position requires excellent written and verbal communication skills, organizational skills, the ability to think critically, and previous proposal/orals/collateral management experience.
This individual must be deadline- and detail-oriented, able to collaborate across all levels and roles supporting proposal/orals/collateral efforts, be involved in strategic planning, and maintain market knowledge.
In addition, this individual should understand win themes, proposal/orals concepts, and the business development lifecycle.
Minimum of one year experience managing, writing, and coordinating proposals/orals/collateral is required
Ability to use standard English writing styles and structures to write RFP/proposal responses with minimal oversight while adhering to internal and industry-leading practices
Ability to research and synthesize information from multiple sources (e.g., subject matter experts, previous proposals, case studies) into a cohesive, easy-to-read, and persuasive final product
Excellent interpersonal and communication skills (both written and oral) with a demonstrated ability to collaborate with individuals at every level of the organization, across practices, and with varying work styles
Excellent organizational and managerial skills
Ability to prioritize workload and to make strategic decisions about what to accomplish when faced with competing needs
Ability to think creatively and be willing to voice ideas to help improve processes, deliverables, etc.
Excellent customer service and tenacity to handle rejection and continue with a positive attitude, despite RFP/proposal/orals outcomes
Ability to deliver high-quality work on multiple complex assignments, sometimes with tight deadlines and minimal supervision
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.
Ability to track win/loss metrics on proposals/orals and generate statistics to report on and improve outcomes
Commitment to remain current on tools and processes used for proposal/orals presentations management
Ability to work well remotely and independently as well as part of a team
Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint, Project, Visio) and SharePoint
Bachelor-level degree is required
Previous healthcare industry experience (commercial or federal is preferred)

Nice To Haves

Shipley Proposal Management or other formal proposal writing training is preferred
APMP certification is preferred
Experience with Adobe Acrobat Creative Suite and Salesforce is preferred

Responsibilities

Write simple RFPs/proposals/orals/collateral with limited oversight
Partner with opportunity owner and solution architect to define RFP/proposal/orals approach, key messages, differentiators, key activities, deliverables, milestones, etc.
Gather information by interviewing contributors/SMEs to develop content that aligns with client needs and supports the proposed solution
Provide writing training to opportunity team members
Provide suggestions/feedback to opportunity team members to elevate response answers and content to align with industry-leading-practice standards
Leverage templates and follow leading-practice proposal/orals writing standards to achieve desired readability, consistency, and tone
Independently complete responsiveness and compliance checks to ensure content aligns with client needs and proposal/orals presentation strategy
Lead RFP/proposal/orals/collateral management efforts to support the preparation of multiple opportunities simultaneously by:
Completing kick-off tasks (e.g., developing the overall RFP/proposal/orals development plan, coordinating with all key stakeholders and contributors, scheduling necessary meetings, developing initial RFP/proposal/orals outlines, gathering supporting content).
Fulfilling all administrative aspects of proposal/orals/collateral development (e.g., coordinating schedules, directing submission of the final proposal/orals presentation).
Managing RFP/proposal/orals presentation development proactively and maintaining real-time development status of all text and graphics.
Recognizing/addressing risks timely and escalating as appropriate.
Coordinating with internal business units (e.g., legal) independently.
Writing specific sections of RFP/proposal/orals presentation without oversight.
Promoting Huron-adopted industry-leading practices and proposal/orals presentation/collateral development procedures.
Facilitating opportunity status meetings including, but not limited to, kick-off meetings, proposal/orals/collateral review meetings, and content writer interviews.
Completing compliance checks to ensure adherence to RFP requirements.
Facilitating approval, sign-off, and delivery to the client by the specified deadline.
Communicating expectations clearly and timely to team members and stakeholders.
Contribute to internal team initiatives and success by:
Leading team-wide initiatives with oversight; creating and owning action items for annual/quarterly goals.
Remaining current with Huron’s solutions, products, and messaging to ensure our competitive advantage is clearly communicated and understood in client-facing materials.
Owning best-in-class content for 1-2 capabilities.
Tracking milestones and performance, specifically to analyze the successful completion of short- and long-term goals and deliverables.
Serving as a mentor and training resource for associates/analysts and new team members.
Assisting with employee engagement/rounding/team feedback.
Owning Salesforce cases and maintaining accuracy.
Mentoring and/or supervising other members of the team.