Military Health and VA Growth Lead (Business Development)

Overview

LMI is a growing consulting firm with a 60-year history dedicated to advancing the management of government. Our clients value our specialized services and objective advice in logistics, management advisory services, advanced analytics, and digital services supporting the federal government. We believe government can make a difference, and we seek talented, hardworking people who share that conviction. We offer competitive salary, a merit-based bonus structure, and a generous benefits package designed to promote work-life balance and a focus on continued development.

LMI is seeking a Growth Lead for Military Health and Veterans Affairs with a demonstrated track record of identifying, qualifying, and winning opportunities. This position will report to the Vice President of Growth of the Health and Civilian Market (HCM).

Responsibilities

The Growth Lead for Military Health and Veterans Affairs will be the primary business development professional focused on growing LMI’s portfolio in military health and veterans affairs, to include the Department of Veterans Affairs (VA) and the Defense Health Agency (DHA) and other elements of the Military Health System. This role will identify and qualify a high-quality pipeline of opportunities with these agencies that reflects LMI’s overall growth strategy and an account-specific growth strategy, as well as support capture activities by bringing the “voice of the customer” and customer-specific context into all elements of our offered solution. This role will work in a highly collaborative, matrixed operating model of markets and growth, service lines and technology, and enterprise services. The Growth Lead provides strategy and insights on the future of veteran-serving and military health missions in government and thought leadership on LMI’s opportunities within this submarket.

Specific activities include:

• Conducting thorough research on industry trends, competitor landscape, and potential customer segments to identify new market opportunities.
• Identifying and cultivating strategic partnerships to expand market reach and access new customer segments
• Establishing and nurturing strong relationships with key decision-makers at prospective clients and partners.

• Continually senses, researches, engages in, and assesses the military health and veterans affairs market and communicates market intelligence back to LMI stakeholders to inform our solutions, investments, priorities, and opportunity selection.

• Identifies and prioritizes targets of opportunity for LMI within military health and veterans affairs.

• Identifies and qualifies a VA and military health pipeline that aligns with our strategic vision for growth at these agencies.

• Collaborates, communicates, and coordinates with all parts of LMI’s matrixed organization (e.g., market leadership, service lines, technology, capture and proposal, marketing, workforce management, etc.) to position for and capture opportunities.

• Designs, develops, and implements account plans (to articulate and generate consensus for strategic vision, action plan, competitive intelligence, investments, business case, etc.) within the military health and veterans affairs portfolio.
• Develops and implements call plans to engage customers to identify and shape opportunities.
• Supports capture and proposal efforts to maintain continuity across the business development lifecycle, enhancing the ability to win as opportunities pass from qualification into capture and proposal.

Qualifications

Minimum Qualifications

• A strong record of business results in the military health and veterans affairs consulting space
• 5 years performing business development (sales, marketing, capture, proposal) activities, with emphasis in military health and veterans affairs accounts. Candidates with fewer years of experience will be considered if they demonstrate a strong record of results in the military health and veterans affairs space
• Familiarity with domains of key interest in the military health and veterans affairs space, including medical readiness, medical logistics, operational medicine, R&D, supply chain management, IT modernization, CX/UX, organizational transformation, talent management, agile acquisition, etc.
• Deep understanding of and trusted professional relationships with key military health and veterans affairs clients and stakeholders
• Travel requirements—local and non-local, with emphasis on VA and DHA headquarters in DC and Falls Church, VA; San Antonio, TX; Fort Detrick, MD; and other locations within the National Capital Region. Travel will be 25- 50% of the time.

Desired Qualifications

• Specialized training in business development
• Strong relationships within the VBA preferred
• Project management experience, expertise, and/or certification