Client Development Senior Manager

With eleven offices across the United States, 500+ professionals and 350+ business professionals, Manatt, Phelps & Phillips LLP is a multidisciplinary, integrated national professional services firm known for quality and an extraordinary commitment to clients. The firm’s groundbreaking approach—bringing together legal services, advocacy and business strategy—differentiates Manatt from its competitors and positions the firm to provide a compelling value proposition.

The Opportunity

As its nationally recognized State Health Transformation team continues to grow, Manatt seeks a business development professional with experience in state and local government-issued health care related procurements and other contracting opportunities, particularly in researching, tracking and pursuing health care opportunities. The ideal candidate will have knowledge and familiarity with state and local government health procurement offices and their processes.

The Client Development Senior Manager – State and Local Government Health will work closely with the State Health and Business Development teams to identify, track and manage business development opportunities and relationships with state and local procurement offices and procuring state health agencies.

Reporting to the Director of Business Development and collaborating with the wider Business Development, Marketing and Communications team, this role contributes to advancing strategic objectives and supporting various marketing and business development activities.

Key Responsibilities:

Business Development and Sales:

• 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:

• Support the State Health and business development teams in building and sustaining relationships with state and local health government state procurement offices, including with contract managers and chief procurement officers.
• 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.

Qualifications

• 7-10 years’ experience in business consulting, accounting or legal firms, in sales support, client management and/or business development roles, focused on state and local government clients.
• Minimum of a bachelor’s degree in marketing, public health, law, business administration or similarly relevant fields.
• Experience working with state and local procurement offices preferred.
• Strong understanding of state health care policy and funding mechanisms.
• Expertise in the state health proposal process.
• Excellent spoken, written communication, interpersonal, and relationship-building skills.
• Experience with CRM software and data analytics tools, particularly Salesforce, HubSpot and ClientSense
• Forward-thinking, results-oriented, deliverables-driven strategic thinker and self-starter with the ability to balance long-term strategic vision and effective day-to-day execution.
• Technologically savvy with demonstrated proficiency with the Microsoft Office suite, including Excel, PowerPoint and Word.
• Superb project and process management skills with the consistent ability to meet deadlines.
• Experienced team leader with demonstrated success driving high-performance collaboration.
• A team player who brings positive, can-do energy to their role and the team.
• Extremely detail oriented and a strong sense of accountability and ownership in their work product.
• Availability to work in-office three days per week (Tuesday, Wednesday and Thursday) and more as needed; willingness to work overtime and weekends as needed. 

The base annual pay range for this role is between $170,000-$187,000. The base pay to be offered will vary and depend on skills and qualifications, experience, location.  A full range of medical, financial and/or other benefits dependent on the position will also be offered.

EEO/AA EMPLOYER/Veterans/Disabled

Manatt is an equal opportunity employer, dedicated to a policy of non-discrimination in employment on any basis including race, color, physical or mental disability, religion, creed, national origin, citizenship status, ancestry, sex or gender (including gender identity, gender expression, status as a transgender or transsexual individual, pregnancy, childbirth, or related medical conditions), age (over 40), genetic information, past, current, or prospective service in the uniformed services, sexual orientation, political activity or affiliation, genetic or and any other protected classes or characteristic protected under applicable federal, state, or local law. Consistent with the American Disabilities Act, applicants may request accommodations needed to participate in the application process.

This employer will provide the Social Security Administration  (SSA) and, if necessary, the Department of Homeland Security  (DHS), with information from each new employee’s Form I-9 to confirm work authorization.

IMPORTANT: If the Government cannot confirm that you are authorized to work, this employer is required to provide you written instructions and an opportunity to contact SSA and/or DHS before taking  adverse action against you, including terminating your employment. 

Employers may not use E-Verify to pre-screen job applicants or  to re-verify current employees and may not limit or influence the  choice of documents presented for use on the Form I-9. In order to determine whether Form I-9 documentation is valid,  this employer uses E-Verify’s photo screening tool to match the photograph appearing on some permanent resident and employment authorization cards with the official U.S. Citizenship and Immigration Services’ (USCIS) photograph. If you believe that your employer has violated its responsibilities under this program or has discriminated against you during the verification process based upon your national origin or citizenship status, please call the Office of Special Counsel at 1-800-255-7688 (TDD: 1-800-237-2515).