Market Engagement Manager - Client Solutions Practice

at  Avalere Health

ABOUT AVALERE HEALTH

Established in 2001, Avalere Health is a purposefully built commercialization partner for the biopharmaceutical, medical technology, and wellness industries.
Our 1,500+ experts combine their knowledge and expertise across our core disciplines — Consulting; Medical; Policy; Value, Evidence, and Access; Marketing; and Digital Experience Technology — to create the connections that make better health happen.
Avalere Health partners with its clients to navigate the complex and rapidly changing healthcare ecosystem. Together, our experts help clients connect patients with life-changing therapies, realizing the potential of strategies and solutions to accelerate innovation that improves lives.
We live and breathe our five values in everything we do: We are authentic. We act with integrity. We value difference. We play for the team. We enjoy the journey. At Avalere Health, we imagine a healthier world and create the connections to make it happen.
We take pride in being part of the Disability Confident Scheme. This helps make sure you can be interviewed fairly if you have a disability, long term health condition, or are neurodiverse. If you’d like to apply and need adjustments made, you can let us know in your application.

ABOUT THE ROLE

Avalere, part of Avalere Health, is a leading healthcare strategic advisory firm focused on the intersection of business strategy, public policy, and patient access. Based in Washington, DC, Avalere works with a diverse range of clients spanning pharmaceuticals, biotech, health plans, government, providers, advocacy and patient groups, and other organizations who seek to improve the healthcare system. Avalere’s experts span 150+ staff drawn from Fortune 500 healthcare companies, the federal government (e.g., CMS, OMB, CBO, Congress), top consultancies, and nonprofits. The firm offers deep substance and perspective on the full range of healthcare business issues.
Avalere is seeking a Market Engagement Manager (MEM) to join our Client Solutions practice, the function that drives sales, business development, and revenue generation activities across the firm. The MEM will equip sales teams with the content, guidance, and training they need to successfully engage buyers, and work collaboratively between sales, marketing, and subject matter experts to increase revenue, shorten the sales cycle, and improve conversion rates along with forecast accuracy.

WHAT YOU’LL DO

• Develop and implement a comprehensive sales enablement strategy that aligns with business goals and objectives.
• Design and maintain sales enablement tools, centralized resources, and content, including playbooks, sales scripts, and presentations.
• Create and administer email outreach campaigns through sales automation tools like, Outreach.io to generate new pipeline.
• Create target lists of new prospects through contact databases like LinkedIn and Zoominfo.com to use in outreach campaigns.
• Collaborate with marketing to ensure alignment of sales and marketing strategies, and to create compelling sales collateral.
• Analyze sales processes and performance data to identify areas for improvement and implement solutions.
• Provide ongoing support to the sales team, including new hire onboarding and continuous education.
• Create, manage, and deliver training programs and materials to improve the effectiveness and efficiency of the sales team.
• Monitor and report on the effectiveness of sales enablement initiatives, using data and feedback to drive continuous improvement.
• Stay current with industry trends, sales techniques, and competitive landscape to ensure the sales team has a competitive edge.
  Key Performance Indicators
• Sales Productivity:
  a. Percentage of Account Executives and Initiatives achieving their sales quotas.
• Sales Cycle Efficiency:
  a. Time taken for new Account Executives and Initiative Leads and Contributors to become fully productive (as measured by on- or off-track progress to goal)
  b. Reduction in the average time to close deals.
• Content Utilization:
  a. Frequency and effectiveness of sales materials being used by the sales team.
  b. Correlation between content usage and sales success (e.g., higher close rates when certain materials are used).
• Account Executive and Initiative Team Feedback
  a. Feedback from sellers on the usefulness and quality of enablement programs and resources.