Sales Executive – Government & Public Services – Federal Health Care - Clinical/Research & Development

Business Development & Sales | GPS Client Excellence
Same job available in 4 locations

Alexandria, Virginia, United States

McLean, Virginia, United States

Rosslyn, Virginia, United States

Washington, District of Columbia, United States

Position Summary

Deloitte has significant clinical R&D presence within Commercial and Federal agencies but is looking to grow its footprint within the Department of Defense (DOD) and National Institutes of Health (NIH). Deloitte has assets and expertise in this space that make the firm well positioned to grow and must build relationships and credibility within these agencies.

We wish to hire a sales executive with a mature understanding of Federal clinical R&D strategy and operations, and who ideally has existing client relationships with DOD and / or NIH clinical R&D agencies. The ideal candidate must have knowledge and experience selling clinical R&D and translational medicine support services to DOD and / or NIH clients.

Job Responsibilities

The sales executive will drive new business for Deloitte’s Federal clinical R&D work. The SE will strategically collaborate with Account, Practice leadership, and directly with our clients to position and sell these offerings. Specific responsibilities include:

  • Develop leads, cultivate a targeted list of prospects and lead sales efforts within a targeted set of states working closely with Account and Practice leaders
  • Develop relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy 
  • Understand the competitive landscape and client needs in order to effectively position Deloitte’s consulting services
  • Identify and influence key decision-makers at all levels within the client organization
  • Assist account teams and practice leaders with qualifying, pursuing and closing opportunities
  • Play a leadership role/drive pursuits and contribute to the development of proposals and coach the team through orals preparation.
  • Represent Deloitte by spending time in the field, and at conferences/policy forums
  • Develop strategic and tactical plans to meet or exceed sales objectives
  • Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team

The ideal candidate will have a significant level of Federal clinical R&D or similar business development and executive relationship experience with a proven track record in selling consulting services. The candidate will understand how to develop go-to-market plan that targets the clinical R&D consumer. The candidate will understand the professional service delivery process and ideally will have experience delivering engagements at some point within their career. Candidates should have a minimum of 5-10 years of relevant experience.

Required Experience and Qualifications

  • 5-10 years of experience as a named account executive and/or business development manager serving State and Local clients
  • General R&D background (in government, commercial life sciences, etc…) – can quickly come up to speed on and communicate Deloitte’s assets / capabilities and convey value to potential clients
  • Experience and a track record of success in commercial or federal clinical R&D sales
  • Experience selling or delivering within Human and/or Animal research protocols
  • Experience establishing and/or working within an Institutional Review Board (IRB)
  • Experience selling for or delivering in a Clinical Research Organization
  • Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
  • Proven ability to develop and secure relationships at all levels within a client organization
  • Ability to integrate, influence, and collaborate with cross-functional teams in client pursuits
  • Bring executive presence, poise and a commitment to superior quality in all aspects of work
  • Ability to travel 50-70%, on average, based on the work you do and the clients and industries/sectors you serve
  • Master’s level or higher


  • Experience in both DOD and NIH clinical R&D
  • (Preferred) Relationships with DOD / Federal Health clinical R&D leadership
  • Experience and a track record of success in the Federal Health clinical R&D sales space




Our people and culture

Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges. This makes Deloitte one of the most rewarding places to work. Learn more about our inclusive culture.

Professional development

From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.

As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

Requisition code: 106521


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