University of Massachusetts Medical School
Under the direction of and reporting to the Senior Director of Sales Operations (SDSO), the Market Research and Sourcing Analyst will conduct extensive research and analysis to source new business opportunities, identify market trends based on posted procurements, and uncover patterns in internal sales operations and business development data (No/No-Go, Win/Loss, etc.) to help CForHealth Consulting reach its short- and long-term growth goals.
About ForHealth Consulting:
ForHealth Consulting is the consulting and operations division of the University of Massachusetts Chan Medical School (UMass Chan). We have been working with state and federal agencies and other health care organizations since 1983 to help solve health care challenges. The success of that early work led to the establishment of ForHealth Consulting as a full health care consulting division of UMass Chan in 1999. Our services and capabilities have expanded over the years based on the needs of these clients and the ever-changing health care landscape. Today, we draw on the academic knowledge, research studies, and public health service expertise of our 1,200 ForHealth Consulting and 4,800 UMass Chan colleagues to provide comprehensive, innovative health care and policy solutions.
Our primary focus is to help both public and private health and human service agencies and organizations fulfill their mission by offering a full range of solutions to address strategic, organizational, clinical, financial, operational, and policy challenges. Our team of experts includes clinicians, pharmacists, policy, research, and technology professionals. With our help, and supported by a world-class public medical school, government agencies, nonprofits, and managed care organizations across the country are able to meet today’s health care challenges — and are prepared for what’s to come.
This is a remote position, with ability to participate in on site team meetings as needed.
Develop a deep knowledge of the current market position and strategic growth plan of ForHealth Consulting overall and each service line and business unit (BU) specifically, understanding not only the work they currently do, but also the work they are capable of doing and want to grow into in the future.
Source new opportunities, utilizing tools such as GovWin, COMMBUYS, and other procurement websites. Specifically, be a GovWin expert, leveraging and optimizing all features, including searching and forecasting functions.
Provide brief, accurate, clear summaries of keys points of RFxs.
Understand the current and future intended markets of each BU and be able to identify and connect any/all opportunities in any given RFx to the appropriate BU, whether it be to lead the work or provide cross-BU collaboration support.
Perform and analyze market research to understand the competitive environment for specific opportunities, including identifying and researching incumbents, potential budgets, political landscape, etc.
Participate in storyboard sessions to help develop winning strategies and solutioning, including the identification and articulation of win themes, ghost themes, value discriminators, and perceived weakness defenses.
Monitor and analyze industry news and developments, including the ForHealth Consulting media roundup and other relevant research that may influence both opportunities overall and/or specific proposals, and provide succinct briefings that capture the observations, opportunities, risks/recommendations, etc.
Actively participate in the Strategic Review and Status meeting/process.
Conduct Go/No Go analyses on opportunities, particularly identifying patterns in No Go reasons and proposing methods for lowering that percentage.
Conduct Win/Loss analyses on proposals (e.g., identify patterns in losses). Understand feedback and data related to submitted proposals and, specifically, capture and leverage that information in usable, actionable ways to improve future proposals.
Identify patterns and propose strategies by systematically synthesizing internal and external sources of information such as Salesforce data, RFx debriefings, Customer Satisfaction Survey, competitor communication, and market research, and develop recommendations and actionable insights from these findings.
Leverage Salesforce to create and run monthly reports that summarize key findings related to new business opportunities.
Support individual BUs and contribute to the overall department activities.
Have responsibility across multiple, concurrent projects.
Perform other duties as required.
REQUIRED WORK EXPERIENCE
5-7 years experience as a market research analyst, preferably in health care consulting, professional services, or a related industry.
Demonstrated success in identifying new business opportunities for large organizations.
Proven ability to bring creativity and innovation to the framing and structuring of research efforts.
Analytical skills to understand significant amounts of information and data.
Communication skills for gathering and interpreting data and presenting the results to senior leadership.
Detail-oriented in order to complete precise data analysis.
Ability to work on multiple projects for multiple teams simultaneously.
Strong interpersonal skills and ability to communicate with individuals at multiple level, from peers to executive leadership.
Ability to work independently as well as in a team environment.
High level of self-motivation and accountability.
Ability to thrive in a fast-paced, remote environment.
Familiarity with GovWin/Deltek.
Experience in reading and parsing RFxs.
Proficient in integrated business management and CRM software, including SalesForce.
Proficient in Microsoft Office products (Word, Excel, PowerPoint).
PREFERRED WORK EXPERIENCE
Experience in health care and/or human services consulting
A sample of market research and analysis briefings, presentations, etc.
View or Apply
To help us track our recruitment effort, please indicate in your email – cover/motivation letter where (globalvacancies.org) you saw this posting.