Business Development/Sales Specialist

This is a fully remote position, open to applicants in Alabama, +27 more states.

📋 Description

• Identify, shape, and cultivate growth opportunities within self-directed Medicaid services, managed care, and emerging innovation markets.

• Lead the generation and assessment of self-direction markets, encompassing FMS, Support Broker opportunities, employer authority, waiver amendments, carve-ins, and program redesigns.

• Analyze state Medicaid strategies, Medicaid waivers, MCO initiatives, and legislative developments affecting self-direction.

• Oversee the sales cycle from lead generation through discovery, solution positioning, negotiation, and closing.

• Build and sustain client relationships while sourcing new opportunities through outbound prospecting, market research, and strategic relationship cultivation.

• Develop market entry strategies, segmentation frameworks, and growth roadmaps.

• Create business cases for new states, health plans, and program expansions, presenting recommendations to executive leadership.

• Identify, qualify, and shape early-stage opportunities prior to RFP or procurement release.

• Track leads, activities, forecasts, and strategic account intelligence within CRM systems.

• Develop customized pitches, proposals, opportunity briefs, pursuit strategies, and initial positioning guidance.

• Build and manage a sales pipeline aimed at meeting or exceeding revenue targets.

• Explore adjacent growth areas such as SDoH, caregiver workforce models, technology innovations, and home- and community-based innovations.

• Represent Palco at national and state conferences, policy forums, and innovation summits.

• Collaborate with Product, Compliance, Operations, Marketing, and Client Engagement teams.

• Translate market intelligence into implementation considerations, product requirements, and operational implications.

• Provide executive-level reporting on market trends, pipeline health, and growth risks and opportunities.

• Negotiate pricing, terms, and contracts.

• Operate with minimal supervision and adapt to shifting priorities.

• Analyze performance data to refine outreach strategies and enhance close rates.

⛳️ Requirements

• 3–4 years of experience specifically in Medicaid, LTSS, or government-facing healthcare markets and business development.

• Familiarity with self-directed Medicaid services, LTSS, FMS, or complex waiver environments.

• Strong understanding of state Medicaid frameworks, MCO contracting, and government procurement cycles.

• Background in business development, marketing strategy, partnerships, or healthcare policy.

• High level of proficiency in CRM tools, strategic documentation, and analytical rigor.

• Exceptional written and verbal communication skills with an executive-level presence.

• Ability to navigate ambiguity and influence without direct authority.

• Expert-level knowledge of the company’s complete range of products and solutions.

• Capable of working remotely/from home.

🏝️ Benefits

• Generous paid time off.

• Annual bonus potential.

• Retirement savings support.

• Opportunities for career growth.

• Paid training.

• Internal and external learning opportunities.

• Employer-shared health insurance costs.

• Employer-paid disability insurance.

• Employer-paid life and AD&D insurance.

• Vision insurance.

• Cancer insurance.

• Voluntary life insurance.

• Remote work environment.

• Paid holidays.

• Work/life balance.