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.

• Generate and assess self-direction markets, including Financial Management Services (FMS), Support Broker roles, employer authority, waiver amendments, carve-ins, and program redesigns.

• Analyze state Medicaid strategies, Medicaid waivers, Managed Care Organization (MCO) initiatives, and legislative activities that impact self-direction.

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

• Build and nurture client relationships while sourcing and qualifying new opportunities through outbound prospecting, market research, and relationship development.

• Design market-entry strategies, segmentation frameworks, and growth roadmaps.

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

• Identify, qualify, and shape 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 early-positioning guidance.

• Build and manage a sales pipeline to achieve or surpass revenue targets.

• Explore adjacent growth areas such as Social Determinants of Health (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 cross-functionally with Product, Compliance, Operations, Marketing, and Client Engagement teams.

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

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

• Negotiate pricing, terms, and contracts effectively.

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

⛳️ Requirements

• 3–4 years of experience specifically in Medicaid, Long-Term Services and Supports (LTSS), or government-facing healthcare markets and business development.

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

• Strong grasp of state Medicaid structures, MCO contracting, and government procurement cycles.

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

• High level of proficiency with CRM systems, strategic documentation, and analytical discipline.

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

• Comfortable navigating ambiguity and influencing without direct authority.

• In-depth knowledge of the company’s full suite of products and solutions to accurately position offerings.

• Ability to independently build and maintain a robust sales pipeline.

• Proficient in negotiating pricing, terms, and contracts.

• Capable of operating with minimal oversight while adapting to changing priorities.

🏝️ Benefits

• Generous paid time off.

• Annual bonus potential.

• Support for retirement savings.

• Opportunities for career growth.

• Paid training programs.

• Employer-shared health insurance costs.

• Employer-paid disability insurance.

• Employer-paid life and Accidental Death & Dismemberment (AD&D) insurance.

• Vision insurance coverage.

• Cancer insurance options.

• Voluntary life insurance available.

• Remote work environment.

• Paid holidays.

• Emphasis on work/life balance.

• Opportunities for internal and external learning.