Business Development/Sales Specialist

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead the generation and assessment of new and existing self-direction markets, including opportunities related to FMS and Support Broker, employer authority, waiver amendments, carve-ins, and program redesigns.

• Evaluate state Medicaid strategies, Medicaid waivers, and initiatives from Managed Care Organizations (MCOs) through a business development lens, along with legislative activities influencing self-direction.

• Manage the complete sales cycle from lead generation to close, encompassing discovery, solution positioning, and negotiation.

• Foster and sustain long-term client relationships to enhance repeat business and referrals, while actively seeking and qualifying new prospects through outbound efforts, focused market research, and strategic relationship development.

• Craft market entry strategies, segmentation frameworks, and growth plans that align with the organization's goals.

• Develop compelling business cases for new states, health plans, or program expansions and present findings to executive leadership.

• Identify, qualify, and shape early-stage opportunities before RFP or procurement announcements.

• Monitor leads, activities, and forecasts within CRM systems, while capturing and preserving strategic account intelligence—including political dynamics, procurement signals, competitive insights, and timing risks—to assure precise reporting and informed sales strategies.

• Create customized pitches and proposals tailored to client requirements, business objectives, and pain points, while producing opportunity briefs, pursuit strategies, and early positioning advice for senior leadership.

• Independently cultivate and oversee a robust sales pipeline, consistently focusing on high-value opportunities to achieve or surpass revenue goals.

• Investigate complementary growth areas (e.g., SDoH, caregiver workforce models, technological advancements, and home and community-based innovations) as necessary to bolster self-direction sales and business development initiatives.

• Represent the organization at selected national and state conferences, policy forums, and innovation summits.

• Establish early awareness and credibility with stakeholders involved in shaping self-direction policy and procurement.

• Enhance the organization's reputation as a trusted partner knowledgeable in self-direction policy.

• Collaborate cross-functionally with Product, Compliance, Operations, Marketing, and Client Engagement to ensure readiness for early opportunities and to improve conversion rates through refined messaging.

• Convert self-direction market intelligence into actionable implementation insights, product requirements, and operational considerations.

• Deliver concise, executive-ready updates on market trends, pipeline health, and growth risk/opportunity indicators.

• Negotiate pricing, terms, and contracts while balancing customer satisfaction with company goals.

• Function with minimal supervision, taking full responsibility for outcomes and quickly adapting to shifting priorities.

• Cultivate and maintain expert-level understanding of the company’s full range of products and solutions, enabling confident and accurate positioning across diverse client needs.

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

⛳️ Requirements

• 3-4 years of experience specifically in Medicaid, LTSS, or government-facing healthcare markets, along with Business Development.

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

• Strong knowledge of state Medicaid frameworks, MCO contracting, and government procurement processes.

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

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

• Exceptional written and verbal communication skills, with the ability to engage at the executive level.

• Comfortable navigating ambiguity and influencing without direct authority.

🏝️ Benefits

• Generous paid time off.

• Potential for annual bonuses.

• Retirement savings support to assist you in planning for your future.

• Opportunities for career growth: we invest in your success, so we can grow together.

• Paid training: earn while you learn and continue developing with access to both internal and external learning opportunities.

• A great work environment: we take pride in our collaborative culture and the recognition we've received for our diversity initiatives.

• Shared employer contribution to health insurance costs.

• Employer-covered disability insurance.

• Employer-funded life and AD&D insurance.

• Vision insurance.

• Cancer insurance.

• Voluntary life insurance options.

• Paid time off.

• Flexible remote work environment.

• Paid holidays.