Senior Director, Government Business Development – Healthcare

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

📋 Description

• Take charge of Access TeleCare's strategy and engagement with opportunities arising from the Rural Health Transformation Program across various states.

• Monitor state funding schedules, procurement processes, RFPs, and subrecipient prospects.

• Cultivate relationships with state agencies, rural health offices, hospital associations, and networks focused on rural health.

• Assess, evaluate, and provide bid/no-bid recommendations for RFPs and government solicitations.

• Oversee RFP responses from initiation to submission, coordinating inputs from clinical, operations, technology, finance, and legal teams.

• Create reusable response materials, past-performance documentation, pricing models, and compliance records.

• Collaborate with Finance to develop pricing and contract frameworks.

• Formulate and implement a multi-year strategy for VA and IHS business engagements.

• Establish connections with federal and tribal buyers and update pipeline milestones regularly.

• Organize, negotiate, and oversee subcontracts, teaming agreements, and partnerships with prime/subcontractors.

• Identify and evaluate potential prime contractors and teaming partners.

• Anticipate government pipeline trends and manage accounts, contacts, and opportunities in CRM throughout the sales process.

• Work alongside Regional Vice Presidents, Client Success Executives, clinical leaders, Finance, Legal, and Marketing teams.

• Conduct technical and executive discussions, presentations, and demonstrations for government and hospital prospects.

• Offer strategic insights to the executive team regarding government market trends, policy shifts, funding changes, and operational opportunities.

• Perform additional duties as assigned.

⛳️ Requirements

• Bachelor's degree (advanced degree preferred).

• 10 years of progressive business development or sales experience in healthcare, healthcare technology, or telemedicine, including a minimum of 5 years focused on government contracts in the healthcare sector.

• Proven experience pursuing contracts with the VA, IHS, or other federal, state, or tribal health care entities.

• Demonstrated track record in establishing and managing subcontracts and teaming agreements.

• Experience leading responses to RFPs and other official government solicitations, with a history of securing awards.

• Minimum of 3 years experience engaging with and presenting to C-suite executives in hospitals, IDNs, health systems, or government agencies.

• Established record of winning government contracts and consistently achieving or exceeding sales quotas.

• Familiarity with government procurement processes, including solicitation frameworks, contract vehicles, small business regulations, and compliance standards.

• Skill in negotiating and finalizing agreements with customers, prime contractors, and partners, while supporting new clients through the onboarding process.

• Strong proposal and technical writing abilities.

• Capability to manage multiple concurrent pursuits and deadlines while coordinating with cross-functional contributors who do not report directly to you.

• Ability to develop pricing structures and understand contract financials, including P&L responsibility.

• Experience in managing complex, long-cycle sales processes.

• Proficient in Microsoft Excel, PowerPoint, Word, and SharePoint.

• Experienced in utilizing CRM systems, with working knowledge of Salesforce and HubSpot.

• Excellent communication, presentation, writing, verbal, and listening skills.

• Availability for domestic travel (30%).

🏝️ Benefits

• Comprehensive benefits package including health, dental, vision, life insurance, and 401(k).

• Flexible vacation and wellness days.

• Fully remote position.

• Domestic travel (30%) for meetings and collaboration purposes.

• Opportunity to make a direct impact on specialty care access across the nation.