Business Development

Position Title: Business Development (Level 1 [Associate], Level 2 [Manager], Level 3 [Director])

Posted at three levels. Apply once, and we’ll set the level at offer based on your experience

Summary: Most people hear “state procurement calendar” and start eyeing the exits. You hear it and start making a list of people to call. That’s the job. Business Development at the company is part detective work, part matchmaking, and part dealmaking, and if you love the chase, you’ll fit right in. You get a territory, you learn it better than anyone else bothers to, and you walk into rooms before the RFP ever hits the street. Along the way, you’ll build real relationships with the agencies and partner companies that care as much as we do about the programs families count on. We’re fully remote across the country, and we take the work seriously and ourselves a good deal less so. Bring your curiosity and we’ll bring the rest.

Essential Duties

• Builds working relationships with Medicaid, Health and Human Services (HHS), and other state agency staff, and leading vendor partners in the anchor state

• Develops in-depth knowledge of anchor state procurement schedules, budget cycles, policy drivers, incumbents, and upcoming re-competes

• Owns a defined set of national prime partner accounts, maintaining written partnership plans, pipeline reviews, and working relationships, so the company is positioned as a partner of choice.

• Sources opportunities across the broader territory of assigned states through GovWin, state procurement portals, and partner request for proposal (RFP) invitations

• Qualifies prime and subcontract opportunities against the company’s qualification criteria, conducting the territory and opportunity research needed to support those decisions

• Identifies teaming partners for qualified pursuits and engages prime vendor contacts on newly released RFPs and partner invitations to confirm teaming interest

• Negotiates routine and complex subcontract terms, including rate and scope

• Prepares a complete, structured package for Sales Enablement on qualified opportunities within the established response window

• Owns customer relationship management (CRM) data accuracy and completeness for the territory, logging every opportunity at intake, and keeps capability statements, past performance summaries, and subcontractor qualification materials current for rapid deployment

• Maintains working knowledge of state HHS and Medicaid procurement structures and the company service offerings relevant to the territory

Requirements

• Bachelor’s degree or equivalent combination of education and experience

• Experience in government procurement, proposal or capture coordination, or partner-facing business development, at the minimum stated for the applicable level below

• Level 1: Business Development Associate: At least 1 year minimum experience with no or minimal established network

• Level 2: Business Development Manager: At least 6 years minimum experience with established working relationships with state health and human services or Medicaid agencies

• Level 3: Business Development Director: At least 10 years minimum experience across multiple working relationships with state health and human services or Medicaid agencies and national prime contractors

• Customer relationship management (CRM) experience, including disciplined opportunity logging and pipeline hygiene

• Comfort conducting working-level rate and scope negotiation

• Relationship aptitude and client-facing professionalism

• Proven strong written and verbal communication skills

• Research and information triage

• Ability to manage multiple concurrent opportunities under time-sensitive response windows

Physical Requirements & Environmental Conditions

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this position, the employee is regularly required to sit and use hands to handle, or feel objects, a keyboard and other office equipment. The employee frequently is required to sit for long periods of time.  The employee must be able to reach with hands and arms and talk or hear. Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.   The noise level in the work environment is usually moderate.

The company will not discriminate against any employee or applicant on the basis of age, color, gender, marital status, national origin, race, religion, sexual orientation, veteran status, disability (in compliance with the Americans with Disabilities Act) or other status as protected by applicable law.