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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in business development and capture management within Federal and State Government Healthcare markets, with a strong focus on achieving sales targets and building strategic relationships. Proficient in navigating the Government procurement process and delivering successful proposals for complex contracts.
Highest-signal resume keywords
Business DevelopmentCapture ManagementFederal Government Healthcare MarketProposal WritingSales Strategy Execution
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Pipeline ManagementContract NegotiationMarket AnalysisOpportunity IdentificationHealthcare Claims KnowledgeProject ManagementBid ManagementRevenue GenerationCustomer Relationship ManagementGovernment Contracting Knowledge
Soft Skills
Strong Interpersonal SkillsEffective CommunicationResults DrivenOrganizational SkillsTeam Collaboration
Tools & Technologies
Microsoft Office SuiteSales Management ToolsEDI/FHIR Gateway Products
Industry Keywords
Federal AgenciesState AgenciesVeterans AdministrationDefense Health AgencyCenters for Medicare and Medicaid ServicesHealthcare SolutionsPayment AccuracyFraud PreventionQuality ImprovementPopulation Health
About the role
Key responsibilities & impact- Devise and execute strategies for new business opportunities and customers in Federal and State Government Healthcare markets
- Drive revenue through new contract awards for the Veterans Administration, Defense Health Agency, Centers for Medicare and Medicaid Services, and other Federal/State agencies
- Perform business development and capture activities from opportunity identification through close
- Develop sales strategies and execute sales plans for VA, DHA, CMS, and/or State Government agencies
- Achieve assigned individual sales revenue targets and quotas
- Develop and maintain relationships with target customers and industry partners
- Support proposals, including win strategy, proposal writing, and responses to requests for information
- Participate in tradeshows, conferences, and seminars
- Understand customer needs and promote Cotiviti services, solutions, and products
- Build relationships with teaming partners through outreach, discussions, and presentations
- Maintain knowledge of Cotiviti services, solutions, and products
- Develop and maintain account plans for assigned agencies and areas
- Build and maintain an opportunity pipeline in the company sales tool
- Provide pipeline briefings, opportunity reviews, and sales forecasts
- Provide regular updates to Cotiviti executives and sales management
- Collaborate with Cotiviti’s internal organization on new and existing business
- Monitor market drivers, trends, competitive conditions, customer needs, and emerging opportunities
- Lead new business sales and competitive recompetition/renewal business development and capture processes
- Complete annual performance review goals, special projects, and other assigned duties
Requirements
What you’ll need- Bachelor’s degree in business, healthcare, marketing, public administration, technical, or related field required
- Masters’ degree preferred
- 12-15+ years of combined work experience in business development, capture management, and/or sales supporting Federal Government agencies, State Government agencies, and/or large Commercial Health Plans
- 5+ years of experience in the Federal Government Healthcare market required, or alternate equivalent experience in State Government Healthcare market or Commercial Healthcare market may be considered
- Business knowledge of and network of relationships with the VA, DHA, CMS and/or State Government Agencies required
- Business knowledge of and relationships with other Federal/State Health Agencies desired
- Demonstrated success in closing complex business opportunities with Federal Government Agencies with total contract values of $50M+
- Experience in bid and proposal efforts for Federal/State contracts for business development and capture management
- Experience and understanding of the Government procurement process and Government contracting terms and requirements
- Previous program delivery/management experience desired
- Previous sales leader/growth team management experience highly desired
- Ability to work well independently and in a team environment
- Highly motivated, results driven, and ability to operate autonomously
- Strong interpersonal skills with ability to effectively communicate with a diverse group of stakeholders
- Strong organizational, quality, and project management skills with ability to handle multiple, competing tasks and priorities
- Strong verbal, written and presentation skills
- Industry knowledge and experience with an understanding of healthcare claims, adjudication, and support processes, including payment accuracy/program integrity, coordination of benefits, fraud/waste/abuse, quality improvement, risk adjustment, and consumer engagement (population health)
- Industry knowledge and experience with an understanding of healthcare business applications, workflow and enrichment, and interoperability, such as EDI/FHIR gateway products/solutions
- Proficient with Microsoft Office Suite (Word, Excel, Power Point)
- Experience with sales/pipeline management tools
- Willing to travel at least 25% as needed
- Must be able to provide a dedicated, secure work area
- Must be able to provide high-speed internet access/connectivity and office setup and maintenance
Benefits
Comp & perks- Medical insurance
- Dental insurance
- Vision insurance
- Disability insurance
- Life insurance coverage
- 401(k) savings plan
- Paid family leave
- 9 paid holidays per year
- 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service
- Commission eligibility
- Virtual interviews
- Remote work arrangement