PALCO

Business Development Rep

• Identify, shape, and develop growth opportunities across self-directed Medicaid services, managed care, and emerging innovation markets
• Lead generation and evaluation of self-direction markets, including FMS, Support Broker opportunities, employer authority, waiver amendments, carve-ins, and program redesigns
• Analyze state Medicaid strategies, Medicaid waivers, MCO initiatives, and legislative activity impacting self-direction
• Own the sales cycle from lead generation through discovery, solution positioning, negotiation, and close
• Build and maintain client relationships and source new opportunities through outbound prospecting, market research, and strategic relationship building
• Design market entry strategies, segmentation frameworks, and growth roadmaps
• Build business cases for new states, health plans, and program expansions and present recommendations to executive leadership
• Identify, qualify, and shape early-stage opportunities before RFP or procurement release
• Track leads, activities, forecasts, and strategic account intelligence in CRM systems
• Develop tailored pitches, proposals, opportunity briefs, pursuit strategies, and early positioning guidance
• Build and manage a sales pipeline to meet or exceed revenue targets
• Explore adjacent growth areas such as SDoH, caregiver workforce models, technology innovations, and home- and community-based innovations
• Represent Palco at national and state conferences, policy forums, and innovation summits
• Partner with Product, Compliance, Operations, Marketing, and Client Engagement
• Translate market intelligence into 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
• Operate with minimal oversight and adapt to changing priorities
• Analyze performance data to optimize outreach strategies and improve close rates

Business Development/Sales Specialist

Customer Support

• Provide assistance and support to individuals self-directing Medicaid services and their caregivers
• Address customer issues and provide accurate information for one-call resolution
• Handle 40+ inbound and outbound calls
• Maintain knowledge of supported program rules and qualifications
• Maintain knowledge of company systems and sensitive information/PHI handling procedures
• Respond to inquiries about Palco services, enrollment, program guidelines, and requirements
• Provide person-centered support to help individuals make informed care decisions
• Assist with paperwork and understanding program requirements
• Protect customer privacy
• Initiate follow-up actions, document requests, and escalations to appropriate departments
• Recognize callers’ need for additional services
• Handle difficult or unusual situations professionally
• Conduct follow-up calls for quality and satisfaction
• Participate in development, training, and departmental meetings
• Access Palco software to retrieve information and update digital case records
• Report directly to the Customer Service Supervisor
• Adhere to remote work policies and procedures

Business Development/Sales Specialist

Customer Service Representative