Palco, Inc.

Business Development Rep

• Identify, shape, and develop growth opportunities across self-directed Medicaid services, managed care, and emerging innovation markets
• Generate and evaluate self-direction markets, including FMS, Support Broker, employer authority, waiver amendments, carve-ins, and program redesigns
• Analyze state Medicaid strategies, Medicaid waivers, MCO initiatives, and legislative activity affecting self-direction
• Own the sales cycle from lead generation and discovery through solution positioning, negotiation, and close
• Build and maintain client relationships while sourcing and qualifying new opportunities through outbound prospecting, market research, and 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 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 cross-functionally 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
• Analyze performance data to optimize outreach strategies and improve close rates

Business Development/Sales Specialist

Customer Support

• Provide assistance and support for individuals self-directing Medicaid services and their caregivers
• Apply knowledge of program rules and qualifications
• Address customer issues promptly and accurately
• Provide support and information to ensure customer satisfaction
• Handle 40+ inbound and outbound calls and provide one-call resolution
• Respond to customer inquiries about services, enrollment, guidelines, and requirements
• Provide self-direction information to support informed care decisions
• Assist individuals with paperwork and program requirements
• Represent Palco with quality service to internal staff and external clients
• Protect customer privacy and sensitive information/PHI
• Initiate actions for caller requests, including escalations and document requests
• Recognize additional services required by callers
• 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
• Perform additional duties as assigned
• Report directly to the Customer Service Supervisor

Business Development/Sales Specialist

Customer Service Representative