Business Development/Sales Specialist

Palco, Inc.

. Identify, shape, and develop growth opportunities across self-directed Medicaid services, managed care, and emerging innovation markets .

Posted 9/23/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in Medicaid services, business development, and market analysis, with a strong ability to build and manage sales pipelines while effectively communicating with executive leadership. Proficient in developing market-entry strategies and negotiating contracts within government-facing healthcare markets.

Highest-signal resume keywords

Medicaid Services ExpertiseBusiness DevelopmentSales Pipeline ManagementCRM LiteracyNegotiation Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Market AnalysisSales Strategy DevelopmentProposal DevelopmentData AnalysisContract Negotiation

Soft Skills

Excellent CommunicationInfluencing Without AuthorityAdaptabilityRelationship BuildingStrategic Thinking

Tools & Technologies

CRM SystemsMarket Research Tools

Industry Keywords

Self-Directed Medicaid ServicesLong-Term Services and Supports (LTSS)Managed Care Organizations (MCO)Government ProcurementWaiver Amendments

About the role

Key responsibilities & impact

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

Requirements

What you’ll need

3–4 years specifically in Medicaid, LTSS, or government-facing healthcare markets and business development
Experience in self-directed Medicaid services, LTSS, FMS, or complex waiver environments
Strong understanding of state Medicaid structures, MCO contracting, and government procurement cycles
Background in business development, marketing strategy, partnerships, or healthcare policy
High level of CRM literacy, strategic documentation, and analytical discipline
Excellent written and verbal communication with executive-level presence
Comfortable operating in ambiguity and influencing without authority
Expert-level knowledge of the company’s full suite of products and solutions to position offerings accurately
Ability to independently build and manage a strong sales pipeline
Ability to negotiate pricing, terms, and contracts
Ability to operate with minimal oversight and adapt to changing priorities

Benefits

Comp & perks

Generous Paid time off
Annual bonus potential
Retirement savings support
Career growth opportunities
Paid training
Employer-shared health insurance cost
Employer-paid disability insurance
Employer-paid life and AD&D insurance
Vision insurance
Cancer insurance
Voluntary life insurance
Remote work environment
Paid holidays
Work/life balance
Internal and external learning opportunities