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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in Medicaid services, business development, and strategic market analysis, with a strong ability to build client relationships and develop tailored growth strategies. Proficient in navigating government procurement cycles and presenting insights to executive leadership.
Highest-signal resume keywords
Medicaid ServicesBusiness DevelopmentCRM LiteracyMarket AnalysisGovernment Procurement
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Self-Directed Medicaid ServicesLTSSFMSWaiver EnvironmentsMarket Entry StrategiesSales Pipeline ManagementProposal DevelopmentData AnalysisNegotiationStrategic Documentation
Soft Skills
Excellent CommunicationInfluencing Without AuthorityAdaptabilityRelationship BuildingExecutive-Level Presence
Tools & Technologies
CRM Systems
Industry Keywords
Managed CareHealth PlansGovernment-Facing HealthcareMCO ContractingCaregiver Workforce ModelsSDoHPolicy ForumsInnovation Summits
About the role
Key responsibilities & impact- 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
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
- Ability to work remotely/from home
Benefits
Comp & perks- Generous Paid time off
- Annual bonus potential
- Retirement savings support
- Career growth opportunities
- Paid training
- Internal and external learning opportunities
- 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