Palco, Inc. · 18 hours ago
BUSINESS DEVELOPMENT/SALES SPECIALIST
United States
Full-time
Remote
Mid Level
3+ years expPalco is a national provider with over 25 years of experience in self-directed programs, focusing on empowering individuals to manage their caregivers. The Business Development/Sales Specialist will identify and develop growth opportunities in self-directed Medicaid services and managed care, while managing the full sales cycle and building client relationships to drive business growth.
ConsultingFinancial ServicesTraining
Responsibilities
Lead generation and evaluation of new and existing self‑direction markets, including FMS and Support Broker opportunities, employer authority, waiver amendments, carve‑ins, and program redesigns
Analyze state Medicaid strategies, Medicaid waivers, and Managed Care Organizations (MCOs) initiatives from a business development perspective, and legislative activity impacting self‑direction
Own the full sales cycle end-to-end: lead generation, discovery, solution positioning, negotiation, and close
Build and maintain long‑term client relationships to drive repeat business and referrals, while proactively sourcing and qualifying new opportunities through outbound prospecting, targeted market research, and strategic relationship building
Design market entry strategies, segmentation frameworks, and growth roadmaps aligned with organizational objectives
Build concise business cases for new states, health plans, or program expansions and present recommendations to executive leadership
Identify, qualify, and shape early‑stage opportunities prior to RFP or procurement release
Track leads, activity, and forecasts in CRM systems while capturing and maintaining strategic account intelligence—including political dynamics, procurement signals, competitive insights, and timing risks—to ensure accurate reporting and informed sales strategy
Develop tailored pitches and proposals aligned to client needs, business goals, and pain points, while creating opportunity briefs, pursuit strategies, and early positioning guidance for senior leadership
Experienced in Sales and strategic partnerships to retain existing clients and bring new potential clients into contract
Independently build and manage a strong sales pipeline, consistently prioritizing high‑value opportunities to meet or exceed revenue targets
Explore adjacent growth areas (e.g., SDoH, caregiver workforce models, technology innovations, and home‑ and community‑based innovations), as needed to support self-direction sales and business development efforts
Represent the organization at select national and state conferences, policy forums, and innovation summits
Build early awareness and credibility with stakeholders involved in shaping self‑direction policy and procurement
Strengthen the organization’s reputation as a trusted, policy‑literate self‑direction partner
Partnered cross‑functionally with Product, Compliance, Operations, Marketing, and Client Engagement to ensure early opportunity readiness and improve conversion rates through refined messaging
Translate Self- Direction market intelligence into implementation considerations, product requirements, and operational implications
Provide concise, executive‑ready reporting on market trends, pipeline health, and growth risk/opportunity signals
Negotiate pricing, terms, and contracts while balancing customer satisfaction and company objectives
Operate with minimal oversight, taking full ownership of results and adapting quickly to changing priorities
Develop and maintain expert-level knowledge of the company’s full suite of products and solutions, enabling confident, accurate positioning across diverse client needs
Analyze performance data to optimize outreach strategies and continuously improve close rates
Qualification
Required
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
Benefits
Generous Paid time off.
Annual bonus potential.
Retirement Savings: We will support you as you save for your future.
Career Growth Opportunities: We help you thrive, so together, we can grow. We provide opportunities to advance your career with a vast portfolio of businesses and a global footprint.
Paid Training: Earn while you learn and continue to grow with access to internal and external learning opportunities.
Great Work Environment: We are proud of our company culture of collaboration and the recognition we have received for our diversity efforts.
Employer shared Health Insurance cost
Employer paid Disability Insurance
Employer paid Life and AD&D Insurance
Vision Insurance
Cancer Insurance
Voluntary Life Insurance
Paid Time Off
Remote work environment
Paid holidays
Company
Palco, Inc.
Palco was the first company in the country to offer fiscal/employer agent (F/EA) services for self-directed programs and helped develop industry best practices.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
Alicia Paladino
Chief Executive Officer
Company data provided by crunchbase