Business Development VP - Government Healthcare

Cotiviti•Remote,

1d•$164,000 - $195,000•Remote

About The Position

The Vice President, Business Development – Government Healthcare devises and executes strategies to win new business and customers in the Federal and State Government Healthcare markets. The role drives revenue through new contract awards for agencies including the Veterans Administration (VA), Defense Health Agency (DHA), and Centers for Medicare and Medicaid Services (CMS), as well as other Federal and State agencies where appropriate. The position leads the full government business development and sales cycle, including opportunity identification and qualification, capture management, proposal support, pipeline management, account planning, agency marketing, and sales forecasting. It develops customer and industry-partner relationships, understands agency needs and procurement requirements, and collaborates with Cotiviti’s internal teams to pursue new business and support existing accounts. Experience selling as a leading health plan solution or service provider to government healthcare agency executives is key. The role is based remotely, requires travel of at least 25% as needed, and is eligible for commission. Base compensation ranges from $164,000 to $195,000 per year. Cotiviti offers medical, dental, vision, disability, and life insurance coverage, a 401(k) savings plan, paid family leave, nine paid holidays per year, and 17–27 days of PTO per year depending on level and length of service.

Requirements

Bachelor’s degree in business, healthcare, marketing, public administration, a technical field, or a related field.
12–15+ years of combined work experience in business development, capture management, and/or sales supporting Federal Government agencies, State Government agencies, and/or large commercial health plans.
At least five years of experience in the Federal Government Healthcare market, or equivalent experience in the State Government Healthcare or Commercial Healthcare market.
Business knowledge of and a network of relationships with the VA, DHA, CMS, and/or State Government agencies.
Demonstrated success closing complex Federal Government business opportunities with total contract values of $50 million or more.
Experience in bid and proposal efforts for Federal or State contracts, including business development and capture management.
Understanding of government procurement processes, contracting terms, and requirements.
Ability to work independently and in a team environment, operate autonomously, and deliver results.
Strong interpersonal, verbal, written, and presentation skills, including the ability to communicate effectively with diverse stakeholders.
Strong organizational, quality, and project management skills, including the ability to manage competing tasks and priorities.
Healthcare industry knowledge and experience, including claims, adjudication, and support processes such as payment accuracy/program integrity, coordination of benefits, fraud/waste/abuse, quality improvement, risk adjustment, and consumer engagement/population health.
Knowledge of healthcare business applications, workflow and enrichment, and interoperability, such as EDI/FHIR gateway products or solutions.
Proficiency with Microsoft Office Suite, including Word, Excel, and PowerPoint.
Experience with sales or pipeline management tools.
Willingness to travel at least 25% as needed.
Ability to problem-solve and think critically, complete tasks independently, make timely workflow decisions, maintain focus, and assess the accuracy, neatness, and thoroughness of assigned work.
Ability to remain stationary, often standing or sitting for prolonged periods, and perform repeated motions involving the wrists, hands, and/or fingers.
Ability to provide a dedicated, secure work area, high-speed internet connectivity, and office setup and maintenance.

Nice To Haves

Master’s degree.
Business knowledge of and relationships with other Federal or State health agencies, including Health and Human Services.
Previous program delivery or management experience.
Previous sales leadership or growth-team management experience.

Responsibilities

Perform business development and capture activities from opportunity identification through close, including developing and executing sales strategies for the VA, DHA, CMS, and/or State Government agencies.
Achieve assigned individual sales revenue targets for assigned Federal and State agency focus areas.
Develop and maintain relationships with key target customers and industry partners in assigned agencies and areas.
Support proposals by contributing to win strategies and proposal writing, and potentially lead responses or writing for requests for information.
Participate in trade shows, conferences, and seminars.
Understand customer needs and requirements and promote relevant services, solutions, and products.
Build relationships with teaming partners through outreach, discussions, and presentations.
Maintain knowledge of Cotiviti services, solutions, and products.
Develop and maintain account plans for assigned agencies and areas.
Build and maintain a pipeline of opportunities in the company sales tool, and provide periodic pipeline and opportunity briefings, reviews, and sales forecasts.
Provide regular updates to Cotiviti executives and sales management.
Work collaboratively with Cotiviti’s internal organization to develop new business and maintain existing business.
Maintain an understanding of market drivers and trends, competitive conditions, customer needs, and emerging opportunities.
Lead new-business sales and competitive recompetition or renewal business development and capture for assigned accounts, including responding to proposal requests.
Complete responsibilities outlined in annual performance reviews or goal setting, special projects, and other assigned duties.
Perform duties with or without reasonable accommodation.