[Hiring] Senior Director, Government Business Development @Access TeleCare

Role Description

Access TeleCare is growing its government business, and we need a leader to build it. As Senior Director, Government Business Development, you’ll own the pursuit of federal, state, and tribal health care contracts, including Department of Veterans Affairs (VA) and Indian Health Service (IHS) opportunities, and manage our response to Rural Health Transformation Program (RHTP) opportunities. You’ll lead the RFP process from identification through award, structure and negotiate subcontracts and teaming arrangements, and pass qualified opportunities to our Regional Vice Presidents for pursuit. Partnering with the Chief Growth Officer, you’ll be accountable for Revenue and Net Income goals tied to government contracts at an acceptable profit.

What Success Looks Like

• A strategic approach to pursuing government contracts and subcontracts that aligns with Access TeleCare's goals.
• An organized, written plan for pursuing those opportunities, with priorities, timelines, owners, and the resources needed to win.
• Clear criteria for choosing pursuits, tied to company goals such as fit with our service lines, margin, capacity to deliver, and likelihood of award.
• Sound judgment on when to pursue as a prime contractor and when to team with or subcontract to a partner.
• Disciplined execution: every opportunity tracked from identification to outcome, deadlines met, and progress reported to the Chief Growth Officer on a regular cadence.

What You’ll Do

• Rural Health Transformation Program:
  • Own Access TeleCare's strategy and response to RHTP opportunities across states.
  • Build relationships with state agencies, state offices of rural health, hospital associations, and rural health networks.
  • Identify RHTP-funded opportunities at hospitals and health systems and hand qualified leads to Regional Vice Presidents.
  • Monitor federal and state RHTP guidance, funding cycles, and compliance requirements.
• RFPs and solicitations:
  • Identify, evaluate, and make bid/no-bid recommendations on RFPs and other government solicitations.
  • Lead each RFP response from kickoff to submission.
  • Build and maintain a library of reusable response content, past performance references, pricing models, and compliance documentation.
  • Develop pricing and contract structure with Finance for each pursuit.
• VA, IHS, and other federal and tribal health:
  • Develop and execute a multi-year strategy for VA and IHS business.
  • Build relationships with VA and IHS program offices, contracting officers, and tribal health programs.
• Subcontracts and teaming:
  • Structure, negotiate, and manage subcontracts, teaming agreements, and prime/subcontractor partnerships.
  • Identify and vet prospective prime contractors and teaming partners.
• Pipeline and collaboration:
  • Forecast the government pipeline accurately and manage accounts, contacts, and opportunities in CRM.
  • Collaborate with Regional Vice Presidents, Client Success Executives, clinical leaders, Finance, Legal, and Marketing.
  • Engage in technical and executive discussions with government agency leaders and hospital prospects.
  • Drive objective achievement through disciplined planning.
  • Provide strategic insight to the executive team on government market dynamics.
• Other duties as assigned.

What You’ll Bring

• Bachelor's degree (advanced degree preferred).
• 10 years progressive business development or sales experience in healthcare business, healthcare technology, or telemedicine.
• Demonstrated experience pursuing VA, IHS, or other federal, state, or tribal health care contracts.
• Demonstrated experience setting up and managing subcontracts and teaming agreements.
• Demonstrated experience leading responses to RFPs and other formal government solicitations.
• Experience with the Rural Health Transformation Program or comparable state or federal grant-funded programs preferred.
• 3 years experience calling into and presenting to C-suite level executives.
• Proven track record of winning government contracts and consistently delivering at and above quota.
• Working knowledge of government procurement, including solicitation structure and compliance requirements.
• The ability to negotiate and close agreements with customers, prime contractors, and partners.
• Strong proposal and technical writing skills.
• Ability to manage multiple concurrent pursuits and deadlines.
• Ability to build pricing and understand contract financials, with P&L responsibility.
• Experience managing complex, long-cycle sales processes.
• Self-starter who is a curious learner.
• A successful candidate should be driven, creative, and a strategic thinker.
• Demonstrated knowledge of opportunity generation activities and negotiation skills.
• Proficient with Microsoft Excel, PowerPoint, Word, and SharePoint.
• Experienced in CRM utilization, with working proficiency in Salesforce and HubSpot.
• Experience with sales intelligence and prospecting tools preferred.
• Strong communication skills including the ability to present ideas clearly in writing.
• Strong ability to create, deliver and facilitate presentations.

Work Environment

• High growth, fast-paced organization.
• 100% Remote based environment.
• Must be able to remain in a stationary position 50% of the time.
• Domestic travel (30%) for meetings and collaboration.

Benefits

• 100% remote role.
• Comprehensive benefits: health, dental, vision, life insurance, and 401(k).
• Flexible vacation and wellness days.
• A culture of ownership, transparency, and results.
• Opportunity to directly impact specialty care access nationwide.

Company Description

Access TeleCare is the nation's largest provider of acute specialty telemedicine, with more than 2,600 telemedicine programs launched and partnerships with 1 in 5 U.S. hospitals across all 50 states.