Business Development VP - Government Healthcare

The Vice President, Business Development - Government Healthcare is responsible for devising and executing the strategy for new business opportunities and customers in the Federal Government Healthcare market. This role will drive increased revenue through new contract awards in the Federal Government Healthcare market for the Veterans Administration, Defense Health Agency, and/or the Centers for Medicare and Medicaid Services, and as appropriate other Federal/State Agencies. This position is responsible for activities in the full business development / sales cycle for Government procurements, to include: opportunity identification, opportunity qualification, opportunity capture management, proposal support, pipeline management, and agency marketing support. Experience calling on and selling to Government healthcare agency executives as a leading health plan solution/service provider is key.

Performs business development and capture activities to advance opportunities from identification phase through close phase, to include developing the strategy for sales and executing sales plans for the VA, DHA, and/or CMS.
• Achieves assigned individual sales revenue targets (quota) for assigned Federal Agency focus areas.
• Develops and maintains a network of relationships with key target customers and industry partners in assigned agencies/ areas.
• Participates in supporting proposals, to include win strategy as well as proposal writing, and may lead response/writing for requests for information.
• Participates in tradeshow, conferences, and seminars.
• Understands customer needs and unique requirements while promoting consideration of services, solutions, and products to meet customer needs.
• Conducts teaming partner relationship building to include outreach, discussions, and presentations.
• Maintains knowledge of Cotiviti services, solutions, and products.
• Develops and maintains an overall account plan for assigned agencies/areas.
• Builds and maintains a pipeline of opportunities in company sales tool and provides periodic briefings and reviews of pipeline and/or specific opportunities, as well as sales forecasting.
• Provides regular updates to Cotiviti executives and sales management.
• Works closely and collaboratively with Cotiviti's internal organization in performing the development of new business and maintenance of existing business.
• Maintains an understanding of market drivers/trends, competitive conditions, customer needs, and emerging opportunities.
• Leads new business sales as well as competitive recompetition/ renewal business development/ capture process for assigned accounts including the response to proposal requests.
• Complete all responsibilities as outlined in the annual performance review and/or goal setting.
• Complete all special projects and other duties as assigned.
• Must be able to perform duties with or without reasonable accommodation.

• Bachelor's degree in business, healthcare, marketing, public administration, technical, or related field required. Masters' degree preferred.
• 12-15+ years of combined work experience in business development, capture management, and/or sales, supporting either Federal Government agencies or large Commercial Health Plans.
• 5+ years of experience in the Federal Government Healthcare market required or alternate equivalent experience in Commercial Healthcare market may be considered.
• Business knowledge of and network of relationships with the VA, DHA, and/or CMS required.
• Business knowledge of and relationships with other Federal Health Agencies, including Health and Human Services desired.
• Demonstrated success in closing complex business opportunities with Federal Government Agencies with total contract values of $50M+.
• Experience in bid and proposal efforts for Federal contracts for business development and capture management.
• Experience and understanding of the Government procurement process and Government contracting terms and requirements.
• Previous program delivery/management experience desired.
• Previous sales leader/growth team management experience desired.
• Ability to work well independently and in a team environment.
• Highly motivated, results driven, and ability to operate autonomously.
• Strong interpersonal skills with ability to effectively communicate with a diverse group of stakeholders.
• Strong organizational, quality, and project management skills with ability to handle multiple, competing tasks and priorities.
• Strong verbal, written and presentation skills.
• Industry knowledge and experience with an understanding of healthcare claims, adjudication, and support processes, which may include: payment accuracy/program integrity, coordination of benefits, fraud/waste/abuse, quality improvement, risk adjustment, and population health.
• Proficient with Microsoft Office Suite (Word, Excel, Power Point)
• Experience with sales/pipeline management tools.
• Willing to travel at least 25% as needed.

Cognitive/Mental Requirements:

• Problem-solving and thinking critically.
• Completing tasks independently.
• Making timely decisions in the context of a workflow.
• Maintaining focus.
• Assessing the accuracy, neatness and thoroughness of the work assigned.

Working Conditions and Physical Requirements:

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Repeating motions that may include the wrists, hands and/or fingers.
• Must be able to provide a dedicated, secure work area.
• Must be able to provide high-speed internet access / connectivity and office setup and maintenance.
• No adverse environmental conditions expected.

Base compensation ranges from $160,000 to $190,000 annually. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs.

This role is eligible for commission.

Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. For information about our benefits package, please refer to our Careers page.

Since this job will be based remotely, all interviews will be conducted virtually.

Date of posting: MM/DD/YYYY

Applications are assessed on a rolling basis. We anticipate that the application window will close on MM/DD/YYYY, but the application window may change depending on the volume of applications received or close immediately if a qualified candidate is selected.

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