Senior Sales Consultant - Government Healthcare (Remote)

Through our dedicated associates, Conduent delivers mission-critical services and solutions on behalf of Fortune 100 companies and over 500 governments – creating exceptional outcomes for our clients and the millions of people who count on them.

You have an opportunity to personally thrive, make a difference and be part of a culture where individuality is noticed and valued every day.

About the role

The Senior Sales Consultant - Government Healthcare (remote) is a key pursuit role in building strong customer value propositions into our sales lifecycle, capture plans, and proposals at every step, from planning to execution.

This is a senior-level role that develops both strategic and tactical sales approaches that drive successful business opportunity outcomes, capture plans, and high-quality proposals. The Senior Sales Consultant will be the hub for a matrixed team of active business development, account management, sales professionals, and proposal team members. Duties are a hybrid of full life-cycle business development and pursuit management with overall responsibility for operational effectiveness and continuous improvement. The role manages the Government Healthcare capture management team who are assigned to create and execute the sales and capture plans for individual bids.

Requires a deep understanding of Medicaid products, the market, business and sales strategies and operating models with experience in a multitude of healthcare and Medicaid business and technical services in commercial or government environments across throughout the sales and program lifecycle. Government Healthcare disciplines include:

• MMIS: claims administration, financial services, electronic data interchange, medical or clinical management, eligibility and enrollment, provider management, member management, project management, quality, and administration of a variety of health and human services programs or other core functions of MMIS or Modules
• PBM: Point of Sale administration, Pro-DUR and Retro-DUR, Drug Prior Authorization, Drug Rebate Administration, Preferred Drug List (PDL) Administration, drug coverage plan concepts, and Drug Utilization Review (DUR) parameters as they relate to pharmacy benefits administration
• Specialty Services: Disease Surveillance programs, Health and community-based services/long term support services, Data management and analytics (EDW/MDW and data lakes, DAR), FIHR/interoperability, and other specialty services for Medicaid Management Information Systems or Modules.

Key Responsibilities

Pursuit Management:

• Actively manages and prioritizes multi-year, dynamic pipeline for resource and strategic alignment.
• Guides opportunities and staff assigned to opportunities through the entire capture and proposal planning phases with significant engagement throughout proposal development and post-submittal.
• Demonstrates an ability to effectively develop and execute well-designed capture plans following established internal gates and using standard tools and processes.
• Leads multiple pursuits, including hands-on development of critical bid artifacts required for proposal development, ensuring the integrity of win strategy through submission.
• Oversees proposal capture plans created by capture team.
• Drives continuous improvement of pursuit strategy and proposal development through critical review of win/loss, market analysis, and intelligence gathering.
• Responsible for effectively leading cross-functional capture teams of consultants, support staff, SMEs, and industry partners.
• Directs sales and account capture strategies for new and add-on business. Manages related capture management team.
• Provides clarity and guidance on market trends, competition, regulations, and other external areas that could impact Conduent product solutions and operations
• Applies product subject matter expertise across sales lifecycle
• Stay abreast of competitor services and products
• Understands current and emerging technologies, and the practical/potential application of these technologies
• Supports Orals presentation process including solution validation, collateral and talking point development, and performance coaching
• Be proficient in editing proposal and presentation content

Business Development Operations:

• Provide the necessary leadership, guidance, and operations support required to enable a team of BD / Account Management professionals partnering with practice leaders and personnel, to drive to meet annual revenue targets, expand market share, and increase win rates.
• Assist in the development of strategic planning, investment planning, annual operating plan development, growth strategy development, roadmaps that encompass the full range of capabilities and marketing communications strategies. This includes hands-on market research, analysis, and preparation of presentation materials.
• Manage business operations tasks including leadership dashboard updates and business review preparations.
• Support driving early pipeline management, including improved maturity of pipeline through earlier customer engagement and opportunity qualification, leading to increased opportunities in shaping deals and improving win rates.
• Represent the team and performance internally in pursuit governance

Qualifications:

• 15+ years in progressively responsible roles in business development, capture/ proposal development;
• 10+ years managing teams or as the lead for complex projects such as captures and proposals.
• Experience working with federal, state and local government business development with a preference for government payments, fintech, and/or government relations.
• Proven track record in mentoring and teaching BD, capture, and proposal skills.
• Proven ability to perform customer engagement, capture, and proposal preparation for a wide range of opportunities from $1m to >$250M proposals.
• Strong technical background with ability to understand technical solutions and translate to evaluators and stakeholders with limited technical knowledge.
• Strong business and/or sales operations management experience.
• Great attitude and team player.
• Bachelors Degree; additional years of experience accepted in place of a degree.

About you:

• Self-motivated, self-directed, and results-driven with an excellent work ethic; pushes self and others to deliver results with accountability to commitments.
• Strategic thinking and decision making to maximize the probability of win; creative thinking on competitive positioning, win strategy, themes, and discriminators.
• Ability to be effective and thrive in fast-paced, time sensitive, multi-tasking environment.
• Possess ability and skills necessary to motivate at all levels of the organization.
• A "can-do" attitude and a sense of trust and integrity.
• High sense of urgency, positive outlook.
• Must display organizational agility; able to develop and leverage effective relationships and networks; knows how to get things done through both formal channels and informal networks.
• Excellent written and oral communication, presentation, interpersonal, project management, and leadership skills.
• Experience as a mentor or coach working directly with line, capture, and proposal staff on large opportunities, with preference for significant experience as a proposal writing instructor or coach.

Travel 25%

Prefer EST and CST time zones.

Conduent is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, creed, religion, ancestry, national origin, age, gender identity, gender expression, sex/gender, marital status, sexual orientation, physical or mental disability, medical condition, use of a guide dog or service animal, military/veteran status, citizenship status, basis of genetic information, or any other group protected by law.

People with disabilities who need a reasonable accommodation to apply for or compete for employment with Conduent may request such accommodation(s) by clicking on the following link, completing the accommodation request form, and submitting the request by using the "Submit" button at the bottom of the form. For those using Google Chrome or Mozilla Firefox please download the form first: click here to access or download the form. You may also click here to access Conduent’s ADAAA Accommodation Policy.

The Colorado Equal Pay for Equal Work Act requires employers to disclose the following information. If the successful applicant will be required to perform work from a physical site outside Colorado, the following information may not apply. Actual salaries will vary and may be above or below the range based on various factors including but not limited to location, experience, and performance. In addition to base pay, this position, based on business need, may be eligible for a bonus or incentive. In addition, Conduent provides a variety of benefits to employees including health insurance coverage, voluntary dental and vision programs, life and disability insurance, a retirement savings plan, paid holidays, and paid time off (PTO) or vacation or sick time.

At Conduent, we value the health and safety of our associates, their families and our community. Under our current protocols, we do not require vaccination against COVID for most of our US jobs, but may require you to provide your COVID vaccination status, where legally permissible.