Director of Business Development, HHS

Director of Business Development, HHS

Department: Growth

Employment Type: Full Time

Location: Remote (select US states)

Reporting To: Imogen Thomas

Compensation: $174,400 - $187,007 / year

Description

We are looking for a thoughtful and dedicated business development professional to join our Growth and Solutions team as the Director of Business Development, HHS.

Reporting directly to the Head of Solutions, you'll develop Coforma's growth strategy within our healthcare focus area, which includes the Department of Health and Human Services (HHS) and with a focus on the Centers for Medicare and Medicaid Services (CMS). You'll build relationships and understanding across project teams, partners, and stakeholders and will execute the overall business strategy and account planning to support our strategic business development (BD) initiatives in the healthcare focus area, with a goal of improving healthcare and access to healthcare services for all citizens through people, processes, and technology. Your expertise in aligning stakeholders, seeing proposals through to successful awards, and operating in a fast-paced environment will be key to your success at Coforma.

The ideal candidate for this role is a self-starter, passionate about healthcare, and has experience managing business development lifecycles, proposals, and building strategic relationships with senior stakeholders and business partners, specifically in digital services offerings in the federal government space. As part of our Growth and Solutions team, you'll play a key role in educating our teams and stakeholders, facilitating aligned opportunities, and selling a diverse range of digital products and services that positively impact people's access to government services.

If you're passionate about improving lives through digital products and services, then Coforma is a great company for you.

$174,399 to $187,006 Annual Salary + Benefits + Growth Potential

Placement within this range will be based on the competency level of the candidate. An offer will be made at one of the following tiers:

• Tier 1 - $174,399.60: Meets stated qualification and experience requirements. May need guidance and training beyond onboarding to perform the more complex functions of the role.
• Tier 2 - $181,543.68: Experienced and fully competent. Will be able to independently perform key responsibilities of the role once onboarding is completed.
• Tier 3 - $187,006.80: Highly experienced and can perform all responsibilities of the role at a higher level than expected once onboarding is completed.

To honor our company-wide equitable pay system, the posted salary range and corresponding tier salaries are non-negotiable.

This is a US-based remote position open to applicants in the states listed below. Some travel will be required.

To ensure we remain compliant with all state, county, and local employment and tax regulations, applicants must currently reside in one of the following states to be considered for employment with Coforma. This list will be updated periodically as our PeopleOps team works to open up hiring in additional states.

• Arizona
• California
• District of Columbia
• Florida
• Georgia
• Idaho
• Illinois
• Maryland
• Massachusetts
• Montana
• Nevada
• New York
• North Carolina
• Oregon
• South Carolina
• Tennessee
• Texas
• Washington
• Wisconsin

What You'll Do (Key Responsibilities)

• Work closely with the Head of Solutions to strategize, develop, and execute the Healthcare account growth plan, driving healthcare-related business development initiatives and making iterative improvements to ensure revenue generation goals are met or exceeded
• Identify key contract opportunities and maintain a two-year strategic pipeline
• Plan, coordinate, direct, and execute all healthcare BD-related activities including customer engagements, proposal development, competitive assessments, capture strategy development and execution, budget/pricing creation, and more
• Create a pipeline of opportunities and analyze opportunities to provide Coforma leadership with various options and the best strategy to secure opportunity wins
• Work closely with various stakeholders throughout the company including Account Management, PMO, Finance, Delivery, and other subject-matter experts
• Identify trends in customer purchasing patterns and enact specific plans to help the BD team capture a greater share of the business
• Proactively present new ideas and lead business planning efforts with clients to create, grow, strengthen, and promote long-term, mutually profitable client relationships
• Develop and regularly update formal Lead & Opportunity pursuit reviews per our methodologies, tools, or other resource systems
• Develop sustained, deep relationships with influencers within and outside the customer organization and use those relationships and acquired insight to strengthen Coforma's position for targeted pursuits within their focus areas
• Identify and secure potential teaming partners (OEMs, primes, subcontractors, etc.) with a clear understanding of their complementary and strategic value to Coforma's focus areas
• Maintain a broad understanding and application of Coforma's capabilities and their importance to our customers and participate as a subject matter expert throughout the business development/proposal process
• Oversee the assembly of briefs and briefing materials to support proposal development and submission to Task Orders, RFIs, and RFPs
• Research and prepare proposal elements such as opportunity briefs, proposal kick-off briefs, RFP/RFQ, market research, capability statements, and more
• Represent the company at onsite customer meetings, business reviews, and industry days as well as external business networking opportunities, conferences, and events as needed
• Coordinate with appropriate resources to execute necessary legal and financial agreements, such as NDAs and teaming agreements before RFP release

In Your First 30 Days, You Will:

• Complete new hire orientation training and meet with external counterparts and key stakeholders across the org
• Learn about the Growth team's process for pursuing new opportunities and become familiar with the active pipeline
• Shadow other members of the Growth team and familiarize yourself with our standard operating procedures
• Begin tracking opportunities in customer portals

After 60 Days:

• Assume all core functional responsibilities of the role
• Begin to manage proposal functions (schedules, resources, and progress monitoring, proposal outlines, compliance matrices, etc.)
• Represent Coforma at industry conferences and events in a professional manner

After 90 Days:

• Optimize and improve existing processes as needed
• Assume full responsibility and accountability for all functions associated with the role
• Identify skills or knowledge gaps and establish a professional development plan for yourself

Who You Are and What You Know (Knowledge and Experience Requirements)

• A minimum of 10 years of experience in business development selling digital services (design, software development, product management, etc.) to clients in the federal, state/local, or commercial healthcare space
• Deep knowledge of and experience working with US federal agencies (particularly CMS, but also including the National Institutes of Health (NIH), the Centers for Disease Control and Prevention (CDC), and similar healthcare-focused agencies)
• Understanding of how federal, commercial, or non-profit organizations procure, manage, and source funding/budgets
• Understanding and knowledge of federal contract vehicles and acquisition strategies such as GSA MAS/FSS, GWACs, IDIQs, set-aside, sole-source, multiple-award, etc.
• Knowledge of SBA small business concerns, size classifications, NAICS Codes, beta.SAM.gov, etc.
• Prior experience conducting market and industry research analyses and identifying, qualifying, and pursuing business development opportunities supporting healthcare tech pursuits
• Excellent communication, presentation, and client relationship skills with a proven ability to tailor verbal and written communication to a diverse range of stakeholders, particularly at the senior+ level
• Full-time resident of the contiguous United States (must be legally authorized to work in the US now and in the future without sponsorship)
• Must be able to successfully pass any applicable background and/or security checks as needed

Preferred Qualifications and Experience

• US Military Veteran
• 2+ years of experience working on a remote team or remote freelancing
• Strong understanding of human-centered design, agile software development, and product development
• Familiarity with productivity and communication tools such as Google Suite (Google Calendar, Docs, Sheets, and Slides), Slack, sales CRM platforms, and market intelligence software

Other

• Internet: Will prioritize and maintain access to strong, reliable internet for the remote nature of our work, except when on vacation or holiday.
• Security: Will keep the highest security practices to ensure privacy and security of Coforma and client information, given the nature of our work, even when on vacation.
• Travel Flexibility: On request and with advanced notice, will attend in-person events such as meetings, workshops, and trainings as assigned for projects that require it.
• Brand Representation: Will represent Coforma professionally and sincerely, modeling our Company Values in all interactions.