Specialist, Sales & Contracting Support (Healthcare Consulting)
About Sellers Dorsey
Sellers Dorsey is a healthcare impact strategy firm focused on improving care access, quality, and outcomes for our nation’s most vulnerable populations. We work with providers, managed care organizations, state entities, and others, to design, implement, fund, and optimize sustainable programs that deliver maximum impact to underserved communities. Built on decades of experience in Medicaid, our team includes former state Medicaid directors, healthcare policy experts, health plan execs, and hospital leaders who know how to navigate the complexities of the system and find creative, impactful solutions that drive the greatest impact for the individuals and communities that need it most.
About the Role
Sellers Dorsey is seeking a Specialist, Sales & Contracting who will serve as a critical operational resource within the firm's sales and contracting function, ensuring compliance with established sales, contracting, pricing, and approval requirements. As the Specialist, Sales & Contracting, you will support Sales Leads throughout the business development lifecycle, including opportunity qualification, scope development, proposal preparation, pricing strategy, contract negotiation, contract execution, and transition to client service teams. In partnership with Sales Leads and client servicing teams, you will develop staffing plans and pricing models for new, renewal, and expanded consulting engagements, ensuring proposed solutions align with client needs while achieving the firm's financial performance, profitability, and revenue objectives. You will also actively participate in prospective client meetings, collaborates with cross-functional stakeholders to define project scope and resource requirements, coordinates internal approvals, and drives the operational activities necessary to successfully convert opportunities into executed client engagements. Working independently within established policies, procedures, and approval thresholds, you will exercise sound judgment in managing assigned opportunities, prioritizing work, resolving routine issues, and advancing engagements through the sales and contracting process with limited day-to-day direction from management.
Key Responsibilities
1- Manage Sales Opportunities, Engagement Scoping, Staffing, and Pricing Activities:
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Independently manage assigned business development opportunities from qualification through contract execution, serving as the primary client contact through execution.
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Partner with Sales Leads and client servicing teams to define engagement scope, deliverables, staffing requirements, resource assumptions, and implementation approach for new, renewal, and expanded consulting engagements.
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Develop proposals, statements of work, pricing models, and other sales materials to support client acquisition and account growth.
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Evaluate proposed pricing structures to ensure alignment with the firm's financial performance, profitability, utilization, and revenue objectives.
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Coordinate internal approvals related to proposals, pricing, staffing, contracts, and conflict-of-interest reviews.
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Monitor opportunity progression, resolve routine operational matters, and proactively drive next steps to support the timely execution of client contracts.
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Ensure compliance with established sales, contracting, pricing, and approval requirements throughout the sales lifecycle.
2- Support Client-Facing Business Development Activities:
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Participate in prospective client meetings, discovery sessions, and sales discussions.
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Coordinate meeting materials and follow-up actions.
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Serve as a liaison between prospective clients, Sales Leads, and internal stakeholders throughout the sales and contracting process.
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Assist with responding to client inquiries and requests during pursuit, proposal, and negotiation activities.
3- Administer Contracting and Negotiation Activities:
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Support contract negotiations by coordinating re