Specialist, Sales & Contracting Support (Healthcare Consulting)

About this role

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:

• Independently manage assigned business development opportunities from qualification through contract execution, serving as the primary client contact through execution.

• 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.

• Develop proposals, statements of work, pricing models, and other sales materials to support client acquisition and account growth.

• Evaluate proposed pricing structures to ensure alignment with the firm's financial performance, profitability, utilization, and revenue objectives.

• Coordinate internal approvals related to proposals, pricing, staffing, contracts, and conflict-of-interest reviews.

• Monitor opportunity progression, resolve routine operational matters, and proactively drive next steps to support the timely execution of client contracts.

• Ensure compliance with established sales, contracting, pricing, and approval requirements throughout the sales lifecycle.

2- Support Client-Facing Business Development Activities:

• Participate in prospective client meetings, discovery sessions, and sales discussions.

• Coordinate meeting materials and follow-up actions.

• Serve as a liaison between prospective clients, Sales Leads, and internal stakeholders throughout the sales and contracting process.

• Assist with responding to client inquiries and requests during pursuit, proposal, and negotiation activities.

3-Administer Contracting and Negotiation Activities:

• Support contract negotiations by coordinating reviews of contractual terms and documenting requested modifications.

• Partner with Legal, Finance, Sales Leads, and operational leadership to facilitate contract review and issue resolution.

• Ensure required approvals, executed agreements, and supporting documentation are completed and maintained in accordance with firm requirements.

• Coordinate the transition of executed engagements to client service teams.

4- Maintain Sales Pipeline Data, Reporting, and Forecasting Information:

• Maintain accurate opportunity information within CRM and sales pipeline systems.

• Monitor data quality and communicate risks or delays that may impact sales performance or opportunity progression.

5- Support Strategic Growth Operations Initiatives and Continuous Improvement:

• Participate in special projects and operational initiatives that improve sales, contracting, and business development effectiveness.

• Contribute to the development of tools, templates, knowledge management resources, and process improvements.

• Identify opportunities to improve operational efficiency, standardization, and scalability across the sales and contracting function.

• Coordinate with Marketing to support execution of go-to-market plans for the business line.

Key Qualifications

• Bachelor's degree required; degree in Business Administration, Healthcare Administration, Finance, Marketing, Communications, or related field preferred.

• Minimum of four (4) years of experience in sales operations, business development support, contract administration, project management, consulting operations, client services, or a related professional services environment.

• Experience supporting sales pursuits and managing opportunities through proposal development, pricing, contract negotiation, and contract execution processes required.

• Experience developing staffing plans, resource models, pricing analyses, budgets, or financial models in support of consulting, professional services, or project-based engagements preferred.

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