Description

Job Summary

The Business Development Manager – Federal Healthcare Market leads growth efforts across the federal healthcare ecosystem, with a primary focus on HHS, NIH, CMS, and related operating divisions, centers, institutes, and subdivisions. This role is responsible for identifying, qualifying, shaping, and advancing new business opportunities that align with the company’s capabilities, contract vehicles, growth priorities, and strategic objectives. The ideal candidate brings at least 8 years of federal business development, capture, account management, or growth experience, strong knowledge of federal healthcare agencies and procurement practices, existing customer and partner relationships, and the ability to build qualified pipelines, inform pursuit decisions, and support capture and proposal activities from early opportunity identification through award.

Key Responsibilities

The Business Development Manager’s work spans pipeline development, account planning, customer engagement, partner development, opportunity qualification, capture support, market intelligence, and growth operations across the federal healthcare market.

Federal Healthcare Business Development

· Lead business development activities for federal healthcare opportunities, including RFIs, sources sought notices, RFQs, RFPs, task orders, recompetes, and strategic pursuits.

· Identify, qualify, and advance opportunities across HHS, NIH, CMS, and related operating divisions, institutes, centers, program offices, and contracting offices.

· Build and maintain a qualified pipeline aligned to company capabilities, contract vehicles, customer priorities, small business strategies, and revenue targets.

· Develop account and pursuit plans that define target agencies, decision-makers, incumbents, competitors, teaming partners, upcoming procurements, and engagement strategies.

Customer, Partner & Market Engagement

· Develop and maintain customer relationships with government stakeholders, program offices, contracting personnel, and agency influencers across the federal healthcare market.

· Engage industry partners, large systems integrators, technology vendors, small business partners, and subcontractors to develop teaming strategies and strengthen pursuit positioning.

· Represent the company at customer meetings, industry days, conferences, networking events, partner discussions, and agency outreach activities.

· Conduct market and competitive intelligence by tracking budgets, acquisition forecasts, incumbent contracts, recompetes, agency priorities, competitor activity, and procurement trends.

Capture Support & Growth Operations

· Support bid/no-bid decisions by assessing opportunity fit, customer access, competitive landscape, contract vehicle availability, teaming options, pricing considerations, and probability of win.

· Contribute to capture strategies, including win themes, customer hot buttons, solution positioning, competitive analysis, teaming approaches, and discriminators.

· Coordinate with internal teams including capture, proposals, operations, contracts, pricing, recruiting, delivery leadership, solution architects, and executive stakeholders.

· Maintain pipeline discipline by updating CRM records, opportunity trackers, call plans, gate review materials, forecast inputs, partner data, and leadership reporting.

Qualifications & Requirements

· Experience: Minimum of 8 years of federal business development, capture, account management, sales, or growth experience.

· Federal Healthcare Market: Demonstrated experience supporting HHS, NIH, CMS, and related subdivisions, operating divisions, institutes, centers, or program offices.

· Pipeline Development: Proven ability to identify, qualify, shape, and advance opportunities that align with company capabilities, customer priorities, contract vehicles, and growth targets.

· Customer Relationships: Existing relationships with federal healthcare customers, program offices, contracting stakeholders, industry partners, and teaming organizations are strongly preferred.

· Federal Contracting Knowledge: Familiarity with FAR-based acquisitions, GWACs, IDIQs, BPAs, task orders, set-aside strategies, government procurement portals, and agency acquisition cycles.

· Communication Skills: Strong verbal and written communication skills with the ability to brief leadership, engage customers and partners, and translate market intelligence into actionable pursuit strategies.

· Technical Skills: Proficiency with Microsoft Office Suite, CRM or pipeline management tools, SharePoint or similar collaboration platforms, federal opportunity databases, and market intelligence resources.

Work Environment & Travel

· This is a hybrid role that requires the employee to work in the company office two days per week.

· Periodic travel may be required for customer meetings, industry events, conferences, partner meetings, agency outreach, capture strategy sessions, and pursuit-related activities.

· Must be comfortable working in a fast-paced growth environment with multiple active pursuits, evolving customer priorities, partner coordination, pipeline deadlines, and cross-functional teams.

Business Development Manager