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:

• 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.
• Experience coordinating multiple concurrent projects, proposals, or business development activities while meeting established deadlines required.
• Experience working collaboratively with cross-functional teams, including sales, operations, finance, legal, and client service stakeholders required.
• Experience supporting new business development efforts, account expansion initiatives, and client relationship management activities preferred.
• Familiarity with contractual documents, including non-disclosure agreements (NDAs), business associate agreements (BAAs), professional services agreements, master services agreements, statements of work (SOWs), and related contract terms.
• Experience within healthcare, managed care, Medicaid, public sector consulting, or professional services organizations strongly preferred.

Critical Professional Related Technical Skills

• Strong understanding of sales operations, business development processes, contracting workflows, pricing methodologies, and approval governance.
• Ability to develop and analyze pricing models, resource plans, staffing assumptions, and financial projections.
• Proficiency with CRM platforms (HubSpot, Salesforce, or similar) and pipeline management processes.
• Advanced proficiency in Microsoft Excel, including financial modeling, data analysis, and reporting.
• Proficiency in Microsoft Word, PowerPoint, SharePoint, and Teams.
• Strong analytical, problem-solving, and business judgment skills.
• Ability to interpret contractual language and identify operational, financial, and compliance considerations.
• Strong project coordination and organizational skills with exceptional attention to detail.

Other Requirements

• Ability to operate independently within established policies, procedures, pricing guidelines, and approval thresholds while exercising sound judgment and discretion.
• Demonstrated ability to manage multiple priorities and competing deadlines with limited day-to-day supervision.
• Strong verbal and written communication skills, including the ability to communicate complex business, operational, and financial concepts to diverse audiences.
• Ability to effectively participate in prospective client meetings and interact professionally with clients, executives, and internal stakeholders.
• Strong relationship management and collaboration skills with the ability to influence outcomes across cross-functional teams.
• Ability to identify risks, recommend solutions, and proactively drive work to completion.
• Commitment to maintaining confidentiality and handling sensitive client, financial, and contractual information responsibly.

Compensation \& Benefits

The anticipated salary range for candidates is $66,000/year in our lowest geographic market range to up to $86,000/year in our highest geographic market range. The final pay offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and years of experience within the job, the type of years and experience within the industry, the candidate’s education, and the candidate’s market location. Typically, candidates are not hired near the top of the range and compensation decisions are made based upon Sellers Dorsey’s Total Compensation Policies \& Guidelines. The successful candidate will also be eligible to participate in our annual Corporate Incentive Plan (CIP) that can range to up to 7% of annual salary.

Provided they meet all eligibility requirements under the applicable plan documents, the successful candidate (and their eligible dependents) will be eligible to enroll in group healthcare plans that offer medical, dental, and vision and for insurance plans offering short term disability, long term disability, and basic life. Employees are also able to enroll in Sellers Dorsey’s 401k plan provided they meet plan requirements. Sellers Dorsey offers a Flexible Time Off that allows employees to use what they need. Additionally, we offer 10 paid holidays throughout the calendar year, paid time off for qualifying medical leave, and up to 12 weeks of combined paid parental and bonding leave. The foregoing benefits and paid time off, including an employee’s eligibility therefore, will be controlled by applicable plan documents and Sellers Dorsey policy.

This is intended to provide a general description of benefits and other compensation and is not a substitute for applicable plan documents or company policies.

Sellers Dorsey is an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state, or local law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

Sellers Dorsey maintains a Drug-Free workplace.