Director of Business Development

• Location 5240 Fountain Drive,Crown Point, IN, 46307,United States
• Employee Type FT Exempt
• Required Degree 4 Year Degree

Description

The Director of Business Development leads the growth and diversification of CoAction's earned, fee-for-service revenue. While CoAction's mission-driven programs are historically grant-funded, the organization has significant opportunity to expand contracted and private-pay service lines — including care management, in-home and community-based services, veteran-directed care, employer and payer partnerships, and professional services — that strengthen financial sustainability and extend our reach. This role owns the full sales cycle: identifying market opportunities, packaging and pricing services in partnership with program leaders, building a qualified pipeline, negotiating contracts, and converting relationships into recurring revenue.

The Director serves as CoAction's external-facing sales leader with health plans, healthcare systems, employers, government payers, and community partners, and works cross-functionally with program, finance, and marketing teams to ensure new business is deliverable, compliant, and margin-positive.

• Develop and execute an annual fee-for-service growth plan with defined revenue targets, priority markets, and service line focus, aligned to CoAction's strategic plan.
• Conduct market analysis to identify unmet demand, competitive positioning, and pricing benchmarks across aging services, home and community-based services, and related markets.
• Build multi-year revenue forecasts and pipeline models; report progress against targets to the CFSO and Senior Team on a regular cadence.
• Identify and evaluate new earned-revenue opportunities, including payer contracts, employer partnerships, private-pay offerings, and professional or consulting services.

• Cultivate and manage relationships with managed care organizations, health systems, hospitals, physician groups, employers, government agencies, and referral sources.
• Represent CoAction at industry, provider, and community events; serve as a credible, mission-fluent voice for the organization in the regional healthcare and human services market.
• Develop strategic partnership and subcontracting opportunities that expand CoAction's role in care delivery networks.
• Maintain deep knowledge of the Indiana Medicaid, Medicare Advantage, VA, and managed care landscape as it affects CoAction's addressable market.
• Build and manage a disciplined sales pipeline from lead generation through proposal, negotiation, contract execution, and handoff to operations.
• Lead development of proposals, presentations, and responses to RFPs/RFIs for contracted services, coordinating internal subject matter experts.
• Negotiate contract terms, rates, and service level commitments in partnership with finance and legal/compliance resources.
• Implement and maintain CRM tools and pipeline reporting to provide visibility into opportunity status, conversion rates, and revenue attainment.
• Partner with program directors to define, package, and price marketable service offerings, ensuring rates cover full cost of delivery plus sustainable margin.
• Collaborate with finance to build cost models, rate cards, and profitability analysis for each fee-for-service line.
• Gather voice-of-customer and payer feedback to inform service design, quality expectations, and competitive differentiation.

• Coordinate with operations and program leadership to ensure sold work is staffed, onboarded, and delivered to contractual expectations.
• Partner with marketing/communications on collateral, digital presence, and campaigns that support revenue goals and protect CoAction's brand.
• Ensure all sales activity aligns with CoAction's mission, values, funder requirements, and applicable regulations.

• Seven (7)+ years of progressive sales or revenue growth experience, including a track record of sourcing, negotiating, and closing B2B or payer contracts.
• Experience in healthcare, home and community-based services, aging…