The Military and Federal (Mil/Fed) Business Development Specialist is accountable for the development and execution of the business development strategy for a specific geographic area. The Mil/Fed Business Development Specialist is accountable to federal, state, local programs and contracts, accrediting bodies and MGA requirements.The Mil/Fed Business Development Specialist sales strategy should be consistent with the business goals of the organization, and it is the Mil/Fed Business Development Specialist's responsibility to analyze prospects in the East Region and develop a specific business plan to maximize expansion. The marketing and business development strategy should encompass creating and maintaining new business relationships, expand on already established relationships and educating referral sources and payers within the healthcare continuum on the services offered by MGA. These referral sources include, but are not limited to, various healthcare facilities, military installations, Department of Veteran Affairs, Federal Workman’s Compensation programs, healthcare programs, insurance payers, physician groups, other government entities, and case management groups. The Mil/Fed Business Development Specialist will pursue targets that are large in scale or have the potential to be large in scale, incorporate multiple MGA divisions, and/or span the portfolio of multiple Business Development Managers.The Mil/Fed Business Development Specialist manages an entrepreneurial mindset and develops a strategy to increase the organization’s visibility within the community and with various trade associations. The Mil/Fed Business Development Specialist has a responsibility to sell MGA’s full suite of healthcare services. They will collaborate with all appropriate departments and divisions to ensure implementation is a success.Duties and Responsibilities:Develops a comprehensive marketing and business development strategy for a specific geographic area based on the business potential of the area, needs of the community, and the capability of the local office(s) or business lines. This responsibility includes the development of a business plan and potential referral opportunities in the areaCollaborates with the local, regional, national and strategic sales teams to leverage our position in the market placeCollaborates with the Clinical and Operational team to understand customers and processes in assigned area to educate and answer questions regarding available servicesSpends a significant amount of time engaging with customers in-person to educate on the services, features, and benefits of the company as a healthcare providerDevelops a comprehensive  pursuit plan with a targeted annual spreadEstablishes new account relationships and acts as consultant to build relationship depth with current customers within assigned business areaAnalyzes the needs of customers to create customized proposals that differentiate our service offerings in the marketCollaborates with the Director of Operations to understand and champion office capabilities and attributes during marketing and business development appointmentsAligns marketing and business development strategy with Area Vice Presidents and direct manager’s business strategy and visionAchieves budgeted financial targets of assigned areaResponsible for accurate completion of all required reports and activity tracking in the CRM (once a CRM is in operation) to achieve company Key Performance Indicators (KPIs)Educate customers on the various business lines of the organization, and maintains account collaboration with office counterpartsCollaborates with the Director of Operations and other Business Development Managers to ensure recruiting strategy is aligned with sales pipeline for successful deliveryActively communicates business opportunities with regional and national team and continuously seeks to improve business development processesMaintains an understanding of federal and state laws and healthcare reform affecting the organization’s business and educates customers and the office as to the impact of these matters in the businessAccountable to federal, state, local programs and contracts, accrediting bodies and MGA requirementsPerforms other duties as assignedCompliance & Ethics Expectations:Participates and successfully completes the company’s compliance program requirements and adheres to MGA policies, and applicable federal and state requirementsSets an example for other employees regarding how MGA’s Compliance Program is applied and observed every day when dealing with customers, business operations, or other team membersReports potential violations of company policy, and/or applicable laws and regulations to the company hotline, through the chain of command, to the Compliance and Ethics Department, or through other channels made available by the company for reporting potential violationsPromotes an environment in which other employees are encouraged to report potential violationsAs appropriate, provides input and suggestions regarding areas in which policies, procedures, workflows, and/or controls can be improved to enhance compliance
