Vice President, Market Development (Tech Enabled-Healthcare Consulting Services)

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 Vice President, Market Development who will be the senior growth leader responsible for setting the commercial strategy and leading a high performing team of Sales Directors and Business Development Managers, who lead SDEs, to drive revenue and market impact across a broad portfolio of tech-enabled healthcare consulting services. The role focuses on the state government (Medicaid and public health), health plan (commercial, MCO, Medicare Advantage), and provider led markets. As the Vice President, Market Development, you will define the go to market (GTM) plan, build and scale the sales operating system, and ensure disciplined execution from market opportunity identification through capture, proposal, pricing, and close. You will frequently partner with delivery and client servicing leadership to ensure seamless handoffs and measurable client value. You will also develop and implement data-driven programs and initiatives meant to assist Sellers Dorsey in meeting its long-term goals and objectives, while evaluating the organization's performance, strengths and weaknesses, and competitive landscape in order to identify new market expansion and strategic growth opportunities.

The ideal candidate brings fifteen (15)+ years in Sales and Business Development, at the intersection of government relations and health plan/provider sector business development, with a strong track record of converting complex consultative offerings into sustained growth.

Key Responsibilities

• GTM Strategy & Market Development – Lead a team responsible for the GTM blueprint for states, health plans, and provider‑led organizations. Define segment plays, value propositions, and competitive positioning for tech‑enabled consulting offerings; set annual growth targets by segment and solution. Collaborate with other members of the executive management team to align departmental strategy or direction with the overall goals of the organization.
• Team Leadership & Coaching – Recruit, develop, and lead Sales Directors/BDMs; install rigorous pipeline hygiene, territory plans, call plans, account plans, and deal reviews; foster a performance culture with clear KPIs and enablement. Develop policies, practices, and procedures that have a significant impact on the organization.
• Pipeline Generation & Demand Creation – Direct prospecting strategy, campaigns, and events/webinars in partnership with Marketing; ensure multi‑threaded engagement with state agencies, plan executives, and provider leaders.
• Key Account Strategy (States/Plans/Providers) – Personally lead executive relationships and pursuits for priority accounts; orchestrate cross‑functional resources (subject matter experts, solution leaders, delivery, finance) for complex captures. Estimate business impact of strategic initiatives and prepare reports and recommendations for executive leadership teams.
• Alliances & Ecosystem – Build and manage partnerships (technology, analytics, data platforms, advocacy groups) to expand reach and co‑sell opportunities; negotiate teaming and subcontracting arrangements.
• Government Relations (GR) & Policy Intelligence – Leverage 15+ years of GR experience to anticipate policy shifts (e.g., Medicaid/MA, value‑based care, interoperability) and translate them into market plays and timely offers.
• Capture, Pricing & Proposals – Oversee capture strategies, win themes, compliant RFP responses, pricing and commercial terms; ensure risk‑adjusted deal structures and high proposal quality.
• Forecasting, Operating Rhythm & Cross Functional Alignment – Run weekly pipeline reviews and quarterly business reviews; partner with Consulting/Delivery, Finance, Contracts, and Consulting Teams to ensure accurate data, smooth handoffs, and delivery readiness.

Key Qualifications

• Bachelor's Degree in Business, Public Policy/Administration, Health Administration, or related field (or equivalent experience) required. Advanced degree in business, healthcare management, or additional relevant experience in lieu of such advanced degree preferred.
• Fifteen (15)+ years combined experience in government relations and leading sales/business development within health plans and provider sectors; proven record selling complex, consultative, tech‑enabled healthcare services to states, health plans, and provider‑led organizations.
• Experience standing up GTM functions, building alliance ecosystems, and leading large, multi‑year deals (>$20M TCV) preferred.
• Proficiency in Microsoft Word, PowerPoint, Excel, and SharePoint; CRM expertise (e.g., Salesforce) required; experience with pipeline analytics/visualization tools (e.g., Power BI) preferred.

Other Requirements

• Strategic and systems thinking;
• Exceptional executive communication, relationship building and storytelling;
• Strong negotiation and deal‑crafting skills;
• Ability to translate policy and market trends into commercial opportunities;
• Disciplined operating cadence;
• Cross‑functional influencing;
• Ability to travel to clients, conferences, and internal meetings as needed.

Compensation & Benefits

The anticipated salary range for candidates is $186,800/year in our lowest geographic market range to up to $275,000/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).

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 HumanResources@sellersdorsey.com 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.