Business Development Manager - TX

Pafford Emergency Medical Services; Fort Worth (TX); On-site; USD 90,000 - 135,000; Full time

Job summary

Pafford Medical Services, Inc. is seeking a dynamic Business Development Manager to lead strategic growth initiatives across Texas.

This executive role will identify and expand opportunities in EMS, mobile healthcare, governmental partnerships, disaster response, and related care models. The successful candidate will build relationships with municipal leaders, health systems, and state agencies while driving contract negotiations, market analysis, and strategic planning to strengthen Pafford's

Qualifications

• Demonstrated success in sales, business development, or account management with growth objectives.
• Established relationships within healthcare/EMS leadership and government agencies.
• Working knowledge of EMS operations, healthcare administration, or public safety service delivery.
• Experience developing proposals and responding to RFPs/RFIs and competitive solicitations.
• Experience negotiating contracts and cultivating long-term partnerships with government or healthcare entities.

Responsibilities

• Develop and execute comprehensive business development strategies across Texas.
• Build and maintain strategic relationships with municipal governments, hospitals, EMS agencies, and state/federal partners.
• Lead responses to RFPs/RFIs and negotiate contracts with executive leadership and legal counsel.
• Monitor pipelines, trends, and customer satisfaction to drive growth.
• Collaborate with Operations, Finance, IT, Marketing, and Compliance to implement contracts and expansions.

Skills

Sales leadership

Partnership development

EMS knowledge

Contract negotiation

Education

Bachelor's degree in business or healthcare

Job description

Job Title: Business Development Manager
Work Location: Texas
Division/Department: Development

Pafford Medical Services, Inc. is seeking a dynamic, results-oriented Business Development Manager to lead strategic growth initiatives throughout Texas. This executive-level position is responsible for identifying, developing, and expanding business opportunities across emergency medical services, mobile healthcare, governmental partnerships, disaster response, critical care transport, and emerging healthcare delivery models.

Reporting to senior leadership, the Business Development Manager will establish and maintain relationships with municipal leaders, healthcare systems, emergency management agencies, hospital executives, fire and EMS agencies, government officials, and industry partners while developing innovative strategies that strengthen Pafford's market presence and expand service offerings.

The ideal candidate possesses a strong background in EMS, healthcare administration, public safety, or healthcare business development with demonstrated success driving organizational growth, negotiating complex contracts, and building strategic partnerships throughout Texas.

Essential Duties and Responsibilities

Strategic Business Development

• Develop and execute comprehensive business development strategies supporting Pafford's long-term growth objectives throughout Texas.
• Identify, evaluate, and pursue new business opportunities involving:
  • 911 EMS contracts
  • Interfacility transportation
  • Critical care transport
  • Mobile Integrated Healthcare (MIH)
  • Community Paramedicine
  • Hospital-at-Home initiatives
  • Disaster response and emergency management
  • Government and municipal partnerships
• Conduct detailed market research, competitive analysis, demographic assessments, and financial modeling to support expansion efforts.
• Develop territory business plans with measurable objectives, timelines, and performance metrics.

Government & Healthcare Relations

• Develop and maintain strategic relationships with:
  • Municipal governments
  • County governments
  • Hospital executives
  • Health systems
  • Fire departments
  • EMS agencies
  • Emergency Management organizations
  • Public Health departments
  • Healthcare coalitions
  • State agencies
  • Federal partners
  • Commercial payers
  • Community organizations
• Serve as Pafford's executive representative during meetings, conferences, industry events, and public presentations.

Sales & Growth Strategy

• Develop consultative sales strategies focused on long-term partnerships rather than transactional sales.
• Generate new opportunities through networking, prospecting, relationship development, and strategic outreach.
• Lead responses to Requests for Proposals (RFPs), Requests for Information (RFIs), and competitive contract bids.
• Coordinate contract negotiations alongside executive leadership and legal counsel.
• Monitor sales pipelines, conversion rates, market trends, and customer satisfaction metrics.

Operational Collaboration

• Partner closely with leadership across:
  • Operations
  • Clinical Services
  • Communications Centers
  • Finance
  • Human Resources
  • Fleet Operations
  • Information Technology
  • Compliance
  • Marketing
• Ensure operational readiness and successful implementation of newly awarded contracts and service expansions.

Qualifications

Require Experience

• Demonstrated success in sales, business development, or account management, with a record of meeting or exceeding growth objectives.
• Established relationships within the healthcare and/or EMS community — which may include hospital and health system leadership, fire and EMS agencies, municipal and county officials, emergency management organizations, or public health departments.
• Working knowledge of EMS operations, healthcare administration, or public safety service delivery.
• Experience developing proposals and responding to RFPs, RFIs, and competitive contract solicitations.
• Experience negotiating contracts and cultivating long-term partnerships with government or healthcare entities.

Preferred Qualifications

• Prior business development experience within an EMS, ambulance, mobile healthcare, or hospital organization.
• Existing network of contacts across Texas healthcare, EMS, and governmental markets.
• Familiarity with Mobile Integrated Healthcare, Community Paramedicine, or Hospital-at-Home service models.
• Experience with municipal procurement processes and public contract award cycles.
• Bachelor's degree in business, healthcare administration, public administration, or a related field preferred; equivalent experience will be considered.
• Current licensure or certification as an EMT or Paramedic preferred.

Skills and Competencies

• Exceptional relationship-building skills with executive, governmental, and clinical stakeholders.
• Strong written, verbal, and public presentation skills.
• Ability to conduct market research, competitive analysis, and financial modeling to support expansion decisions.
• Self-directed and able to manage a statewide territory with minimal supervision.
• Sound judgment and discretion when representing Pafford to external partners and the public.

Additional Requirements

• Ability to travel up to 60% throughout Texas and surrounding markets.
• Primary working environment will be vehicle travel, healthcare facilities, and offices. Occasional work outside, at community events, etc.
• Valid driver's license and an acceptable driving record.
• Ability to lift and move up to 50 lbs.

Travel

• This position requires up to 60% travel time throughout the state of Texas and surrounding markets.

NOTE: The above statements are intended to describe the general nature and level of work being performed by the person assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties, skills and physical demands required of personnel so classified.