Director of Business Development

Kids for the Future; Crown Point (IN); On-site; USD 120,000 - 180,000; Full time

Job summary

CoAction in Northwest Indiana seeks a Director of Business Development to lead earned revenue growth across care management, in-home and community-based services, and partnerships with health plans and employers.

You will own the full sales cycle, build pricing, manage a pipeline, negotiate contracts, and ensure services are margin-positive while collaborating with program, finance and marketing teams.

Qualifications

• Seven (7)+ years of progressive sales or revenue growth experience, including sourcing, negotiating, and closing B2B or payer contracts.
• Experience in healthcare, home and community-based services, aging services, human services, or a closely adjacent market.
• Demonstrated ability to build financial models, pricing structures, and revenue forecasts in partnership with finance.
• Strong executive presence with excellent written, verbal, and presentation skills.
• Proficiency with CRM systems and pipeline management discipline.
• Valid driver's license, reliable transportation, and ability to travel regularly throughout the six-county service area.

Responsibilities

• Lead the full sales cycle: identifying market opportunities, packaging and pricing services, building a pipeline, negotiating contracts, and converting relationships into recurring revenue.
• Develop revenue forecasts, pricing benchmarks, and multi-year plans; report progress to senior leadership.
• Cultivate relationships with managed care organizations, health systems, employers, and government payers.
• Coordinate with program, finance, and marketing to ensure deliverability, compliance, and margin-positive outcomes.

Skills

Sales leadership

Healthcare familiarity

Financial modeling

Executive presence

CRM proficiency

Driver's license

Education

Bachelor's degree

Master's degree preferred

Tools

CRM software

Job description

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

Description

Position Summary

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.

Revenue Strategy & Business Planning

• 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.

Market Development & Partnerships

• 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.

Cross-Functional Collaboration & Launch Support

• 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.

Requirements

Minimum Qualifications

• 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 services, human services, or a closely adjacent market.
• Demonstrated ability to build financial models, pricing structures, and revenue forecasts in partnership with finance.
• Strong executive presence with excellent written, verbal, and presentation skills.
• Proficiency with CRM systems and pipeline management discipline.
• Valid driver's license, reliable transportation, and ability to travel regularly throughout the six-county service area.

Preferred Qualifications

• Master's degree (MBA, MHA, MPA, or related).
• Direct experience contracting with Medicaid managed care entities, Medicare Advantage plans, the VA, or other government payers.
• Established professional network in Northwest Indiana or the broader Chicagoland healthcare market.
• Experience growing earned revenue within a nonprofit or mission-driven organization.
• Familiarity with Indiana's HCBS, PathWays for Aging, and Area Agency on Aging service environment.

This position operates in a professional office environment with frequent travel to partner sites, community events, and prospective client locations throughout Northwest Indiana. Occasional evening or weekend availability may be required for community and industry events. The role routinely uses standard office equipment and business technology.

Summary

CoAction is a for-purpose organization serving Northwest Indiana since 1965. As the region's designated Community Action Agency, designated Area Agency on Aging, and local WIC sponsor, CoAction assists approximately 38,000 individuals annually across Jasper, Lake, La Porte, Newton, Porter, and Pulaski Counties. We envision the people of Northwest Indiana flourishing regardless of income, ability, or age. People experiencing financial hardship find opportunities, resources, and respect at CoAction.