Head of Business Development & Market Expansion – Healthcare B2B

Head of Business Development & Market Expansion – Healthcare B2B

Research, Infrastructure & Sales Leadership

• Company: Medical Billing Services, Co. ()
• Engagement Type: Independent Contractor (B2B / 1099 Equivalent)
• Commitment: Part-Time to start (~25–30 hours/week) with full-time growth trajectory
• Schedule: Monday–Friday, requiring core overlap between 9:00 AM – 2:00 PM / 3:00 PM PST
• Location: Remote (U.S. Healthcare Market Focus)
• Compensation: Competitive hourly or monthly base retainer + performance milestones

About the Opportunity

Medical Billing Services, Co.

() is an established U.S.-based healthcare revenue cycle management, licensing, and compliance consulting firm operating since 2018. Having built an exceptional footprint across California in specialized medical billing, Medicaid reimbursement, and long-term care/assisted living operations, we are initiating our next phase of nationwide expansion.

We are seeking an entrepreneurial, analytical, and execution-focused Head of Business Development & Market Expansion on an Independent Contractor basis.

We are specifically looking for an autonomous operator who can work independently, proactively identify opportunities, architect robust strategies, and execute with minimal day-to-day supervision. We need an owner who consistently brings solutions and driving results to the table rather than requiring ongoing direction. This is not a traditional appointment setter, pure closer, or advisory consulting engagement—we need a hands-on builder who can size underserved U.S. healthcare markets, build our sales infrastructure and CRM architecture from scratch, personally validate messaging by closing initial flagship accounts, and ultimately recruit and direct a high-performing outbound sales organization.

Core Responsibilities

1. Nationwide Market Research, Feasibility & Opportunity Sizing

• Conduct commercial research across high-yield healthcare sectors (specialized medical billing, Medicaid-funded programs, behavioral health, assisted living, long-term care, home health).
• Analyze state-by-state regulatory barriers, Medicaid reimbursement structures, provider density, and competitor saturation.
• Evaluate end-to-end operational feasibility and profitability before recommending new markets, including billing requirements, reimbursement timelines, implementation costs, and expected profit margins.
• Deliver concrete, data-backed market opportunity reports identifying high-probability territories for sustainable entry.

2. Go-To-Market Strategy & Positioning

• Formulate actionable market-entry playbooks for approved expansion regions.
• Define target ICPs, decision-maker personas (facility owners, administrators, COOs), and multi-touch outbound acquisition funnels.
• Refine positioning, rate structures, and value propositions tailored to state-specific compliance and reimbursement pain points.

3. Sales Infrastructure & CRM Architecture

• Architect, document, and deploy our sales workflow from cold prospect identification to signed contract.
• Standardize sales SOPs, discovery call scorecards, objection-handling frameworks, and proposal assets.
• Configure CRM pipeline stages, lead scoring rules, automated follow-ups, and executive conversion dashboards.

4. Hands-On Execution & Measurable Revenue Generation

• Personally conduct early discovery calls and sales presentations in target expansion regions to test messaging, uncover objections, and pressure-test market receptivity.
• Own accountability for measurable revenue results across the entire funnel, including qualified leads generated, active pipeline volume, conversion rates, new client acquisitions, and recurring revenue generation.
• Identify operational bottlenecks and closing friction in real time, rapidly refining pitches based on direct buyer feedback.
• Secure initial flagship client accounts to prove commercial viability prior to scaling sales headcount.

5. Team Recruitment, Onboarding & End-to-End Sales Management

• Design the hiring roadmap for SDRs and territory account executives.
• Source, interview, and onboard new sales talent using documented playbooks and call recordings.
• Take full ownership of managing the entire sales operation as it scales, including team performance, revenue forecasting, quota/KPI tracking, continuous coaching, and rep productivity.

6. Cross-Functional Collaboration

• Partner directly with the Operations Director to align market capacity, streamline CRM handoffs, and guarantee seamless post-sale client onboarding.
• Coordinate with marketing specialists on inbound funnel design, lead capture workflows, and targeted campaign alignment.

First 90-Day Milestones

• Days 1–30 (Market Research, Prioritization & Early Validation): Evaluate 5–10 prospective state/niche opportunities assessing regulatory feasibility and margin potential. Deliver a comparative market sizing report detailing provider density, saturation, and reimbursement hurdles. Initiate early discovery conversations with prospective clients to pressure-test market interest and recommend the top 1–2 markets for entry.
• Days 31–60 (CRM Development, Infrastructure & Active Prospecting): Build core sales playbooks (discovery scripts, pitch decks, objection frameworks). Configure CRM pipeline stages, automated workflows, and lead-scoring rules. Launch outbound prospecting sprints and lead active discovery calls.
• Days 61–90 (Deal Closing, Performance Metrics & Team Roadmap): Focus heavily on closing initial flagship accounts and securing contracted revenue. Evaluate conversion metrics and pipeline baselines. Deliver a comprehensive strategic roadmap for recruiting, onboarding, and scaling the sales team.

Candidate Qualifications

• Proven B2B Sales Building & Scaling Track Record: Demonstrated history of building and scaling B2B sales operations, CRM pipelines, and outbound playbooks from the ground up (not just maintaining an established enterprise engine). Strong candidates who have successfully recruited sales teams and driven new market expansion will be highly valued.
• Healthcare / Complex B2B Background: Commercial experience in healthcare B2B sales, revenue cycle management (RCM), medical billing, Medicaid reimbursement, or long-term care administration is strongly preferred. Experience navigating complex regulatory, multi-stakeholder B2B environments is essential.
• Full-Funnel Operator: Ability to balance macro strategic market analysis and financial feasibility modeling with hands-on discovery, deal closing, and team leadership.
• Autonomous Problem-Solver: Self-directed mindset with a bias toward action, structured problem-solving, and outcome accountability.
• Communication & Executive Poise: Exceptional verbal and written English communication skills with strong presentation and negotiation capabilities.

Engagement Terms

• Structure: Independent Contractor agreement (initial 90-day evaluation milestone with long-term retention based on performance).
• Hours: Part-time commitment (~25–30 hours/week, 5–6 hours/day), with core PST operating overlap.

How to Apply

To be considered, please submit an application containing the following

• Updated Curriculum Vitae (CV) / Resume.
• Executive Overview: A brief summary highlighting your experience building B2B sales operations from scratch and your background in healthcare, medical billing, or complex B2B sectors.
• Market Launch Case Study: A concise summary of a specific market, territory, or service line you evaluated and launched from the ground up, detailing the operational steps taken and tangible revenue generated.
• Work Artifact (Sanitized): A link or attachment to an infrastructure asset you personally built (e.g., CRM pipeline framework, sales playbook outline, discovery scorecard, or GTM evaluation model).
• Contractor Rate: Your requested hourly rate or monthly retainer for a 25–30 hour/week commitment.

Pay: $30,000.00 - $145,000.00 per year

Application Question(s)

* Scenario Assessment: Walk us through your first 30 days evaluating our next growth market outside of California:

(a) What specific data sources and criteria would you analyze to determine whether a state or niche (e.g., Medicaid waivers, assisted living, behavioral health) is commercially and operationally viable?

(b) How would you pressure-test market viability and initiate preliminary prospective client conversations before recommending operational resource investment? (Please provide a structured methodology rather than general consulting theory).

Work Location: Remote