Chief Growth Officer in Washington, District of Columbia at Benefit Recovery Specialists

The Chief Growth Officer (CGO) is the senior executive responsible for driving BRSi’s overall growth strategy across the Federal, State, and Commercial healthcare markets the company serves, unifying business development, proposal/capture, channel partnerships, and client retention functions to expand market share, revenue, and profitability across BRSi’s revenue cycle management (RCM) services including Medicaid Third Party Liability (TPL).

The CGO reports directly to the President and works closely with Operations, Compliance, Technology, and Finance leadership to ensure new business can be delivered profitably and compliantly across each market segment’s distinct regulatory and procurement requirements. The role is distinct from a sales or account-management function, as it owns the full growth lifecycle including capture strategy, proposal and contract development, pricing, channel partnerships, and client retention across BRSi’s Federal, State, and Commercial lines of business.

*Must be located within the Washington DC or Houston, TX area.

Essential Duties and Responsibilities

• Growth Strategy & Market Segmentation: Develop and execute an integrated growth strategy across Federal (DHA/MTF, VA, and other federal health agencies), State (Medicaid TPL and RCM programs), and Commercial (health plans, providers, and TPAs) segments, tailoring capture and sales approach to each.
• Federal Capture & Proposal Leadership: Lead capture management and proposal development for federal opportunities — RFPs, RFIs, and task orders.
• State Medicaid Business Development: Oversee the pipeline of state Medicaid TPL and RCM RFP/RFI responses, including competitive positioning, teaming and subcontract negotiations, and ongoing relationships with state Medicaid agencies and their prime contractors.
• Commercial Sales Leadership: Build and lead direct business development with commercial health plans, hospital systems, and third-party administrators, and cultivate channel relationships that extend BRSi’s reach into new client segments.
• Pricing & Contract Strategy: Work with finance to qualify contingency-fee, fixed-fee, and hybrid pricing models appropriate to win deals.
• Channel & Teaming Partnerships: Identify, structure, and manage strategic teaming agreements, subcontracts, and technology partnerships — with MMIS vendors, EHR platforms, and other channel partners — that extend BRSi’s addressable market and oversee Marketing efforts.
• Client Retention & Expansion: Design renewal strategy for existing Federal, State, and Commercial contracts, and drive expansion and upsell opportunities within the current client base.
• Cross-Functional Leadership: Align Business Development, Proposals/Capture, Marketing, and Client Success behind a unified growth plan, and partner with Operations to confirm that new business commitments can be delivered at the SLAs sold.
• Growth Reporting & Forecasting: Establish pipeline, win-rate, and revenue-growth metrics, and report growth performance and forecasts to the President, CEO, and Board.
• Direct Reports: Business Development Executives and Marketing department
• Peer Relationships: CFO, COO, CIO, HR

Education Requirements

• Bachelor’s degree in business, healthcare administration, health policy, or a related field; MBA or other advanced degree preferred.

Experience Requirements

• Experience: 10+ years of progressive business development/growth leadership experience in healthcare revenue cycle management (RCM), Medicaid Third Party Liability (TPL), or government healthcare contracting, with a demonstrated record of winning and growing Federal, State, and Commercial contracts.
• Commercial Provider Relationships: Established relationships and sales experience with hospitals, third-party administrators, medical systems, or provider groups.
• Federal Contracting Expertise: Working knowledge of the federal procurement lifecycle (FAR/DFARS, GSA Schedules, RFP/RFI/task order capture) and experience supporting federal health agencies.
• State Medicaid & TPL Knowledge: Understanding of state Medicaid program structures, TPL/coordination-of-benefits regulations, and the state RFP/procurement process across multiple states.
• Pricing & Proposal Experience: Experience designing contingency-fee and hybrid pricing models, and a track record of leading competitive proposal responses in a regulated, procurement-driven sales environment.

Skills and Abilities

• Analytical & Strategic Skills: Ability to interpret Medicaid/Medicare policy trends, provider market dynamics, and competitive intelligence to shape growth strategy.
• Regulatory & Compliance Fluency: Working knowledge of HIPAA, FAR/DFARS, and state Medicaid regulations as they affect contracting and service delivery.
• Relationship Management: Demonstrated ability to build trusted relationships with government contracting officers, state Medicaid agencies, and commercial payer executives.
• Negotiation: Skilled in negotiating complex, multi-year contracts, teaming agreements, and pricing structures involving liability, indemnification, and data-security terms.
• Leadership: Proven ability to lead cross-functional teams and influence peers across Operations, Technology, and Compliance.