Manager of Business Development- HealthCare

Reporting directly to a Senior Vice President, this player-coach position involves leveraging your expertise in payer sales and account management while driving revenue growth within key Managed Services Organizations (MSOs), IPAs (Independent Practice Associations), and Regional Health Plan accounts. You will lead and contribute to a team that collaborates, works, and is evaluated as a cohesive unit to excel in a high-intensity, results-focused environment.

Responsibilities:

Strategic Relationship Development:

• Cultivate new relationships and nurture existing ones within local and regional payer organizations, including health plans, MSOs, and IPAs.
• Act as a player-coach, actively participating in client interactions while guiding and leading the team to deliver exceptional results.
• Manage day-to-day regional payer relations, addressing client success opportunities, account management, problem-solving, Letter of Authorization and authorization opportunities.
• Develop and execute sales and contracting strategies across complex healthcare environments, navigating multiple decision points across health plans, MSOs, and IPAs.

Contracting and Risk Management:

• Negotiate and implement value-based, risk-focused primary care arrangements (MSO, IPA) while ensuring your team understands risk stratification nuances across health plans, MSOs, and IPAs.
• Lead the development of payer-specific contracting, retention, and improvement plans.

Leadership and POD Management:

• Apply sales leadership and people management skills in a high-intensity, results-focused organization.
• Drive results through data driven coaching and application of strategies
• Manage individual contributor performance to goal, address individual development and growth opportunities, ensure performance equals results.
• Implement and adjust strategies to drive performance, using leading indicators to stay on track
• Foster a player-coach environment, encouraging collaboration and continuous improvement within the team.

Revenue Growth and Market Development:

• Utilize existing relationships to enhance revenue opportunities, including contract pricing and language improvement.
• Develop and implement vertical account management strategies in key MSO clients, ensuring Woundtech's position as the preferred wound care provider.
• Guide Client Success Representatives in driving pull-through at the provider level.

Collaboration and Communication:

• Work closely with the National SVP of Payer Contracting, acting as a local liaison for national health plan, MSO, and IPA contract negotiations.
• Lead, add value, and solve strategic and business challenges related to payer reimbursement within your region.

Strategic Planning and Implementation:

• Develop and implement data-driven strategies that demonstrate Woundtech's value-add to payer networks.
• Create proactive strategies to ensure Woundtech remains the wound care provider of choice for MSOs and health plan payers in your region.

Industry Engagement and Analysis:

• Participate in key regional and local payer conferences and associations.
• Continually analyze the competitive landscape within assigned accounts to identify trends and provide valuable customer feedback to leadership.

Requirements:

• Sales and or account management team leadership experience, focus on MSO/IPA/Payer clients.
• Strong collaboration and leadership skills.
• Analytic and strategic competence, ability to create and execute strategies through the POD to meet goals, and adjust when goals are not met.
• Experience working for MSO, IPA or health plan organization preferred.
• Understanding and strong competency in CRM (Salesforce) utilization.
• Existing payer relationships at the regional/corporate level where preferred provider and contracting decisions are made.
• Experience negotiating and managing provider contracting processes.
• Understanding of value-based, risk-focused primary care arrangements and knowledge of risk stratification across health plans, MSOs, and IPAs.
• Proven ability to engage in consultative selling at the executive level within payer organizations.
• Strong negotiation, presentation, influencing, and customer service skills.
• Excellent strategic sales account planning skills.
• Superior listening and problem-solving abilities.
• Ability to handle sensitive information with a high level of confidentiality.
• Consistent closing abilities throughout the sales cycle.
• Positive attitude and understanding of organizational growth dynamics.
• 50% travel required.

Qualifications:

• Bachelor's Degree.
• MHA or MBA preferred.
• Experience working for MSO/IPA or health plan or equivalent and relevant experience required
• Experience with ancillary services provider or other healthcare services provider preferred
• Sales leadership experience, people management, in a high-intensity, results-focused organization.

Woundtech provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Job Type: Full-time

Pay: $85,000.00 - $125,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Tuition reimbursement
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Bonus opportunities

Travel requirement:

• Up to 50% travel

Work Location: Remote