What are the responsibilities and job description for the Payer Contracting & Network Development Manager position at Ethos Laboratories?
Description
About Ethos Laboratories
Ethos Laboratories is a national leader in advanced clinical diagnostics, focused on delivering medically relevant insights that improve outcomes in addiction recovery, chronic pain management, and chronic disease care. Our mission is to help more people by providing fast, accurate, and actionable diagnostic information that supports better clinical decision-making.
With a rapidly expanding national footprint and nearly 400 payer relationships, Ethos is entering its next phase of growth, focused on expanding in-network access across Medicaid Managed Care and commercial health plans.
The Opportunity
We are seeking a high-energy, results-driven professional to lead outbound payer contracting efforts across the United States. This is a true hunter role focused on identifying, engaging, and closing new payer agreements, with a primary emphasis on Medicaid Managed Care Organizations (MCOs), followed by commercial plans and regional networks.
This role is ideal for someone who thrives on outbound outreach, persistent follow-up, and closing complex deals. You will own the full contracting lifecycle from first contact through execution, working closely with internal leadership, legal, and credentialing teams to bring agreements across the finish line.
This position is based in Newport, KY and is primarily onsite, with potential hybrid flexibility for the right candidate.
What You Will Do
- Prospect and secure new in-network payer contracts nationwide, with a primary focus on Medicaid MCOs
- Execute high-volume outbound outreach via phone and email to payer and network decision-makers
- Build and manage a disciplined pipeline of contracting opportunities from initial contact through signed agreement
- Lead payer discussions related to network participation, reimbursement structure, and contract terms within defined parameters
- Maintain consistent follow-up cadence to advance opportunities and overcome objections
- Partner with internal teams including leadership, legal, credentialing, and billing to support contract execution
- Track all outreach activity, pipeline status, and key milestones within CRM tools
- Identify payer trends, barriers, and objections to inform targeting and strategy
- Support renewals, amendments, and expansion opportunities within existing payer relationships as needed
What Success Looks Like
- Execute 20–30 new payer contracts annually
- Build and maintain a robust, active pipeline of payer opportunities
- Demonstrate consistent outbound activity and follow-up discipline
- Expand access across targeted Medicaid MCOs and priority markets
- Contribute directly to revenue growth through increased in-network coverage
Requirements
What We Are Looking For
- 3 years of experience in inside sales, business development, or payer contracting
- Proven success in outbound prospecting and closing opportunities through persistent follow-up
- Strong communication and negotiation skills with the ability to engage multiple stakeholders
- Ability to manage long sales cycles and maintain momentum
- Highly organized with strong pipeline and activity management discipline
- Self-motivated with a strong sense of urgency and accountability to results
Preferred experience:
- Direct experience working with Medicaid Managed Care Organizations, health plans, IPAs, or delegated networks
- Background in healthcare services, laboratory services, or provider network development
- Familiarity with payer contracting processes and reimbursement structures
Compensation
- Base Salary: Competitive and commensurate with experience
- Performance Bonus: Incentive-based compensation tied to executed payer contracts and pipeline performance
Why This Role
- Direct impact on national payer expansion and company growth
- High visibility role with executive leadership
- Opportunity to build a scalable payer network across key markets
- Clear path for advancement into senior commercial or payer strategy roles
Work Environment
Primary onsite role in Newport, KY
Hybrid flexibility may be considered based on experience and performance
Fast-paced, performance-driven environment with strong cross-functional collaboration