Director of Provider Partnerships – Appalachia

This is a fully remote position, open to applicants in Kentucky, +1 more state.

📋 Description

• Formulate a territory strategy focusing on oncology practices, networks, and health systems that hold the most potential for patient and commercial impact.

• Develop and manage Luminate's provider partnership pipeline in Kentucky and Tennessee.

• Leverage existing oncology industry connections to create opportunities for senior-level access and partnerships.

• Establish new relationships through referrals, industry networks, conferences, targeted outreach, and engagement with regional oncology leaders.

• Oversee each opportunity as the primary relationship owner and coordinate relevant Luminate subject matter experts.

• Create account plans that identify decision-makers, champions, organizational priorities, and necessary actions to advance opportunities.

• Maintain a robust pipeline to consistently achieve revenue targets.

• Conduct discovery sessions with provider executives and clinical leaders.

• Develop partnership cases specific to accounts that align Luminate's programs with provider needs.

• Identify and mitigate concerns that may hinder or delay partnerships.

• Collaborate with executives and subject matter experts to formulate proposals, financial analyses, and address provider inquiries.

• Cultivate an active presence in the regional oncology ecosystem and participate in local and national conferences.

• Forge connections with relevant associations, networks, and industry leaders.

• Identify opportunities for Luminate leaders and subject matter experts to engage in in-territory events.

• Provide provider feedback, competitive insights, and emerging market needs to Luminate to guide product development, services, positioning, and commercial strategy.

• Maintain precise account plans, opportunity stages, next steps, relationship maps, and forecasts in Luminate's CRM.

• Report on signed partnerships, qualified pipeline, conversion rates, expected patient and revenue impact, time to conversion, forecast accuracy, and territory risks.

• Review performance with leadership and adjust territory priorities and account strategies based on data.

• Share successful strategies, market intelligence, and relationship insights with other Provider Partnerships Directors.

⛳️ Requirements

• Over 8 years of prior experience in oncology provider business development, strategic accounts, value-based care, market access, or a similar commercial role.

• An established and up-to-date network of senior relationships within oncology practices and health systems in the designated territory.

• A proven history of transforming senior healthcare relationships into significant revenue streams.

• Demonstrated success in navigating lengthy, multi-stakeholder healthcare sales cycles involving various clinical and non-clinical decision-makers.

• A solid understanding of oncology care delivery and the strategic priorities of oncology practices and health systems.

• The capability to create clear account strategies, partnership proposals, and value propositions for both clinical and non-clinical healthcare audiences.

• Comfort in an early-stage environment where commercial processes, positioning, and partnership structures are still evolving.

• A readiness to personally undertake the necessary work to achieve success.

• Willingness and ability to travel weekly within the designated territory or nationally for account visits, meetings, and conferences.

• Familiarity with using CRM and sales engagement tools such as HubSpot and LinkedIn Sales Navigator.

• Understanding of value-based care and alternative payment models, including insights into how provider organizations perceive the advantages and disadvantages of such models (preferred).

• Experience in directly negotiating provider agreements, strategic partnership agreements, value-based arrangements, or other complex healthcare contracts (preferred).

• Connections with health plans, oncology benefit leaders, pharmaceutical manufacturers, or other organizations that influence oncology care delivery within the territory (preferred).

• Experience in planning, producing, or moderating webinars, podcasts, panels, or other professional educational events (preferred).

🏝️ Benefits

• Equity package.

• Flexible benefits package.

• Company laptop.

• Headphones.

• Camera.

• Teamwear.

• Flexible working hours.

• Generous vacation policy.