Director of Provider Partnerships – Midwest

This is a fully remote position, open to applicants in Illinois, +3 more states.

📋 Description

• Develop and manage Luminate's provider partnership pipeline throughout Illinois, Indiana, Ohio, and West Virginia.

• Formulate a territory strategy that prioritizes oncology practices, networks, and health systems with significant patient and commercial impact.

• Leverage existing relationships in the oncology industry to gain senior-level access and create partnership opportunities.

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

• Assume the role of senior relationship owner for opportunities and coordinate with relevant Luminate subject matter experts.

• Create account plans that outline decision-makers, champions, organizational priorities, and necessary actions.

• Maintain a robust pipeline to consistently achieve revenue targets.

• Lead discussions with provider executives and clinical leaders.

• Develop partnership cases tailored to specific accounts, linking Luminate's programs to provider needs.

• Identify and resolve issues that might hinder partnership progress.

• Create proposals, financial analyses, and address provider inquiries alongside executives and subject matter experts.

• Foster a strong presence in the regional oncology ecosystem through conferences, associations, networks, and industry relationships.

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

• Gather provider feedback, competitive insights, and emerging market needs to inform Luminate's products, services, positioning, and commercial strategy.

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

• Report on partnerships, pipeline status, conversion rates, patient and revenue impacts, conversion timelines, forecast accuracy, and territory risks.

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

• Share successful tactics, market intelligence, and relationship insights with fellow Provider Partnerships Directors.

⛳️ Requirements

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

• Established and current network of senior relationships within oncology practices and health systems in the designated territory.

• Proven track record of transforming senior healthcare relationships into substantial revenue.

• Successful navigation of lengthy, multi-stakeholder healthcare sales cycles involving various clinical and non-clinical decision-makers.

• Strong knowledge of oncology care delivery and the strategic objectives of oncology practices and health systems.

• Ability to craft 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 frameworks are still evolving.

• Eagerness to take personal initiative in efforts to achieve success.

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

• Proficiency in using CRM and sales engagement tools such as HubSpot and LinkedIn Sales Navigator.

• Preferred: Knowledge of value-based care and alternative payment models.

• Preferred: Experience in 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 entities that influence oncology care delivery.

• Preferred: Experience in planning, producing, or moderating webinars, podcasts, panels, or other professional educational events.

🏝️ Benefits

• Highly competitive salary and equity package.

• Flexible benefits package.

• Company-provided laptop, headphones, camera, and team apparel.

• Flexible working hours.

• Generous vacation policy.