Director of Provider Partnerships – South East

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

📋 Description

• Formulate a territory strategy that prioritizes oncology practices, networks, and health systems with the highest potential for patient and commercial impact.

• Develop and manage Luminate's provider partnership pipeline across Georgia, North Carolina, and South Carolina.

• Leverage existing oncology industry connections to secure senior-level access and partnership opportunities.

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

• Take the lead on opportunities as the senior relationship owner while coordinating Luminate's subject matter experts.

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

• Maintain a robust pipeline to consistently achieve revenue targets.

• Drive discovery sessions with provider executives and clinical leaders.

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

• Identify and proactively address concerns that may hinder or delay partnerships.

• Prepare proposals, financial analyses, and responses to provider inquiries alongside executives and subject matter experts.

• Represent Luminate within the regional oncology ecosystem at conferences and through relationships with associations, networks, and industry leaders.

• Spot opportunities for Luminate leaders and subject matter experts to engage in regional events.

• Incorporate provider feedback, competitive insights, and emerging market demands into product, service, positioning, and commercial strategy decisions.

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

• Report on signed partnerships, qualified pipeline, conversion rates, anticipated 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 effective approaches, 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 comparable commercial role.

• A well-established and current network of senior relationships within oncology practices and health systems in the designated territory.

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

• Demonstrated proficiency in navigating lengthy, multi-stakeholder healthcare sales cycles that involve 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 being established, alongside a willingness to personally execute the necessary work to succeed.

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

• Experience utilizing a CRM and sales engagement tools such as HubSpot and LinkedIn Sales Navigator.

• An understanding of value-based care and alternative payment models, including how provider organizations perceive the advantages and disadvantages of such models.

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

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

• 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 laptop, headphones, camera, and teamwear.

• Flexible working hours.

• Generous vacation policy.