Director of Business Development

Icon Health; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible scheduling

Medical, dental and vision from Day 1

Fully remote work

Job summary

Icon Health is seeking a results-driven Business Development leader to own the full sales cycle for value-based MSK care solutions. You will source, pursue, and close net-new clients across Medicare Advantage plans and risk-bearing provider groups, from discovery to contract execution.

You'll build stakeholder decks, map national target landscapes, and develop strategic relationships with clinical, operational, and finance leaders.

Qualifications

• 5+ years of business development experience in orthopedic or MSK sales or value-based care environments.
• Experience navigating, negotiating, and closing complex multi-stakeholder enterprise sales cycles.
• Bachelor’s degree required.

Responsibilities

• Source and close net-new clients across Medicare Advantage plans, risk-bearing PCP groups, and large medical groups.
• Lead deals from outreach to contract execution: discovery, needs assessment, solution positioning, proposal, negotiation, close.
• Maintain a deal-by-deal plan for complex multi-stakeholder sales including economic buyer and clinical leader.
• Build decks and value propositions for clinical, operations, and finance stakeholders.

Skills

Orthopedic sales

MSK sales

Risk-bearing experience

Value-based care consulting

Negotiation

Multi-stakeholder selling

Education

Bachelor's degree

Job description

Who We Are

Icon Health is a leading provider of value-based musculoskeletal (MSK) care, collaborating with payers and providers to enhance outcomes and experience for individuals. The company partners with health plans and risk-bearing providers to assume accountability for reduced total cost of care. By combining technology-enabled MSK providers with proactive care coordination and decision support services, Icon Health delivers multidisciplinary, evidence-based care.

We founded Icon Health on the conviction that every patient should be genuinely delighted with their care experience. By prioritizing patient-centered practices, ensuring clear care goals across the entire clinical team, and placing clinicians at the heart of care delivery, we aim to transform a fragmented system into one that truly serves patients. Our model uses a team-based approach to care, integrating musculoskeletal expertise and primary care to achieve better patient outcomes.

At Icon Health, we foster a culture that embraces bold thinking, rapid iteration, and practical problem-solving. We seek team members who relish challenging the status quo and thrive in vertically integrated roles-where ideas can swiftly move from concept to execution without layers of red tape. Above all, we value individuals who are eager to roll up their sleeves, tackle obstacles head-on, and create innovative solutions that improve the lives of our patients and our clinical partners.

What You’ll Do:

Own New Business and the Full Sales Cycle

• Source and close net-new clients across Medicare Advantage plans, risk-bearing primary care provider groups, and large medical groups
• Lead each deal from first outreach through contract execution: discovery, needs assessment, solution positioning, proposal development, negotiation, and close.
• Maintain a deal-by-deal plan for complex, multi-stakeholder sales, including the economic buyer, clinical champion, and operational approvers
• Build decks and value-proposition for each relevant stakeholder including clinical, operations, and finance.

Targeted Prospecting and Market Presence

• Map and segment the national risk-bearing provider landscape, and prioritize targets
• Run targeted outbound outreach, referral development, and industry engagement to expand Icon’s presence in the risk-bearing ecosystem

Executive Relationships

• Build and maintain relationships with value-based care (VBC), financial, operating, and clinical leaders at prospects

Value Strategy

• Maintain working command of two-sided risk, capitation, global risk, VBC, and shared savings arrangements across Medicare Advantage and commercial lines of business
• Tailor each proposal to show ROI, downside risk mitigation, and impact on MSK total cost of care for that prospect
• Maintain competitive landscape and competitive positioning

Work Across Icon

• Product: shape the offering
• Clinical: bring in the clinical leads for clinical credibility
• Finance: set pricing and risk terms
• Analytics: build the data and reporting story shown to prospects
• Operations: hand off signed clients so implementation matches what was sold

Business Development owns the pipeline and the commercial relationship through contract execution. The functions above own clinical credibility, pricing and risk terms, and implementation

What You’ll Bring:

• Experience: 5+ years of business development experience within orthopedic sales, MSK sales, physical therapy sales, risk-bearing provider organizations, or consulting in value-based care environments.
• Advanced Sales Skills: Experience navigating, negotiating, and closing complex, multi-stakeholder enterprise sales cycles.
• Education: Bachelor’s degree.

Nice to Have:

Domain Expertise: Demonstrated success working with specialty risk and specialty carve-out companies, value-based enablement and MSO platforms, population health and VBC analytics vendors, risk-bearing entities (e.g., agilon, Privia, Aledade, Oak Street, ChenMed, etc.) or orthopedic specific companies.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment based upon age, color, handicap or disability, ethnic or national origin, race, religion, religious creed, gender (including discrimination taking the form of sexual harassment), marital, parental or veteran status, sexual orientation, gender identity, or gender expression.

Job Type: Full Time. M-F

Benefits:

• Flexible scheduling options (to be discussed in interview)
• Benefit package including medical, dental and vision effective on Day 1
• Work Location: Fully Remote