Director of Market Development
Innovative Renal Care
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Job summary
Innovative Renal Care (IRC) is seeking a Director of Market Development to drive strategic growth across Kentucky and Ohio, focusing on expanding referral relationships and increasing patient census.
The role is field-based with up to 60% travel and requires building partnerships with nephrologists, physician groups, hospital systems, and post-acute providers to support de novo growth and market expansion.
Qualifications
- Bachelor's degree in a related field or equivalent combination of education and experience.
- 2-5 years of experience in healthcare sales, physician relations, market development, business development, or related healthcare growth function.
- Experience developing relationships with physicians, healthcare providers, hospitals, health systems, or referral sources preferred.
- Dialysis, nephrology, kidney care, post-acute, or healthcare services experience preferred.
- Knowledge of the business development lifecycle, including prospecting, relationship development, contract support, and implementation.
- Strong interpersonal, presentation, and communication skills.
- Demonstrated ability to work independently, analyze market conditions, and execute strategic growth initiatives.
Responsibilities
- Collaborate with executive leadership to develop and execute market growth strategies that increase patient census, treatment volume, and overall market presence.
- Develop and maintain relationships with affiliated and non-affiliated nephrologists, physician groups, and fellowship programs to identify referral and growth opportunities.
- Build relationships with hospital discharge planners, case managers, social workers, and skilled nursing facility partners to promote awareness of IRC services and streamline patient admissions.
- Partner with regional and operational leadership to implement growth initiatives and support business objectives.
- Identify prospecting opportunities and collaborate with internal teams to develop tools, resources, and strategies that support engagement and conversion efforts.
- Represent IRC at local, regional, and national industry meetings to strengthen relationships and generate new business opportunities.
- Prepare feasibility studies, competitive market assessments, demographic analyses, and financial projections to evaluate expansion opportunities and support strategic decision-making.
- Generate referral growth through networking, relationship development, outreach initiatives, and strategic engagement with physicians, health systems, post-acute providers, and community stakeholders.
- Review financial and operational data to support business development recommendations when appropriate.
- Monitor market trends, competitive activity, and industry developments to identify opportunities and risks.
- Lead special projects and growth initiatives as business needs evolve.
Skills
Education
Job description
Preferred Location: Louisville, KY or Columbus, OH
Territory: Kentucky & Ohio
Travel: Up to 60% throughout the assigned territory
Innovative Renal Care (IRC) is seeking a Director of Market Development to drive strategic growth and expand referral relationships across Kentucky and Ohio. This field-based role is responsible for identifying and developing business growth opportunities through effective market planning, relationship development, and execution.
Working closely with executive and operational leadership, the Director of Market Development serves as a key liaison to nephrologists, physician practices, hospital systems, skilled nursing facilities, and other healthcare stakeholders. The role focuses on increasing patient referrals, expanding utilization across existing dialysis centers, identifying strategic partnership opportunities, and supporting de novo growth initiatives throughout the region.
The ideal candidate is a relationship-driven healthcare business development professional with experience building trusted partnerships and influencing growth within a complex healthcare environment.
- Collaborate with executive leadership to develop and execute market growth strategies that increase patient census, treatment volume, and overall market presence.
- Develop and maintain relationships with affiliated and non-affiliated nephrologists, physician groups, and fellowship programs to identify referral and growth opportunities.
- Build relationships with hospital discharge planners, case managers, social workers, and skilled nursing facility partners to promote awareness of IRC services and streamline patient admissions.
- Partner closely with regional and operational leadership to implement growth initiatives and support business objectives.
- Identify prospecting opportunities and collaborate with internal teams to develop tools, resources, and strategies that support engagement and conversion efforts.
- Represent IRC at local, regional, and national industry meetings, including nephrology, hospital, and healthcare association events, to strengthen relationships and generate new business opportunities.
- Prepare feasibility studies, competitive market assessments, demographic analyses, and financial projections to evaluate expansion opportunities and support strategic decision-making.
- Generate referral growth through networking, relationship development, outreach initiatives, and strategic engagement with physicians, health systems, post-acute providers, and community stakeholders.
- Review financial and operational data to support business development recommendations when appropriate.
- Monitor market trends, competitive activity, and industry developments to identify opportunities and risks.
- Lead special projects and growth initiatives as business needs evolve.
- Bachelor's degree in a related field or an equivalent combination of education and experience.
- 2-5 years of experience in healthcare sales, physician relations, market development, business development, or a related healthcare growth function.
- Experience developing relationships with physicians, healthcare providers, hospitals, health systems, or referral sources preferred.
- Dialysis, nephrology, kidney care, post-acute, or healthcare services experience preferred.
- Knowledge of the business development lifecycle, including prospecting, relationship development, contract support, and implementation.
- Strong interpersonal, presentation, and communication skills.
- Demonstrated ability to work independently, analyze market conditions, and execute strategic growth initiatives.
This role requires regular travel throughout Kentucky and Ohio to support referral development, provider engagement, strategic partnerships, and market growth initiatives. Candidates based in the Louisville, KY or Columbus, OH are preferred due to the geographic concentration of operations, referral sources, and travel demands within the territory.
At Innovative Renal Care (IRC), our comprehensive benefits program is a key component of our total compensation package. It includes a 401(k) match, healthcare coverage, and a broad range of other benefits that compare favorably within our industry and marketplace. Learn more at IRC Benefits and Perks.
We are one of the largest dialysis service providers in the U.S., partnering with local physicians to deliver high-quality care to patients with ESRD and other kidney conditions. Our mission is to be the trusted experts and preferred partners for patients, physicians, and healthcare providers by delivering best-in-class care, service, and solutions.
- Integrity & Innovation - Earn trust by keeping promises and embracing new solutions.
- Compassion - Treat patients, families, and colleagues with respect and empathy.
- Accountability - Take ownership and recognize the contributions of others.
- Results-Driven - Strive for excellence and exceed expectations.
- Everyone Counts - Foster diversity, equity, teamwork, and collaboration.
- Career Growth - Be part of a values-driven team making a meaningful impact.
- Competitive Compensation - Salaries continually benchmarked against market and trends.
- Enhanced PTO - Your most recent dialysis experience counts toward PTO accrual.
- Team Culture - Thrive in a supportive environment that values innovation, accountability, and compassion.
Innovative Renal Care is an equal opportunity and a drug free workplace. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, sexual orientation, gender identity, national origins, citizenship, disability or protected veteran status. All applicants will be subject to a drug screening and background check upon acceptance of an offer.
IRC will only contact you from careers@innovativerenal.comor team members with an @innovativerenal.comemail address. Please be cautious and aware of spam or fraudulent emails soliciting personal or banking information. IRC will not request this information via email. #LI-SW1
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