Manager, Specialist Growth & Market Strategy

Palm Beach Accountable Care Organization, LLC; Florida; On-site; USD 95,000 - 130,000; Full time

Job summary

Palm Beach Accountable Care Organization (PBACO) is seeking a Manager, Specialist Growth & Market Strategy to lead physician network development and recruit specialists nationwide and in regional markets.

You will analyze networks, build market plans, and personally recruit physicians and medical groups to fill gaps, working with Analytics, Operations and leadership. This is an externally facing individual contributor role in Network Development.

Qualifications

• 3 to 5 years of experience in healthcare business development, physician network development, provider recruitment, or related field.
• Demonstrated experience developing and executing business development or sales strategies.
• Strong understanding of physician practices, healthcare markets and physician relationship development.
• Ability to interpret healthcare data and turn findings into business development strategy.
• Strong prospecting, relationship-building, presentation, negotiation and closing skills with physicians, practice administrators and senior executives.
• Strong organizational skills and the ability to manage a complex sales pipeline independently.
• Ability to travel within assigned markets as needed.

Responsibilities

• Analyze PBACO's specialist network by specialty, subspecialty, geography, membership concentration, PCP footprint and patient access to find coverage gaps and growth opportunities.
• Turn claims, utilization, referral patterns and physician performance data into recruitment priorities with Analytics.
• Build prioritized physician and medical-group target lists and strategies, and present them to leadership.
• Develop and refine PBACO's specialist value proposition, messaging and sales approach.
• Prospect and build relationships with specialist physicians, groups, administrators and executives through outreach and market visits.
• Own the specialist pipeline in Salesforce: stages, activity, next steps, forecasts and reporting.

Skills

Healthcare sales

Business development

Physician relationships

Sales strategy

Prospecting

Education

Bachelor's degree

Tools

Salesforce

Job description

About the role

Palm Beach Accountable Care Organization (PBACO) is hiring a Manager, Specialist Growth & Market Strategy to lead physician network development and specialist physician recruitment, nationally and in regional markets. You will find where our specialist network needs to grow, build the market plan, and personally recruit the physicians and medical groups that fill the gap.

This is a strategic, externally facing individual contributor role in Network Development with no direct reports. The Manager title reflects ownership of specialist growth and market strategy, not people management. You will work closely with Network Development leadership, Analytics, Operations and other internal teams.

Palm Beach Accountable Care Organization (PBACO) is hiring a Manager, Specialist Growth & Market Strategy to lead physician network development and specialist physician recruitment, nationally and in regional markets. You will find where our specialist network needs to grow, build the market plan, and personally recruit the physicians and medical groups that fill the gap.

This is a strategic, externally facing individual contributor role in Network Development with no direct reports. The Manager title reflects ownership of specialist growth and market strategy, not people management. You will work closely with Network Development leadership, Analytics, Operations and other internal teams.

What you'll do

• Analyze PBACO's specialist network by specialty, subspecialty, geography, membership concentration, PCP footprint and patient access to find coverage gaps and growth opportunities.
• Work with Analytics to turn claims, utilization, referral-pattern and physician performance data into recruitment priorities.
• Build prioritized physician and medical-group target lists and specialty, market and account strategies, and present them to Network Development leadership.
• Develop and refine PBACO's specialist value proposition, messaging and sales approach.
• Prospect and build relationships with specialist physicians, physician groups, practice administrators and healthcare executives through direct outreach, referrals, physician introductions and in-person market visits.
• Lead meetings and presentations; work through objections; and move physicians and groups from first contact to commitment and successful participation.
• Plan how to engage large or complex physician organizations, including identifying decision-makers, influencers and entry points.
• Own the specialist pipeline in Salesforce: stages, activity, next steps, forecasts, conversion rates and regular reporting to leadership.
• Track market intelligence such as physician movement, new practices, group expansion, consolidation, acquisitions, hospital affiliations and competitor activity, and recommend responses.
• Set annual and quarterly growth objectives with leadership and adjust strategy based on results.
• Transition newly recruited specialists to operational teams while staying involved in key strategic relationships.

What success looks like

• Network growth in priority specialties and markets, with targeted physicians and groups converted into participating relationships.
• A steady flow of qualified opportunities, including ones you identify and develop on your own.
• Strong pipeline growth, progression, conversion rates and recruitment timelines.
• Successful engagement of strategically important physician groups and markets.
• Accurate Salesforce documentation and forecasts, and market intelligence that leadership acts on.

Qualifications

Required

• At least 3 to 5 years of experience in healthcare business development, physician network development, provider recruitment, physician relations, healthcare sales or a related field.
• Demonstrated experience developing and executing business development or sales strategies.
• Strong understanding of physician practices, healthcare markets and physician relationship development.
• Ability to interpret healthcare data and turn findings into business development strategy.
• Strong prospecting, relationship-building, presentation, negotiation and closing skills with physicians, practice administrators and senior executives.
• Strong organizational skills and the ability to manage a complex sales pipeline independently.
• Ability to travel within assigned markets as needed.

Preferred

• Bachelor's degree in business, healthcare administration, marketing or a related field.
• Experience with accountable care organizations (ACOs), value-based care organizations, health systems, management services organizations (MSOs), physician groups or health plans.
• Experience with Salesforce or a comparable CRM.

Travel and work arrangement

Travel within assigned markets as needed for physician meetings, presentations and market development.