Senior Director, Hospital Network Development (Healthcare Sales)
USA Managed Care Organization · Austin, TX, US
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About the Role
USA Senior Care Network, part of USA Managed Care Organization, collaborates with hospitals and Medicare Supplement insurers to enhance hospital access for members and increase hospital utilization and revenue. This role focuses on expanding hospital and health system participation through consultative business development, executive relationship management, financial analysis, and contract negotiation.
Responsibilities
- Identify, research, and prioritize prospective hospitals and health systems.
- Develop and maintain a qualified pipeline of hospital participation opportunities.
- Assess facility characteristics, service areas, competitive conditions, and member utilization to determine program suitability.
- Establish and maintain relationships with hospital CEOs, CFOs, managed care leaders, revenue cycle executives, and other key decision-makers.
- Lead introductory meetings, financial reviews, and follow-up discussions.
- Explain the program, address questions and objections, and guide hospital stakeholders through evaluation.
- Evaluate covered lives, claims history, member admissions, hospital market share, and utilization using company tools.
- Prepare and present facility-specific revenue projections, business cases, and supporting materials.
- Present participation agreements and explain program requirements and proposed terms.
- Negotiate within company guidelines and coordinate internal review of requested changes.
- Guide agreements through hospital review, internal approval, and execution.
- Coordinate the transition of executed agreements to implementation and operational teams.
- Maintain accurate, timely CRM records.
- Provide regular updates on territory activity, pipeline progress, and contracting barriers.
- Maintain consistent follow-up throughout hospital evaluation and approval processes.
- Collaborate with leadership, analytics, contracting, legal, and operational colleagues.
- Travel within the assigned territory for hospital meetings, relationship development, and industry events.
- Participate in team meetings and share market insights.
Requirements
- Minimum five years of relevant experience in hospital contracting, provider network development, healthcare business development, or comparable consultative sales.
- Demonstrated success developing senior healthcare relationships and advancing complex opportunities through contract execution.
- Strong presentation, negotiation, and written communication skills.
- Ability to engage hospital executives professionally and confidently.
- Ability to interpret utilization and financial data, evaluate market opportunities, and explain revenue projections and their underlying assumptions.
- Working knowledge of Original Medicare, Medicare Supplement insurance, and hospital reimbursement; direct Medigap experience preferred.
- Strong organization, sound judgment, and persistence in managing multiple opportunities through extended contracting cycles.
- Proficiency with CRM systems and Microsoft Excel, PowerPoint, Word, and Teams.
- Ability to learn and use company reporting and analytics platforms.
- Ability to work independently in a remote environment while collaborating effectively with colleagues.
- Willingness and ability to travel within the assigned territory.
- Must be able to travel to meet clients.
- Ability to commute to Austin, TX 78746.
Skills
- Consultative business development
- Executive relationship management
- Financial analysis
- Hospital contracting
- Provider network development
- Healthcare business development
- Consultative sales
- Presentation skills
- Negotiation skills
- Written communication skills
- Data interpretation
- Market evaluation
- CRM systems proficiency
- Microsoft Excel proficiency
- Microsoft PowerPoint proficiency
- Microsoft Word proficiency
- Microsoft Teams proficiency
Location
- USA
- Austin, TX
Work Type
- Full Time
- In person
- Remote
Experience Level
- Senior Director
- Minimum five years of relevant experience
Salary/Compensations
- $85,000.00 - $120,000.00 per year
Benefits
- 401(k)
- 401(k) matching
- Dental insurance
- Flexible spending account
- Health insurance
- Life insurance
- Paid time off
- Paid sick time off
- Travel reimbursement
- Tuition reimbursement
- Vision insurance
About the Company
- USA Senior Care Network, part of USA Managed Care Organization (USA MCO), works with hospitals and participating Medicare Supplement (Medigap) insurers to develop a network that supports access to hospital care for members and creates opportunities for participating hospitals to increase utilization and associated revenue.