About this role
About the Company & Role
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.
We are seeking an experienced, results-oriented Senior Director to expand hospital and health system participation in our network. This role combines consultative business development, executive relationship management, financial analysis, and hospital contracting.
The successful candidate will identify suitable hospital partners, present facility-specific opportunities, and guide prospective participants through evaluation, negotiation, and contract execution. Success requires credibility with hospital leadership, a clear understanding of the programs financial value, and consistent follow-through during extended decision-making cycles.
Key Responsibilities
Hospital and Health System Development
Identify, research, and prioritize prospective hospitals and health systems within an assigned territory.
Develop and maintain a qualified pipeline of hospital participation opportunities.
Assess facility characteristics, service areas, competitive conditions, and member utilization to determine program suitability.
Executive Relationship Management
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 in person and virtually.
Clearly explain the program, address questions and objections, and help hospital stakeholders evaluate participation.
Financial and Market Analysis
Use company reporting and analytics tools to evaluate covered lives, claims history, member admissions, hospital market share, and inpatient and outpatient utilization.
Prepare and present facility-specific revenue projections, business cases, and supporting materials using established company methods.
Explain assumptions, potential benefits, and limitations clearly to hospital financial leadership.
Contract Negotiation and Execution
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 the appropriate implementation and operational teams.
Pipeline Management and Reporting
Maintain accurate, timely CRM records, including contacts, meeting notes, outstanding questions, next steps, and anticipated decision dates.
Provide regular updates on territory activity, pipeline progress, contracting barriers, and expected outcomes.
Maintain consistent, purposeful follow-up throughout lengthy hospital evaluation and approval processes.
Collaboration and Travel
Work closely with leadership, analytics, contracting, legal, and operational colleagues, as appropriate, to support accurate proposals and timely execution.
Travel within the assigned territory for hospital meetings, relationship development, and relevant industry events.
Participate in team meetings and share market insights and effective outreach practices.
Qualifications & Core Competencies
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, with the 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.
Measures of Success
Performance will be evaluated through qualified pipeline development, engagement with appropriate hospital decision-makers, progress toward executed agreements, accurate reporting, and achievement of established territory and contracting goals.
Benefits:
- 401(k)
- 401(k) matching
- Dental insurance
- Flexible spending account
- Health insurance
- Life insurance
- Paid time off
- Travel reimbursement
- Tuition reimbursement
- Vision insurance
Application Question(s):
- Must be able to travel to meet clients
Location:
- Austin, TX 78746 (Preferred)
Ability to Commute:
- Austin, TX 78746 (Required)
Work Location: In person
Pay: $85,000.00 - $120,000.00 per year