The Director of Employer Partnerships & Business Development is responsible for driving growth of TOA's direct-to-employer (DTE) business strategy by developing relationships with self-funded employers, third-party administrators (TPAs), benefits consultants, brokers, and healthcare purchasing organizations. This individual will identify new business opportunities, cultivate strategic partnerships, and expand access to TOA's high-value orthopedic services, surgery centers, bundled payment programs, and musculoskeletal solutions.
The ideal candidate is a relationship-builder with experience in healthcare business development, employer health strategies, self-funded plans, value-based care, or benefits consulting.
Reporting Structure: Direct report to the Chief Growth and Strategy Officer
Essential Duties and Responsibilities
Business Development & Sales
- Develop and execute a comprehensive strategy to grow TOA's direct-to-employer business.
- Identify, prospect, and secure new employer partnerships throughout Tennessee and surrounding markets.
- Build relationships with self-funded employers, benefits leaders, human resource executives, TPAs, brokers, consultants, and employer coalitions.
- Develop and maintain a robust sales pipeline and manage opportunities from initial contact through implementation.
- Present TOA's value proposition, bundled payment programs, surgery center solutions, and specialty orthopedic services to prospective partners.
- Negotiate business terms and coordinate contract development with internal leadership.
Strategic Partnerships
- Establish partnerships with employer coalitions, benefits consultants, and healthcare navigation companies.
- Identify opportunities to expand TOA's presence within centers-of-excellence programs and bundled payment initiatives.
- Collaborate with payer strategy, clinical leadership, and operational teams to develop innovative employer-focused solutions.
- Monitor market trends and competitor activity to identify growth opportunities.
Account Management
- Serve as the primary relationship manager for assigned employer accounts.
- Conduct regular business reviews with employer partners.
- Monitor utilization, patient experience, and program performance metrics.
- Identify opportunities to expand services within existing accounts.
Internal Collaboration
- Work closely with executive leadership to align business development activities with organizational growth objectives.
- Collaborate with marketing teams to develop employer-facing materials and presentations.
- Coordinate with operational leaders to ensure successful implementation and ongoing support of employer partnerships.
- Assist in developing pricing strategies, bundled payment offerings, and value-based care initiatives.
Market Intelligence & Reporting
- Maintain accurate CRM records and sales activity reporting.
- Track pipeline performance, contract status, and revenue opportunities.
- Prepare executive-level reports detailing business development activity and growth projections.
- Analyze employer healthcare trends and recommend strategic initiatives.
Qualifications
Required
- Bachelor's degree in Business, Healthcare Administration, Marketing, or related field.
- Minimum 5 years of business development, healthcare sales, employer benefits, or healthcare consulting experience.
- Demonstrated success developing and growing strategic partnerships.
- Strong presentation, negotiation, and relationship management skills.
- Ability to engage senior-level executives including CEOs, CFOs, CHROs, and Benefits Directors.
- Experience managing complex sales cycles and contract discussions.
- Ability to travel throughout Tennessee and surrounding markets.
Preferred
- Experience working with self-funded employers.
- Knowledge of healthcare benefits design, TPAs, employer health plans, and direct contracting models.
- Experience with bundled payments, value-based care, or centers-of-excellence programs.
- Existing relationships within the employer benefits, broker, or consultant community.
- Experience in orthopedic, ambulatory surgery center, or specialty healthcare environments.
Key Performance Indicators (KPIs)
- New employer partnerships executed.
- Annual direct-to-employer revenue growth.
- Qualified sales pipeline value.
- Number of employer prospect meetings conducted.
- Contract conversion rate.
- Expansion of existing employer relationships.
- Employer retention and satisfaction.
- Growth in bundled payment and surgery center utilization.
Core Competencies
- Strategic Thinking
- Executive Presence
- Consultative Selling
- Relationship Development
- Healthcare Market Knowledge
- Negotiation & Contracting
- Data-Driven Decision Making
- Cross-Functional Collaboration
- Results Orientation