Manager, Post Acute Growth & Market Strategy

About the role

PBACO is hiring a Manager, Post Acute Growth & Market Strategy to build and expand our network of inpatient rehabilitation facilities (IRFs), skilled nursing facilities (SNFs) and home health (HH) agencies, nationally and in regional markets. You will find where coverage is missing or thin, build the market plan, and personally recruit the providers that close the gap.

This is an externally facing individual contributor role with no direct reports. The Manager title reflects ownership of post-acute growth and market strategy, not people management. You will work closely with Network Development leadership, Post-Acute, Hospital Services, Analytics and Operations.

What you'll do

• Analyze PBACO's IRF, SNF and home health networks by market, service line, membership concentration, and hospital and PCP footprint to find coverage gaps.
• Work with Analytics to turn claims, utilization, discharge-destination and provider performance data into recruitment priorities.
• Build prioritized target lists and market, service-line and account strategies, including for operators that span multiple markets, and present them to leadership.
• Develop and refine PBACO's post-acute value proposition, messaging and sales approach.
• Prospect and build relationships with facility administrators, agency owners, regional operators and healthcare executives through direct outreach, referrals, hospital introductions and in-person market visits.
• Lead meetings, site visits and presentations; work through objections; and move providers from first contact to commitment and completed participation requirements.
• Own the post-acute pipeline in Salesforce: stages, activity, next steps, forecasts, conversion rates and regular reporting to leadership.
• Track market intelligence such as facility openings, agency expansion, acquisitions, closures, capacity changes and competitor activity, and recommend responses.
• Set annual and quarterly growth objectives with leadership and adjust strategy based on results.
• Transition newly recruited providers to operational teams while staying involved in key strategic relationships.

What success looks like

• IRF, SNF and home health networks established in previously uncovered markets, and coverage expanded in underserved ones.
• A steady flow of qualified opportunities, including ones you identify and develop on your own.
• Strong pipeline growth, progression, conversion rates and recruitment timelines.
• Recruitment of strategically important providers and organizations that operate across multiple 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, post-acute network development, provider recruitment, healthcare sales or a related field.
• Demonstrated experience developing and executing business development or sales strategies.
• Strong understanding of IRF, SNF and home health services, provider operations, healthcare markets and care transitions.
• Ability to interpret healthcare data and turn findings into business development strategy.
• Strong prospecting, relationship-building, presentation, negotiation and closing skills with facility and agency leaders, regional operators and healthcare executives.
• Strong organizational skills and the ability to manage a complex sales pipeline independently.
• Ability and willingness to travel once or twice per month.

Preferred

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

Travel and work arrangement

Travel to assigned regional or national markets once or twice per month for provider meetings, site visits and network development.