OverviewThe
Business Development Executive is responsible for driving strategic growth of our
Institutional Special Needs Plan (I-SNP) through high-value partnerships with skilled nursing facilities (SNFs), long-term care (LTC) operators, assisted living communities, and post-acute providers.
This role sits at the intersection of sales, relationship management, healthcare operations, and value-based care performance. The ideal candidate understands that success in an I-SNP is not just enrolling members - it is becoming a preferred clinical and operational partner to facilities by improving outcomes, reducing total cost of care, and aligning incentives.
This is not traditional Medicare sales. This is facility-centric, value-based partnership development.
Responsibilities- Identify, target, and build relationships with SNFs, LTC operators, and assisted living communities in assigned markets
- Position the I-SNP as a clinical and financial partner, not just a payer
- Present the I-SNP value proposition to administrators, DONs, regional operators, and ownership groups
- Develop facility champion relationships that generate consistent referrals
- Build and manage a qualified pipeline of facilities and eligible residents
- Work with facility staff to identify I-SNP eligible residents
- Coordinate with enrollment teams to convert referrals into compliant enrollments
- Track and report on referral sources, conversion rates, and growth metrics
- Educate facility partners on how the I-SNP improves readmissions, medication management, primary care access, care coordination, quality measure, and collaboration with clinical, pharmacy, and care coordination teams to ensure facilities see real value.
- Represent the health plan at LTC association meetings, conferences, and industry events
- Serve as the primary point of contact for facility leadership
- Maintain ongoing relationships to ensure retention and satisfaction
- Monitor competitor activity (other I-SNPs, MA plans, ACOs)
- Identify market opportunities for expansion within existing facility networks
- Provide feedback to leadership on market needs and partnership opportunities
Qualifications- 3+ years in one or more of the following:
- Managed Care Contracting
- Long-term care sales or account management
- Medicare Advantage / SNP sales
- LTC pharmacy, therapy, or post-acute services business development
- SNF/LTC operations leadership
- Experience working directly with SNF/LTC administrators or regional operators
- Understanding of Medicare Advantage and/or I-SNP model preferred
- Proven track record of building referral partnerships
- Relationship building at executive and facility levels
- Healthcare consultative selling
- Presentation and education skills
- Pipeline and territory management
- Strategic thinking and market development
- Ability to collaborate cross-functionally with clinical and operations teams
- Estimated travel approximately 75+%
Salary RangeUSD $130,000.00 - $150,000.00 / Year
