Vice President of Growth & Strategy, Nursing Home & Hospital Divisions

Job Summary Position Title: Vice President of Growth & Strategy, Nursing Home & Hospital Divisions Reporting To: Senior Vice President Operations, Nursing Home & Hospital Divisions Location: Bronx, NY Job Summary: The Vice President, Growth & Strategy is responsible for driving strategic growth arrangements and core business as usual services revenue, and market expansion within the Nursing Home (NH) and Hospital Divisions across New York and into expanding markets (i.e., New Jersey, Connecticut, Pennsylvania). This executive-level leadership role will oversee all business development, account management (retention), marketing strategy, and innovative partnership initiatives for both Divisions. This leader will work cross-functionally and partner closely with other business units, corporate executive leaders, clinical leaders (NH Senior and Regional Medical Directors), operations, finance, and marketing to identify growth opportunities, perform market analysis, optimize existing relationships, and ensure scalable, sustainable growth. The role is accountable for: - Acquiring new NH accounts – Primary Care Services (reimbursed via fee-for-service and reimbursed via fixed monthly or hourly reimbursement) and Specialty Care Services. - Expanding Primary and Specialty Care services within existing NH accounts. - Maintaining strong relationships to ensure NH account satisfaction and retention. - Developing strategic marketing and brand awareness initiatives. - Positioning both Divisions as a best in class partner delivering value. - Develop a “Preferred” Nursing Home Network program to be strategically aligned within the broader provider network to drive value to all participating stakeholders (Nursing Home, Hospital, Payors, ACOs, etc.). - Introducing innovative collaborations, partnership and contractual arrangements that meet market needs, leveraging the Essen Health Care Integrated Population Health ecosystem assets, with Payors, Hospitals, Accountable Care Organizations, Nursing Homes, etc. For example – shared savings or value-based arrangements. - Use technology to reduce labor, be more productive, reduce administrative costs, improve process and outcomes, improve service levels, quality and compliance. Responsibilities Strategy, Growth & Market Expansion Strategy - Develop and execute a local (NYS), regional (NJ, CT, PA) and national growth strategy for the NH Division. For Hospital Division the focus is on the 5 Boroughs of New York City and Westchester. The main focus is the Bronx. - Identify target markets, priority targets, and build relationships with all stakeholders in the NH ecosystem. - Evaluate prospective partners and provide strategic recommendations on new markets and emerging industry trends. - Establish the NH Division as a best-in-class partner for delivering Primary Care and Specialty medical services. - Monitor industry trends, reimbursement changes, and competitive dynamics. - Identify and evaluate new market opportunities through data-driven analysis (market demand, payer mix, utilization, and demographics, etc.). - Partner with executive leadership to build short- and long-term growth roadmaps aligned with budget and strategic priorities. - Ensure growth initiatives are operationally feasible, compliant, and financially sound. - Support growth in revenue, market share, and profitability across division business lines. New Business Development - Secure new NH account contracts and partnerships. - Develop and manage a prospect pipeline of NH. Oversee all aspects of business partnership recruitment from pipeline to active discussions to closing and ongoing partner management. - Conduct outreach to: NH ownership groups, NH multi-facility operators, hospital-affiliated SNFs, post-acute networks. - Plan, attend, and facilitate meetings with prospective clients and advisors to establish mutually beneficial partnerships. - Lead contract negotiations and service agreements. - Represent the company at industry conferences and networking events. - Engage community-based Primary Care Physicians (PCPs) to join Essen as moonlight providers, enabling them to see patients in Nursing Homes near their practices and follow their own patients admitted to SNFs — promoting continuity of care, improving patient outcomes, and differentiating Essen’s service model. - Create and implement a strategic plan with Payors focused on Nursing Home utilization management, including reducing avoidable hospital transfers and decreasing length of stay (LOS) — with priority emphasis on hospital partners and health systems where Essen has existing relationships and shared-savings or value-based arrangements. - For the Hospital Division, identify and recruit NYC-area hospitals to participate in Essen’s Preferred Hospital Network program — establishing a curated network of hospital partners that drives coordinated patient flow, improves post-acute transitions, and creates mutual value for Essen, participating hospitals, Nursing Homes, and Payors. - Secure Medical Director contracts across target NH accounts in partnership with Essen’s Senior Medical Directors (SMDs) — expanding Essen’s clinical leadership footprint, deepening facility relationships, and creating a durable competitive advantage that supports both account retention and new business development. Expansion of Existing Accounts - Identify opportunities to expand services within current NH accounts. - Introduce additional programs, specialties, or service lines. - Build relationships with NH: Owners, Corporate, Administrator, Director of Nursing, Medical Director, etc. - Develop strategic account plans for high-value NH partners. Performance & Analytics - Track and analyze Key Performance Indicators (KPIs) related to revenue growth, account retention, marketing initiatives, and expansion outcomes. - Prepare executive-level reports, dashboards, and presentations to communicate progress, risks, and opportunities. - Use data insights to recommend course corrections and optimization strategies. - Use technology to reduce labor, be more productive, reduce administrative costs, improve process and outcomes, improve service levels, quality and compliance. - Prepare comprehensive evaluations of new business opportunities, partnerships, and other strategic growth initiatives. Cross-Functional Leadership - Lead and support cross-functional initiatives involving operations, clinical services, finance, recruitment, and compliance. - Drive alignment, accountability, and execution across multiple stakeholders. - Champion continuous improvement, process optimization, and scalable growth models. - Serve as leader of the business development function in refining and delivering strategic initiatives for defined business partners. - Collaborate with clinical and operational teams in the continued development and enhancement of new products and services to position the company competitively. Compliance & Risk Awareness - Ensure growth initiatives adhere to regulatory, licensure, and payer requirements. - Partner with Compliance and Legal teams as needed during expansion efforts. Client Retention & Relationship Management - Maintain strong relationships with existing NH clients. - Ensure service satisfaction and operational alignment. - Identify early indicators of client dissatisfaction or competitive threats. - Implement retention strategies and corrective actions when needed. - Conduct executive-level client meetings and performance reviews. - Drive the process to identify and correct gaps in client/account experience, determine key priorities for focused improvement of strategies, tactics, and best practices. - Review client/account activity, anticipate business partner needs, and improve satisfaction. Sales & Marketing Leadership - Develop sales materials tailored to the NH industry, including: - service brochures - pitch decks - clinical outcome summaries - case studies - Return on Investment (ROI) analyses. - Collaborate with marketing to create targeted messaging for NH operators. - Promote and articulate Essen corporate and Nursing Home & Hospital Divisions vision and service strategy to diverse audiences including Non-Profit organizations, Payors, Hospitals, ACOs, Labor Groups, CMS, State Regulators, Civic Organizations, Associations, Trade Groups, and Community Based Organizations. Social Media & Market Awareness Strategy Develop and execute a digital presence strategy focused on NH decision makers and the broader market to create awareness and opportunities, including: - LinkedIn thought leadership - Case studies and success stories - Educational content about NH challenges - Industry insights and regulatory updates - Conference visibility and event promotion - Position the organization as an expert partner in the NH market Innovative Growth Strategies (NY, NJ, CT, PA) The following strategies are recommended to further accelerate growth across Essen’s medical staffing footprint in Skilled Nursing Facilities throughout NY, NJ, CT, and PA: - Specialty Care Expansion — Systematically expand high-demand specialty services (Psychiatry/Behavioral Health, Wound Care, Podiatry, Pulmonology, Nephrology) into existing and new NH accounts, creating bundled service packages that increase per-facility revenue and make Essen a one-stop clinical partner. - Telehealth & Remote Patient Monitoring Integration — Develop and market a technology-enabled care layer for NH partners using Essen’s telehealth infrastructure, enabling after-hours specialist coverage, remote monitoring of high-risk residents, and reduced on-call burden for facility staff — positioned as a premium value-add service. - ACO REACH & Value-Based Care Alignment — Leverage Essen’s ACO infrastructure to align NH partners under shared-savings and quality-bonus programs. Develop data-sharing agreements and care coordination protocols with NH operators that tie Essen’s performance metrics to ACO financial incentives, creating aligned incentives for all parties. - NJ, CT & PA Market Entry Playbook — Design a structured market entry framework for expansion states (NJ, CT, PA), including provider licensing and credentialing timelines, target facility identification, local PCP recruitment strategy, and state-specific Medicaid/managed care landscape analysis — to ensure rapid, compliant, and scalable entry. - SNF Quality Scorecards as a Sales Tool — Develop a proprietary NH Quality Performance Report that benchmarks Essen-staffed facilities against CMS 5-Star ratings, readmission rates, and quality measures. Use this data as a marketing asset to demonstrate Essen’s ROI to prospective NH operators and Payors. - Labor Union & 1199SEIU Partnership Strategy — Identify opportunities to align with labor unions (particularly 1199SEIU) whose members work in NHs across the region. Joint initiatives around resident care quality, workforce wellbeing, and labor-management clinical partnerships can open doors to union-affiliated facilities and create a collaborative competitive advantage. - Geriatric Residency & Fellowship Pipeline — Partner with local medical schools and residency programs to create SNF rotation experiences, building a pipeline of future providers who are trained and comfortable in the NH environment — addressing provider supply constraints and building long-term loyalty to Essen’s clinical model. - Acquisition & Partnership of Competitor Medical Groups — Identify small or independent physician groups currently providing NH medical staffing in target markets who may be seeking an exit or partnership, and develop an M&A or affiliation strategy to rapidly acquire their NH contracts and provider panels. Select Key Performance Indicators (KPIs) for discussion purposes: Growth - Number of new NH accounts/contracts signed - Annual new revenue generated - Market expansion into new geographic regions Account Expansion - Revenue growth from existing NH clients<