Facility Partner - Business Development

Company Description Healthcare Partner Associates (HPA Healthcare) is a minority- and woman-owned healthcare staffing firm dedicated to improving access to care for patients across the United States.

The firm provides interim healthcare providers to a wide range of facilities, including hospitals, clinics, ambulatory surgery centers, and federal and state institutions. HPA Healthcare operates locally, regionally, and nationally, supporting partners with flexible, high-quality staffing solutions.

Compensation - Uncapped earnings. $75K - $150K

POSITION OVERVIEW

The Facility Partner is responsible for driving revenue growth through strategic direct client acquisition, MSP/VMS relationship expansion, contract negotiation, and long-term account development within the healthcare staffing industry.

This role owns the full business development lifecycle—from market mapping and outbound prospecting to contract execution, account expansion, and renewal strategy. The Facility Partner serves as the primary growth driver for new and existing facility partnerships, ensuring alignment between client demand and internal execution.

Success requires urgency balanced with quality, strong financial and contract acumen, disciplined pipeline management, strategic thinking, process adherence, and cross-functional collaboration. The Facility Partner must proactively create opportunity, protect margin integrity, strengthen enterprise relationships, and uphold HPA’s reputation for speed, precision, and integrity.

ESSENTIAL DUTIES & RESPONSIBILITIES

Client Acquisition & Contract Development

• Identify, target, and secure new direct client contracts across hospitals, health systems, stand-alone facilities, outpatient centers, specialty groups, and healthcare organizations.

• Develop territory strategy aligned with company specialty focus and revenue goals.

• Execute consistent outbound prospecting activity (phone, email, LinkedIn, networking events, referrals) and demonstrate strong inside phone sales capability with high daily outbound activity.

• Identify and add new qualified prospective clients to the CRM with verified organization, contact, decision-maker and staffing opportunity details.

• Schedule, complete, and document substantive client meetings; prepare and deliver persuasive presentations and proposals.

• Prepare and formally send staffing agreements, Master Service Agreements (MSAs), Statements of Work (SOWs), and pricing agreements; negotiate approved terms and advance agreements through full execution with authorized signatories.

• Convert newly executed direct client agreements into active accounts by obtaining the first qualified, actionable job order.

• Protect and optimize gross margin while remaining competitive in the market; maintain a healthy, forecastable pipeline and meet established activity, contract and sales goals.

MSP & VMS Relationship Growth and Administration

• Actively grow and strengthen relationships with MSP and VMS partners and maintain professional communication with program managers.

• Understand client submission workflows, compliance requirements, platform processes, deadlines and vendor scorecard metrics.

• Monitor fill ratios, time-to-submit, interview-to-offer ratios and quality indicators; advocate for prioritization of high-value MSP accounts and expansion within existing programs.

• Directly create, maintain, and update provider/candidate profiles in MSP/VMS platforms; prepare complete candidate presentation profiles and submit qualified candidates to client job orders.

• Track presentation/submission statuses, address incomplete or rejected submissions and meet candidate presentation goals.

• Directly enter provider timesheets, hours, and reimbursable expense data weekly or as needed; confirm accuracy, meet client deadlines and resolve discrepancies with recruiting, operations and finance.

Job Orders, Candidate Presentations & Placements

• Obtain complete job order details, including specialty, facility, schedule, coverage dates, start date, credentialing requirements, submission instructions, approved bill rates and realistic fillability.

• Communicate job priorities and urgency to recruiting; ensure complete, accurate, timely candidate presentations and submissions.

• Coordinate interviews, offers, assignment confirmations, credentialing milestones and starts with client contacts and internal teams.

• Meet established candidate presentation and placement expectations; maintain accurate client-facing and CRM records.

• Provide responsive communication, including assigned after-hours coverage for time-sensitive client needs.

Account Management & Expansion

• Maintain strong executive-level and operational client relationships and conduct business reviews as appropriate.

• Expand accounts into additional specialties, facilities and service lines; reactivate dormant relationships and develop long-term opportunities.

• Address service challenges quickly and professionally, navigate difficult situations with composure and proactively manage contract renewals.

• Follow up on client staffing needs, track account utilization and seek qualified job orders from newly executed contracts.

Financial Accountability, Forecasting & Accounts Receivable Support

• Own assigned territory revenue and gross profit performance as business responsibilities; provide accurate pipeline and revenue forecasting.

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• Monitor spread performance, pricing consistency and compliance with approved margin governance; escalate pricing exceptions.

• Assist the finance/accounts receivable team with collections as needed, including follow-up with client contacts regarding past-due invoices and payment status.

• Help resolve disputed or missing timesheets, expense records, purchase orders and invoice discrepancies; obtain remittance information and coordinate resolution with finance and operations.

• Document collection follow-ups and escalate aged balances; do not independently change payment terms, waive balances or promise concessions without approval.

Process Discipline & Continuous Improvement

• Maintain disciplined CRM documentation of new clients, meetings, contracts sent, contracts executed, new direct client activations, candidate presentations, placements and account activities.

• Demonstrate strong organization and time management; track activity and KPI performance consistently.

• Follow company processes while contributing to refinement initiatives and scalable business development best practices.

REQUIRED OPERATIONAL STANDARDS

• Timely and accurate MSP/VMS profile creation, candidate submissions, timesheet and expense entry.

• Responsive client communication, reliable CRM records and appropriate follow-up on overdue invoices.

• Compliance with contract approvals, margin policies, documentation and client deadlines.

COMPLIANCE & POLICY ADHERENCE

• Adhere to all company policies, procedures and operational guidelines.

• Comply with applicable federal, state and industry regulations.

• Follow approved pricing, contract and margin governance processes.

• Maintain confidentiality of company, client and clinician information.

• Uphold organizational ethics and values in all interactions.

• Observe company safety and security procedures.

• Accurately document business activity in designated systems.

• Failure to comply with company policies or regulatory standards may result in corrective action.

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PROFESSIONAL COMPETENCIES & BEHAVIORAL EXPECTATIONS

• Analytical – Gathers and analyzes information skillfully and uses sound judgment.

• Problem Solving – Develops practical alternatives and contributes to group solutions.

• Customer Service – Manages difficult situations professionally, responds promptly and meets commitments.

• Interpersonal – Resolves conflict constructively, maintains confidentiality and listens actively.

• Communication – Speaks persuasively, presents effectively and writes clearly.

• Teamwork – Balances individual and team responsibilities and supports a positive culture.

• Leadership – Inspires trust, demonstrates confidence and accepts feedback constructively.

• Quality Management – Promotes accuracy, thoroughness and continuous improvement.

• Business Acumen & Cost Consciousness – Understands financial implications and aligns decisions with strategic goals.

• Diversity – Promotes an inclusive, respectful work environment.

• Strategic Thinking – Assesses market conditions and adjusts plans accordingly.

• Adaptability – Manages competing demands and changing priorities.

• Attendance & Dependability – Is punctual, reliable and accountable for commitments.

• Initiative & Innovation – Identifies opportunities and proposes improvements.

• Planning & Organization – Prioritizes effectively and manages multiple deadlines.

• Professionalism – Maintains composure under pressure and treats others respectfully.

• Quantity & Productivity – Produces high-quality work efficiently.

• Safety & Security – Follows company safety and security procedures.

QUALIFICATIONS, SKILLS & EXPERIENCE

• Bachelor’s degree or equivalent combination of education and relevant experience; healthcare staffing sales or account management experience preferred.

• Demonstrated prospecting, relationship-building, negotiation, pipeline management and presentation ability.

• Familiarity with locum tenens, nursing or allied staffing, MSP/VMS systems, MSAs/SOWs, credentialing and provider submissions preferred.

• Ability to read and interpret business agreements, financial reports and client communications; calculate percentages, rates, spreads and other business metrics.

• Proficiency with Microsoft Windows, Microsoft Office, CRM platforms and applicable client portals; strong attention to detail.

• No specific professional license or certification required unless subsequently established for assigned responsibilities.