Regional General Manager, Market Performance Western US

Reports to: President

Status: Exempt

Location: Remote, must reside in our Western US territory (WA, OR, NV, CA)

Pay Grade: 18

Job Summary

The Regional General Manager, Market Performance is central to scaling a regionalized operating model that balances local ownership with centralized excellence. This role ensures the company can grow with discipline, stay close to its markets, and deliver exceptional outcomes for therapists, partners, and patients.

This person is the accountable business owner for Luna’s Western US geographic region. This leader owns regional P&L performance and is responsible for translating company strategy into strong local execution across therapist visits, patient access, physician relationships, and partner performance. They champion innovation while maintaining disciplined execution.

Operating within a regionalized, shared services model, the GM leads through influence rather than direct reporting lines. Centralized functional teams, including Therapist Acquisition, Therapist Enablement, Physician Success, and Partner Account Management, retain solid-line reporting to their respective functional leaders, with dotted-line accountability to the GM for regional outcomes.

This role requires a strong owner mentality, comfort operating in a matrixed environment, and the ability to drive results through cross functional alignment, data, and local dynamics.

• Own full Western US regional P&L, including revenue growth, contribution margin, and cost management.

• Develop regional forecasts, budgets, and operating plans aligned to company targets.

• Identify and execute levers to improve unit economics, utilization, and market density.

• Make disciplined tradeoffs to balance growth, margin, quality, and experience.

• Serve as the single point of accountability for regional performance across therapist acquisition, enablement, physician success and partner success / account management outcomes. performance.

• Lead through influence in a matrixed environment, aligning functional partners to regional priorities.

• Translate national initiatives into region specific execution plans with clear KPIs.

• Ensure sufficient therapist supply to meet regional demand. Partner with Therapist Acquisition to set regional hiring targets and market-level sourcing strategies.

• Partner with Therapist Enablement to improve therapist engagement, retention, productivity, and quality.

• Balance growth objectives with therapist sustainability and experience.

• Drive regional growth through strong physician relationships and partner execution.

• Partner with Physician Success and Partner Account Management to:

  • Grow referral volume and retention

  • Improve partner satisfaction and outcomes

  • Identify expansion opportunities within existing accounts

• Serve as the senior escalation point for regional partner issues

• Develop and execute regional market strategies informed by local dynamics, demand patterns, and performance data.

• Identify opportunities for market expansion, optimization, or investment.

• Act as the regional voice to executive leadership, surfacing insights, risks, and opportunities.

• Establish and lead a strong regional operating rhythm (weekly, monthly, quarterly business reviews).

• Use data to diagnose performance gaps and drive corrective action.

• Align functional partners around a shared regional scorecard.

• Model company leadership principles and culture within the region.

• Influence and develop leaders operating within the region, even where reporting lines are dotted.

• Foster a culture of ownership, transparency, and continuous improvement.

• 10+ years of progressive leadership experience in healthcare operations, providing multi site in-home or outpatient rehab services

• Located within Western US (WA, OR, NV, CA)

• P&L ownership in prior experience with accountability for growth and profitability

• Preferred PT or OT with a background related to the above areas.

• Bachelor's degree or equivalent

• Experience leading in a matrixed or shared services model

• Strong financial and analytical acumen

• Proven ability to influence without direct authority

• Owner mentality with strong business judgment

• Comfortable navigating ambiguity and driving clarity

• Collaborative, low-ego leader who delivers results through partnership

• Data driven, decisive, and execution oriented

• Able to balance strategic thinking with operational rigor

• Familiarity with health system partnerships or enterprise accounts in local markets
  

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit, stand and walk for extended periods of time, and may occasionally be required to lift/carry equipment up to 30 lbs.

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

The total cash compensation range for this role is $175,000–$198,000, consisting of a base salary of $148,000–$168,000 plus a 20% nondiscretionary bonus.

Comprehensive benefits including unlimited paid time off and paid holidays. Benefits begin the first of the month following hire, including medical, dental, and vision coverage, company paid life insurance, voluntary short-term disability, 401k with company match, and dependent care FSA.