Business Development Executive

Job Description

Job Description

Overview

The 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 40%