VP, Strategic Partnerships - Home Care

VP, Strategic Partnerships – Home Care

Build the Next Growth Engine in Private Duty Care

Location: Remote (East Coast REQUIRED) + EXTENSIVE Travel to MD, DC, DE and VA

Reports to: SVP of Sales

About the company

Care Advantage, Inc. is a Richmond, Virginia–based, private equity–backed home healthcare platform founded in 1988 and now one of the largest providers of in-home care in the Mid-Atlantic and Southeast, employing thousands of caregivers and operating 40+ locations.

The company delivers a full range of services-from personal care and companion support to skilled nursing-across Medicaid, private pay, and insurance-driven channels, with a strong focus on high-growth private duty care. It operates a multi-brand "family of companies" model, with core subsidiaries including Care Advantage, Capital City Nurses, Coastal Home Care, Silver Lining, Young's Home Care, and Attentive Angels.

The Opportunity (Why This Role Exists)

Care Advantage is at a pivotal inflection point.

We are already one of the largest home-based care providers in the Mid-Atlantic and Southeast -but our biggest growth lever is still underdeveloped

Private Duty (PD) revenue from non-traditional channels

This role was created to capture that opportunity at scale.

You will be the architect and driver behind a new, enterprise-wide partnership strategy, unlocking millions in revenue through:

• Long-Term Care Insurance (LTCi)
• Veterans Affairs (VA) and Veterans networks
• Emerging channels like workers' comp, PACE, and employer-sponsored eldercare

This is a high visibility build role with direct executive access and measurable revenue ownership.

What Makes This Role Different

Most "partnership" roles manage relationships.

This one:

• Creates entirely new revenue channels
• Turns partnerships into billable patient care hours
• Operates with full accountability to growth targets
• Builds infrastructure (pipeline, partnerships, process) from scratch

You won't inherit a book of business. You will create it. Scale it. Own it.

Your Mission

1. Build Strategic Revenue Channels

Own the full lifecycle-from identification to revenue realization:

LTC Insurance (LTCi)

• Establish preferred-provider agreements with top carriers
• Create sustainable referral pipelines from claims activation
• Align billing, intake, and ops to seamlessly convert LTCi demand into care delivery

VA & Veteran Ecosystem

• Expand Care Advantage's footprint in the VA Community Care Network
• Build relationships across:
• VA Medical Centers (VAMCs)
• Veterans Service Organizations (DAV, VFW, American Legion)
• Veteran nonprofits and state agencies
• Drive referrals tied to Aid & Attendance and CCN programs

Non-Traditional Growth Channels

• Open new pathways through:
• Workers' compensation payors
• Auto liability insurers
• PACE programs
• Hospital discharge networks
• Employer-sponsored caregiver benefits
• Develop high-trust referral networks (attorneys, care managers, advisors)

1. Own Pipeline → Revenue Conversion

• Build a disciplined, CRM-driven pipeline with clear stage gates
• Forecast revenue and track performance against targets
• Drive real outcomes:
• New client starts
• Billed PD hours
• Long-term partner value

1. Act as a Market Leader

• Represent the company in enterprise, carrier, and government conversations
• Build executive-level credibility across stakeholders
• Position Care Advantage as the partner of choice in home-based care

1. Align Strategy with Execution

• Partner with operations, intake, finance, and executive leadership
• Ensure every referral translates into care delivery and revenue
• Identify M&A, white-label, and scale opportunities with leadership

How You'll Be Measured

Success is not subjective-it's clear, trackable, and tied to growth:

• Measured on billed hours growth → Year 1: establish baseline + 5% to 10% growth → Year 2: 10% to 15%+ growth
• Active strategic partnerships → 20+ within first 12 months
• Carrier agreements (LTCi) → 3–5 signed within year one
• VA network penetration → Active presence across all service markets in < 9 months
• Pipeline discipline → Forecast accuracy within 15%

Who You Are (Ideal Profile)

You're a Builder + Closer

• You've built partnership channels from zero to revenue-producing
• You don't just network-you monetize relationships

You Thrive in Ambiguity

• No playbook? You create one
• No process? You design it
• No pipeline? You build it

You Bring Market Access

You already have meaningful relationships in:

• LTC insurance
• VA / VSO networks
• Senior care ecosystem
• Post-acute or home care

You Think Like an Owner

• You're driven by outcomes, not activity
• You understand unit economics, margins, and scale

Required Experience

• 10+ years in business development, partnerships, or channel sales
• 3+ years in senior-level leadership or strategic IC roles
• Proven track record of driving measurable revenue through partnerships
• Industry exposure to LTCi, VA programs, or healthcare services
• Executive presence with ability to influence senior stakeholders

Highly Preferred

• Experience inside:
• LTCi carriers or brokerage ecosystem
• VA or government-funded healthcare programs
• Managed care or post-acute services
• Knowledge of:
• Home care workflows and reimbursement
• PACE, workers' comp, or employer-based benefits
• CRM-driven sales management (Salesforce or equivalent)

What You Get

• True ownership of a high-growth revenue vertical
• Direct visibility with the CEO and executive team
• Ability to shape enterprise strategy-not just execute it
• Competitive executive compensation with strong upside tied to performance
• Platform to build something market-defining in home care

Ideal Candidate Mindset

"I know how to walk into a room with payors, carriers, or government stakeholders and walk out with a deal structure that produces revenue."

If that resonates-you'll thrive here.

Call to Action (High-Impact Close)

If you're ready to:

• Build something from scratch
• Drive real, measurable revenue
• Operate at the intersection of strategy, relationships, and execution

If you are a true LEADER, and you get excited about roles like this... Let's talk