Associate Director - Value-Based Care Sales - Southern California

Associate Director - Value-Based Care Sales - Southern California

Department: Value-Based Care Programs

Employment Type: Full Time

Location: Remote

Reporting To: Sean Zargari

Compensation: $90,000 - $110,000 / year

Description

The Associate Director - ACO Growth is responsible for driving membership and savings growth for Astrana’s Accountable Care Organization (ACO) business. This role serves to build relationships with independent primary care practices and local partners to establish and expand Astrana Health’s network in new markets, while also supporting growth in existing markets. Serving as a consultative accountable care expert, this role will recruit practices to participate in government value-based care contracts as well as potentially helping to onboard them into the ACO program operationally. This role will be accountable for achieving annual growth targets.

We are seeking candidates located in Southern California, preferably in the Los Angeles area. Travel will be required across the West Coast for this position!

Our Values:
 • Patients First
 • Empowering the Independent Provider
 • Be Innovative
 • Operate with Integrity & Deliver Excellence
 • Team of One

What You'll Do

• Work directly with the Senior Director (team leader) to understand GTM strategy and develop personal territory plans. 
• Develop net new relationships to drive growth in new and existing markets 
• Engage with prospective practices in a consultative manner to evaluate fit and secure commitment to participate in the optimal ACO within Astrana Health’s portfolio. 
• Build rapport with clinical and business staff of prospective practices, understand their needs and goals, teach them about Astrana Health, deliver financial benefits analyses, illustrate the opportunities of participating in Astrana Health’s ACO LEAD or MSSP programs. 
• Conduct outbound prospecting and respond to inbound leads for assigned market. 
• Extend and negotiate participation agreements (contracts) 
• Track prospecting activity, leads, and active deals in the CRM; participate in weekly sales calls and pipeline reviews. Report and track your progress against goals to effectively manage your pipeline. 
• Establish and manage strategic growth plans in collaboration with ACO team leaders, leverage data to prioritize prospects and outline initiatives and tactics to achieve growth goals. 
• Onboard newly recruited practices to the program (e.g., as work transitions from recruitment to operations), and help support them until the longer-term operational plan is solidified within the given market. 
• Other duties as assigned

Qualifications

• Bachelor's degree in Sales, Business Administration, Healthcare Administration or a related field (advanced degree preferred). 
• At least 8 years of experience in healthcare growth leadership, preferably in ACO settings. 
• Strong knowledge of healthcare regulations, compliance requirements, and quality improvement methodologies. 
• Exceptional communication, interpersonal, and relationship-building skills. 
• Strategic thinker with a focus on achieving business goals and driving operational excellence.
• Ability to thrive in a fast-paced, entrepreneurial environment. 
• Cantonese/Mandarin-speaking preferred!

Environmental Job Requirements and Working Conditions

• This will be a remote role, expected to work from home and travel throughout the East Coast. We are seeking candidates who reside in Southern California, preferably in the Los Angeles area.
• The national target compensation for this position is $90,000 - $200,000 annually, between base salary and bonus structure. Compensation will be comprised of a base salary between $90,000 - $100,000 per year, as well as a performance-based bonus structure. Actual compensation will be determined based on geographic location (current or future), experience, and other job-related factors.
  • Performance bonus structure will be based 50% on individual performance and 50% on company performance, tied to Astrana's YoY ACO membership growth. Earning potential for bonus is up to 100% of base pay. 

Astrana Health is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. All employment is decided on the basis of qualifications, merit, and business need. If you require assistance in applying for open positions due to a disability, please email us at humanresourcesdept@astranahealth.com to request an accommodation.