Business Development Representative - ACO Growth

Astrana Health, Inc.

3d•$65,000 - $75,000•Remote

About The Position

Astrana Health is seeking a Business Development Representative - ACO Growth to drive top-of-funnel growth and new partner acquisition for the organization’s Accountable Care Organization (ACO) initiatives. This role focuses on outbound prospecting, lead generation, and meeting development with physician groups, independent practices, and healthcare organizations interested in participating in value-based care and ACO programs. Reporting to the Senior Director of ACO Growth, this BDR plays a critical role in building the organization’s ACO pipeline by identifying qualified opportunities, initiating conversations with prospective partners, and supporting the sales process through follow-up, relationship nurturing, and meeting coordination. As the role ramps and performance milestones are achieved, the BDR may also lead select smaller opportunities through the closing process, supporting expansion of the ACO network and physician participation. This position requires a high-energy, entrepreneurial sales mindset, strong communication skills, and a genuine interest in healthcare transformation and value-based care.

Requirements

Bachelor’s degree in Business, Healthcare Administration, Marketing, or related field
2+ years of experience in sales development, business development, or inside sales
Strong prospecting, outreach, and relationship-building skills
Excellent verbal and written communication skills
Ability to manage high volumes of outreach activity and maintain strong organization
Proficiency with CRM tools and Microsoft Office (Excel, PowerPoint, Outlook)

Nice To Haves

Experience in healthcare, physician practice sales, managed care, or value-based care
Knowledge of ACO models, population health, or healthcare payment reform
Experience with outbound prospecting tools such as Salesforce, HubSpot, Outreach, or similar platforms
Strong sales prospecting and lead generation capability
Ability to build rapport quickly with physicians and healthcare leaders
Highly motivated with a results-driven mindset
Strong follow-through and attention to detail
Comfortable operating in a fast-paced startup-style growth environment
Ability to work independently while collaborating with senior leadership

Responsibilities

Conduct targeted outbound prospecting to identify physician groups, practices, and healthcare organizations that may benefit from participation in ACO programs.
Build and manage a pipeline of qualified opportunities through phone outreach, email campaigns, LinkedIn engagement, in field prospecting and other sales tools.
Research target organizations and decision-makers to tailor outreach strategies.
Maintain accurate prospect and activity tracking in CRM systems.
Qualify prospective partners by identifying organizational needs, value-based readiness, and alignment with ACO participation criteria.
Schedule discovery meetings and introductory presentations for the Senior Director of ACO Growth and other leadership.
Prepare background information and briefing materials for leadership prior to meetings.
Manage follow-up communication with prospects after meetings, presentations, and industry events.
Maintain engagement with prospective partners throughout the early sales cycle.
Assist with proposal development, information requests, and coordination with internal teams.
Support the Senior Director in progressing opportunities through the sales pipeline.
As experience grows, independently manage smaller opportunities and lower-complexity engagements.
Participate in sales presentations, prospect meetings, and industry discussions as needed.
Track and report on outreach activity, conversion metrics, and pipeline progress.
Identify emerging market opportunities and competitive insights.
Provide feedback on messaging, outreach strategies, and prospect engagement tactics.
Travel periodically to attend meetings with physician groups, conferences, and industry events.
Support on-site presentations and relationship-building activities with potential ACO partners.
Other duties as assigned