Client Partnership Lead - Providers

Health Management Associates

13d

About The Position

Build Strategic Partnerships and Drive Growth in the Provider MarketAre you ready to deepen relationships and accelerate growth with hospitals, health systems, and integrated delivery networks? As Client Partnership Lead – Providers, you’ll lead account strategy and business development for a portfolio of provider clients—positioning HMA as a trusted partner for solutions that address today’s most critical challenges in care delivery, financial performance, and operational transformation. This role combines strategic account planning with hands-on client engagement, forging executive-level relationships and introducing innovative services that deliver measurable impact. If you thrive on building trust, influencing decision-makers, and driving growth in a dynamic healthcare environment, this is your opportunity to make a significant difference. The ideal candidate will have at least 10 years of experience driving growth within the provider market. This leader will be a part of our Growth Office and must have significant experience building client relationships and increasing market share to identify opportunities to add value. Specific expectations and responsibilities are outlined below. The Client Partnership Lead is responsible for driving strategic account growth through proactive business development, client relationship management, and internal collaboration. This role focuses on expanding and growing relationships within key accounts, identifying new business opportunities, and executing strategies that deliver measurable revenue growth. The Client Partnership Lead acts as the primary liaison between the client and HMA – developing deep understanding of client priorities, aligning HMA’s capabilities to address evolving needs, and ensuring high client satisfaction and loyalty.

Requirements

Minimum of a bachelor’s degree in business, marketing, or a related field; advanced degree preferred. However, we welcome candidates with significant, directly relevant work experience in place of a formal degree.
Minimum 10+ years of experience in account management, business development, or client leadership within a professional services or consulting environment. Proven ability to develop and execute account growth strategies that achieve measurable results, strong understanding of consulting sales processes, proposal development, and pricing strategy, demonstrated success building executive-level relationships and managing complex client portfolios, excellent communication skills.
Strong understanding of account management, consulting sales, and business development strategies.
Knowledge of client industry trends, market dynamics, and competitive positioning.
Proven ability to build and sustain executive-level client relationships and drive revenue growth.
Skilled in strategic planning, negotiation, and proposal development to close complex deals.
Excellent communication, presentation, and influencing skills across all organizational levels.
Demonstrated ability to collaborate in a matrixed environment and mobilize cross-functional teams.
Strong commercial and financial acumen, with the ability to assess profitability and pricing.
Agile, results-driven, and capable of translating client needs into actionable business solutions.
Experience working in Salesforce.

Nice To Haves

Deep understanding of hospital and health system operations, governance, and strategic challenges.
Proven success in business development or client leadership roles within consulting, advisory, or provider organizations.
Knowledge of value-based care, care delivery models, and performance improvement methodologies.
Experience working with health system executives across clinical, operational, and financial functions.
Strong ability to develop account strategies, manage complex relationships, and close high-impact deals.
Recognized market awareness and credibility within the provider community.

Responsibilities

Develop and execute a strategic account business plan to drive growth across assigned accounts.
Maintain a deep understanding of client priorities, market context, and competitive positioning.
Identify new opportunities to expand HMA’s presence across business units and buying centers.
Monitor and communicate client organization changes, business drivers, and risks to HMA leadership.
Lead regular account reviews, including Quarterly Business Reviews (QBRs) and performance updates for both client and internal stakeholders.
Generate and maintain a qualified pipeline sufficient to meet or exceed annual revenue goals.
Lead pursuits and close deals by leveraging relationships, insights, and commercial expertise.
Identify and penetrate new buying centers within existing client organizations to expand HMA’s footprint.
Introduce new services and solutions across the breadth of HMA that align with client needs and strategic objectives.
Use commercial acumen to improve win rates and deal profitability—contribute to proposal strategy, pricing, and negotiation.
Partner with pursuit teams to develop compelling proposals, presentations, and go-to-market approaches.
Strategize on firm-wide outreach efforts into priority accounts; coordinate outreach into assigned accounts and conduct personal outreach to garner new business.
Serve as the primary relationship manager for assigned client accounts.
Meet regularly with client executives, decision-makers, and influencers to strengthen relationships and identify opportunities.
Nurture existing buyer relationships while cultivating new client sponsors across levels and functions.
Lead service recovery and client risk management efforts to protect relationships and revenue.
Leverage procurement expertise to enhance HMA’s position on preferred supplier lists (PSLs) and reduce sales cycle time.
Mobilize HMA’s full breadth of capabilities to meet client needs and drive account growth.
Foster cross-practice collaboration, connecting subject matter experts (SMEs) and executives to enhance solutions and delivery.
Partner with delivery teams to ensure consistent, high-quality client experiences and outcomes.
Provide account insights and market feedback to leadership, practice leaders, and marketing teams.
Represent HMA at industry events, conferences, and client forums to promote brand visibility and credibility.
Contribute to thought leadership initiatives, including articles, speaking engagements, and client-focused insights.
Maintain a visible presence within the client’s industry and contribute to the firm’s market awareness.
All other duties as assigned.
Develop and implement account growth plans tailored to provider client priorities.
Stay informed of industry and regulatory developments, including reimbursement models, labor challenges, and technology transformation.
Identify and pursue opportunities in HMA’s priority provider service lines.
Collaborate with internal leaders to bring integrated solutions that address enterprise challenges across the continuum of care.
Lead account reviews and growth planning sessions to monitor and achieve business objectives.
Build and manage a pipeline of qualified opportunities sufficient to achieve revenue goals.
Engage with client C-suite and operational leaders to understand their needs and build trust-based relationships.
Lead proposals, negotiations, and deal execution, ensuring alignment with HMA pricing and profitability goals.
Introduce HMA offerings and thought leadership into clients to position HMA as a long-term strategic partner.
Represent HMA at industry conferences and client events to enhance market visibility.
Regularly visit clients at their campuses to cultivate new and existing relationships.
Develop and manage a firm-wide outreach plan for assigned accounts, including direct personal outreach from the CPL.
Partner with project and practice leaders to ensure delivery excellence and client satisfaction.
Coordinate with SMEs and executives across practices to mobilize HMA’s capabilities
Provide client and market insights to inform service innovation and business planning.