Director, Managed Care

Guidehouse•McLean, VA

2d•$179,000 - $298,000•Hybrid

About The Position

The Director, Managed Care Advisory will have the opportunity to drive significant revenue enhancement and strategic repositioning for healthcare clients. The role involves navigating complex contract negotiations, particularly with challenging payers, and developing strategies that can transform a client's financial performance. This leader’s impact will extend beyond immediate financial gains, potentially helping distressed healthcare organizations improve their margin and market positioning by addressing critical managed care contract challenges. The Director, Managed Care Consulting is a senior leadership position within the Guidehouse Healthcare Practice and an experienced negotiator leading and driving growth for the Healthcare sector. This role is critical to the success of the overall practice growth strategy, and will have responsibility for managing clients, leading consulting teams, and ensuring the delivery of high-quality strategies and programs. Tying these initiatives to metrics and KPIs to show both revenue increases and cost containment success is crucial to the role. This leader will be key in helping build out the Managed Care practice, helping develop and mentor consultants in new methods to enhance performance improvement and drive impactful transformation initiatives leveraging the Guidehouse platform.

Requirements

Previous executive consulting OR industry leadership with Medicaid OR Medicare/Medicare Advantage (STARS and quality), accountable care organization, or patient centered medical home highly desirable
10+ years professional experience in a combination of the following: ACO leadership, Managed care, Health Plan or Payer leadership, Health Plan executive level contract management, IT/Data management, Quality management, Client-facing healthcare consulting role, Health policy analysis and health economics research.
Risk predication and adjustment methods, and performance-based procurement,
Quality and total cost measures of care for Federal, State, and health plans who participate in the Affordable Care Act, Medicaid, and Medicare programs.
Superb problem-solving and interpersonal skills Demonstrated use of analytical skills that found innovative, holistic, value based strategic solutions
Demonstrated ability to lead and supervise staff in a collaborative and matrixed team environment to achieve budget and timeline goals
Ability to sell consulting and building strong client relationships at the executive level, demonstrated by persuading boards and C-suites of Government Health State Agencies, Health Plan and Payor organizations to action
Bachelor's degree from accredited school required
Demonstrated leadership achieving outcomes in healthcare consulting focused strategy and transformation projects
Proficiency in MS Office Suite – Word, Excel, PowerPoint, MS Project
10+ years of work experience in healthcare management and/or strategy, or equivalent consulting experience.
Proven verbal and written communication skills, including the ability to persuade senior management or Knowledge of Medicaid managed care operational program elements including MMIS, eligibility and enrollment, captivation payments, quality performance and care coordination
Travel up to 50% as the job requires

Nice To Haves

Sales and Commercial Excellence
Demonstrated experience in selling Managed Care contracts for projects that support large hospital systems and physician organizations, as well as community hospitals, academic medical centers, and mid to large size regional healthcare providers.
Deep experience originating front end deals and getting new logos by positioning best practices, industry trends and leveraging existing relationships and developing new ones
A consulting sales leader that is constantly scouring for new opportunities, leveraging their experience and relationships in the managed care space to sell assessments and shape consulting deals for the entire Managed Care life cycle (strategy, technology, operations, etc)
A demonstrated sales record of consistent achievement of $8-10 million+ annually within Healthcare Managed Care Advisory and skills, relationships and market knowledge to build a book of business quickly
Player/Coach that drives all client facing and business development activities for selling advisory and positioning digital and managed services end to end projects.Leverages strategy, financial and operational knowledge to serve as a consulting leader to sell advisory to healthcare executives using learned experiences and best practices, the latest industry trends, regulation changes, and market movements to compel them to act.
Utilize proper sales operations discipline (e.g. pipeline analytics, offering collaterals, tracking scorecards) to performance manage the team
Can coach strategy consultants on best practices for developing and growing executive client relationships
Can create a high-energy environment among the consulting team that drives enthusiasm, optimism, and a relentless focus on solving client problems, winning deals, and achieving performance metrics
Can originate opportunities, oversee sales and delivery, and engage in closing entry point projects to position land and expand opportunities across the revenue cycle continuum.
Managed Care Domain Knowledge
Deep payer strategy and advisory experience in the drivers that can enhance optimizing operations, financial health, and patient outcomes while navigating complex regulatory environments
A deep experience developing and executing negotiation strategies for provider and payer healthcare clients to improve their financial posture from both a revenue enhancement and cost containment perspective
Deep experience in either industry and/or consulting driving optimization work, including analytics around benchmarking to help inform fact-based negotiation strategy and positions
Negotiation experience from strategy through execution in the healthcare ecosystem internally and externally including partners to make improvements
Experience in CDM optimization, revenue rebalancing, managed care benchmarking, price transparency, strategic pricing, managed care strategy, contract language review and automated analytics platform for benchmarking type services will be crucial.
A deep understanding across the healthcare system environment to lay out roadmaps for broad transformations and restructuring work to sell discrete projects that satisfy strategic goals
An expert in areas such as EBITDA improvement, turnarounds, tech innovation, operating model redesign, financial performance, and foundational processes in a healthcare system.
Deep understanding of industry trends towards greater price transparency and the technology enabled solutions to support an evolving marketplace as well as other analytical advancements that impact clients
Deep strategic consulting in large scale transformations that impact operational performance and implement technology transformations and strategic planning
Experience partnering with healthcare systems, hospitals, physician organizations, and multi-site healthcare entities, reinforced by a deep knowledge of key players in the market
Ability to tailor solutions that address the unique challenges of the healthcare industry driving performance and patient outcomes

Responsibilities

Manage the full managed care contracting cycle, including analytics, strategy preparation, negotiations, and post-contract implementation
Develop and execute comprehensive managed care solutions, including commercial rate benchmarking, payer price transparency analytics, and contract negotiations
Bring new clients to the table, with a partner-level revenue target of $8 million or higher
Provide strategic insights across the healthcare ecosystem, including working with C-suite executives to transform revenue and market positioning
Lead business development of advisory pursuits within the territory/market.
Lead advisory and delivery teams on high-impact transformation client engagements within territory/market.
Build a book of business through senior client relationship management by finding, closing and delivering Managed Care growth initiatives
Manage teams consisting of consulting experts and advisory personnel to cover key accounts
Responsible for contract growth, and uncovering and assisting in originating and capturing new opportunities that land and expand revenue cycle programs with clients
Manage transaction deals sizes ranging from $500K to multi-million dollars annually with pull through to managed services that are multi year
Support the Next Gen Payer-Provider healthcare horizontal joint initiatives between the managed care and the payer practice
Cross sell other Guidehouse services to broaden accounts and exposure in the marketplace (e.g. access performance excellence, strategy digital etc.)
Provide expertise and deep experience in Managed Care to evolve deal constructs, teaming opportunities, and portfolio evolution
Interface, manage, and expand relationships with client CEOs, CFOs, CTOs and other senior executives to demonstrate how solutions set the strategy for enhancing operational efficiency, financial health, and patient care quality.
Own and build critical business and industry relationships, both internally and externally
Advise clients based on knowledge of operations best practices, industry trends, market happenings, and the newest technology innovations
Team and collaborate across the firm to drive maximum value for clients

Benefits

Medical, Rx, Dental & Vision Insurance
Personal and Family Sick Time & Company Paid Holidays
Position may be eligible for a discretionary variable incentive bonus
Parental Leave and Adoption Assistance
401(k) Retirement Plan
Basic Life & Supplemental Life
Health Savings Account, Dental/Vision & Dependent Care Flexible Spending Accounts
Short-Term & Long-Term Disability
Student Loan PayDown
Tuition Reimbursement, Personal Development & Learning Opportunities
Skills Development & Certifications
Employee Referral Program
Corporate Sponsored Events & Community Outreach
Emergency Back-Up Childcare Program
Mobility Stipend