Director of Provider Partnerships (Appalachia)

Luminate Medical•Nashville, TN

2d•Remote

About The Position

Luminate is seeking a Director of Provider Partnerships to drive the growth of its provider network across Kentucky and Tennessee. This role is responsible for building relationships with oncology practices and health systems, converting them into long-term partnerships, and expanding patient access to Luminate's programs. It is a hands-on commercial role for a self-driven and ambitious individual who will create and execute the partnerships strategy for their territory, holding direct accountability for results. The role involves disciplined account development, identifying key organizations and decision-makers, understanding their priorities, and managing complex evaluation processes. The Director will collaborate with senior leadership, nationwide colleagues, and SMEs to establish successful partnerships. This is a key leadership position in a rapidly growing startup, offering the opportunity to shape commercial strategy, build relationships, and directly impact patient access to care. Luminate offers a competitive salary and equity package, flexible benefits, a company laptop, headphones, camera, teamwear, flexible working hours, and a generous vacation policy.

Requirements

8+ years' prior experience in oncology provider business development, strategic accounts, value-based care, market access, or a related commercial role.
An established and current network of senior relationships within oncology practices and health systems in the assigned territory (Kentucky and Tennessee).
A demonstrated track record of converting senior healthcare relationships into meaningful revenue.
Demonstrated success navigating long, multi-stakeholder healthcare sales cycles involving multiple clinical and non-clinical decision-makers.
A strong understanding of oncology care delivery and the strategic priorities of oncology practices and health systems.
An ability to develop clear account strategies, partnership proposals, and value propositions for both clinical and non-clinical healthcare audiences.
Comfort working in an early-stage environment where commercial processes, positioning, and partnership structures are still being developed, and a willingness to personally execute the work required to win.
Willingness and ability to travel weekly within the assigned territory or nationally for account visits, meetings and conferences.
Experience using a CRM and sales engagement tools such as HubSpot and LinkedIn Sales Navigator.

Nice To Haves

An understanding of value-based care and alternative payment models, including how provider organizations view the pros and cons of such models.
Experience directly negotiating provider agreements, strategic partnership agreements, value-based arrangements, or other complex healthcare contracts.
Relationships with health plans, oncology benefit leaders, pharmaceutical manufacturers, or other organizations that influence oncology care delivery within the territory.
Experience planning, producing, or moderating webinars, podcasts, panels, or other professional educational events.

Responsibilities

Build and own Luminate's provider partnership pipeline across the assigned territory.
Develop a territory strategy prioritizing oncology practices, networks, and health systems with the greatest potential for patient and commercial impact.
Activate existing relationships within the oncology industry to create senior-level access and partnership opportunities.
Build new relationships through referrals, industry networks, conferences, targeted outreach, and engagement with regional oncology leaders.
Lead each opportunity as the senior relationship owner, bringing in relevant Luminate SMEs and ensuring Luminate responds to provider partner needs with urgency and credibility.
Develop detailed account plans mapping decision-makers/champions, organizational priorities, and required actions.
Maintain a quality pipeline to consistently deliver revenue targets.
Lead discovery with provider executives and clinical leaders to understand their strategic, clinical, operational, and financial priorities.
Create a compelling, account-specific case for partnership connecting Luminate's programs to each organization’s needs.
Proactively identify and address concerns that could delay or prevent a partnership.
Work with Luminate's executive and subject matter experts to develop proposals, financial analyses, and responses to provider questions.
Build an active presence within the regional oncology ecosystem, attending conferences and developing relationships with relevant associations, networks, and industry leaders.
Identify opportunities for Luminate's leaders and subject matter experts to participate in relevant in-territory events.
Bring provider feedback, competitive intelligence, and emerging market needs back into Luminate to inform products, services, positioning, and commercial strategy.
Maintain accurate account plans, opportunity stages, next steps, relationship maps, and forecasts within Luminate's CRM.
Report on signed partnerships, qualified pipeline, conversion rates, expected patient and revenue impact, time to conversion, forecast accuracy, and risks within the territory.
Review performance with Luminate's leadership team and adapt territory priorities and account strategies based on evidence.
Share successful approaches, market intelligence, and relationship insights with other Provider Partnerships Directors.