Director of Provider Partnerships (Midwest)

Luminate Medical•Chicago, IL

2d•Remote

About The Position

Luminate is seeking a Director of Provider Partnerships to drive the growth of its provider network across Illinois, Indiana, Ohio, and West Virginia. 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 individual who will develop and execute the partnership strategy for their territory, with 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, colleagues, and SMEs to establish successful partnerships.

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.
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 by developing a territory strategy, activating existing relationships, building new relationships through various channels, leading opportunities as the senior relationship owner, developing detailed account plans, and maintaining a quality pipeline to meet revenue targets.
Convert target oncology providers into Luminate partners by leading discovery with provider executives, creating compelling cases for partnership, identifying and addressing concerns, and working with internal experts to develop proposals and financial analyses.
Represent Luminate within the oncology community by building an active presence, attending conferences, developing relationships with industry leaders, identifying opportunities for Luminate's leaders to participate in events, and relaying provider feedback and market intelligence back to Luminate.
Build a rigorous and accountable territory operating process by maintaining accurate CRM data, reporting on key metrics, reviewing performance with leadership, and sharing successful approaches with other Provider Partnerships Directors.