Director Strategic Relations

Owens & Minor•Richmond, VA

About The Position

Apria Healthcare’s mission is to improve the quality of life for our patients at home. We are looking for empathetic, thoughtful, and compassionate people, to meet the needs of our patients. Already an industry leader in healthcare services, we provide home respiratory services and select medical equipment to help our patients sleep better, breathe better, heal faster, and thrive longer. JOB SUMMARY The Director Strategic Relationships is responsible for selling Apria products and services to prospective and existing commercial payors and hospital systems with a focus on growing the business.

Requirements

Four-year college degree OR equivalent experience is required.
Degree in Business, Finance, Health Administration or related degree preferred.
At least eight years related work experience is required, four of which in a Managed Care Organization or health care provider organization.
Financial acumen with an ability to understand financial models.
Strong negotiation skills.
Proactive strategist with ability to anticipate market changes and trends
Demonstrated Account management experience.
Outstanding verbal and written communicator: demonstrated ability to simplify complex ideas, tell a compelling story using data, and create and deliver compelling presentations for senior leadership.
Exemplary relationship builder and team player: experience building successful partnerships and influencing stakeholders and colleagues, with direct authority, to drive projects forward.
Accomplished problem solver: creative yet pragmatic, with ability to effectively problem-solve anticipated and unexpected challenges.
Strong results driver: consistently delivers flawless execution and high-quality deliverables despite ambiguity, at times managing simultaneous projects with competing priorities.
Excellent strategic thinker: ability to synthesize multiple inputs, use incomplete information to get to crux of issue, and step back and see bigger picture.
Decision-making skills.
Intermediate level of Microsoft Office
English (reading, writing, verbal)
College level mathematical proficiency
Travel Required as necessary (up to 50%)

Responsibilities

Establish relationships with new and existing customers that lead to increased revenue growth.
Identify business opportunities with new and existing customers that can be memorialized into contractual commitments.
Responsible for achieving assigned operating earnings and revenue objectives for all assigned accounts.
Assisting with the development of strategies and programs to fulfill identified need for Apria and key stakeholders.
Develops and delivers presentations to key stakeholders.
Manages Apria’s relationship with the account and acts as the primary point of contact within Apria for the account.
Holds quarterly and/or bi-annual meetings to review contract performance and identify opportunities for improvement.
Analyzes customer needs and strategic direction, collects intelligence on competition, and determines opportunities to improve business profitability and strengthen Apria’s strategic position.
Manages the contracting process including amendments, rate approvals, language review, execution, and implementation of agreements both with the customer and internally.
Manages request for proposals, proforma and contract processes and ensures timely and appropriate responses to key stakeholders.
Oversees customer relationships and resolves identified service issues.
Maintains understanding of trends to ensure continuous improvement within each account, as well as coordination with operations management as needed.
Executes company initiatives, such as price improvement initiatives, program implementation, and new product rollouts.
Monitors revenue and profitability trends and key account performance indicators to ensure results are being achieved.
Completes reports on contract opportunities and progress in achieving assigned objectives.
Maintains database of account contacts and key account information.
Performs other duties as required.