VP - Growth Value Partnerships, Hospice

BrightSpring Health Services•Louisville, KY

About The Position

The Strategic Vice President, Hospice Growth Value-Based Partnerships is a senior enterprise growth leader responsible for expanding hospice market penetration through strategic partnerships with Accountable Care Organizations (ACOs), Medicare Advantage and other payers, value-based geriatric primary care organizations, health systems, physician groups, and other risk-bearing entities. This executive will develop and execute a comprehensive strategy to position hospice as an essential component of the value-based care continuum-improving patient outcomes, reducing avoidable utilization, supporting quality performance, and creating measurable economic value for health partners. This is a high-impact, enterprise-level role requiring an executive who can operate comfortably with CEOs, CFOs, Chief Medical Officers, population health executives, payer executives, ACO leadership, and physician leaders. The successful candidate will combine deep healthcare business development expertise with an understanding of value-based reimbursement, risk, quality, utilization management, hospice economics and population health. The role will be accountable for creating scalable strategic partnerships that generate incremental hospice census, earlier hospice utilization, increased market penetration, preferred-provider relationships, and sustainable enterprise growth. The traditional hospice growth model is increasingly dependent on competing for referrals within an existing healthcare ecosystem. This role is designed to change the ecosystem itself. The objective is to move hospice from being viewed as a downstream referral destination to being viewed by ACO’s, payers, and value-based primary care organizations as a strategic partner in managing seriously ill patients. The successful executive will build the partnerships, economics, data strategy, and operating model necessary to make that shift and create a new, scalable growth engine for hospice.

Requirements

Bachelor’s degree preferred
5+ years of experience in hospice, post-acute care, healthcare partnerships, or healthcare strategy leadership
10+ years of progressive healthcare growth, business development, payer, population health, or value-based care experience
Demonstrated success developing enterprise-level healthcare partnerships.
Deep understanding of Medicare, Medicare Advantage, ACOs, risk management, and value-based care.
Strong understanding of hospice, palliative care, post-acute care, and the needs of seriously ill populations.
Proven ability to sell to and influence C-suite healthcare executives
Strong financial acumen with ability to articulate ROI, total cost of care, utilization, margin and economic value.
Experience interpreting claims, population health, utilization, quality, and market data.
Exceptional executive communication, negotiation, presentation, and relationship-building skills
Ability to move between strategy and execution- creating the enterprise strategy while ensuring markets can operationalize it.
Entrepreneurial mindset with the ability to build something new rather than simply manage an existing sales channel
Strategic: Sees where healthcare is moving and positions hospice ahead of the market
Commercially sophisticated: Understand that the conversation with an ACO or payer is about economics, quality, outcomes, and total cost of care- not simply hospice referrals.
Data-driven: Uses population and claims data to identify where opportunity exists and where hospice is underpenetrated.
Executive presence: Can sit across the table from a payer CEO, ACO CEO, health-system president, or CFO and have a strategic business conversation.
Collaborative: Can align growth, clinical, operations, finance, contracting, and market leadership around a common strategy.
Innovative: Develops new models for connecting hospice with primary care, population health, payers, and risk-bearing organizations.

Nice To Haves

Adoration Health, an affiliate of BrightSpring Health Services, provides quality and compassionate services in the comfort of home, providing support for patients, families, and caregivers in their time of need. Adoration was formed to fill the need for a loving, community-focused, caring organization. We empower patients to live with dignity, find a sense of fulfillment, and celebrate with their families a life well-lived. Our employees and caregivers are proud to be a part of the Adoration team and the mission of our company. For more information, please visit www.adorationhealth.com . Follow us on Facebook and LinkedIn .

Responsibilities

Develop and lead the enterprise strategy for hospice growth through ACOs, value-based care organizations, payers, geriatric primary care, health systems, and risk-bearing provider organizations.
Identify markets and populations where hospice penetration is below potential and develop strategies to capture that opportunity.
Build a national target account strategy prioritizing organizations with significant Medicare, complex-care, and seriously ill patient populations.
Develop differentiated value propositions demonstrating how hospice can improve quality, patient experience, utilization and total cost of care.
Partner with executive and market leadership to translate enterprise agreements into measurable referral and admission growth.
Establish dashboards and KPIs measuring partnership performance, hospice penetration, referral growth, conversion, admissions, length of stay, and financial impact.
Translate complex healthcare data into compelling executive-level business cases.
Develop and maintain relationships with C-suite executives and senior healthcare decision-makers.
Represent the organization at payer, ACO, health-system, population-health, and value-based-care forums.
Serve as the executive sponsor for strategic enterprise partnerships.
Build relationships that extend beyond individual referrals and create long-term strategic alignment.
This executive will work closely with: Chief Growth officer, Chief Executive Officer, Chief Financial Officer, Chief Clinical Officer, Payor Contracting, Population Health, Operations, Hospice Medical Leadership, Analytics, Legal, Marketing, Market Presidents and Regional Leaders.
The leader will be expected to influence without direct authority, ensuring that strategic partnerships translate into operation execution at the market level.
Build relationships with Medicare Advantage plans, payers executives, delegated-risk organizations, and other healthcare payers.
Develop partnerships that increase hospice access and utilization while aligning with payer quality and financial objectives.
Identify opportunities involving preferred networks, value-based contracts, shared savings, care management, quality incentives, and population health initiatives.
Partner with finance, contracting, clinical, and operations leadership to evaluate the economics and scalability of payer relationships.
Develop payer-specific strategies based on market penetration, utilization, quality performance, and hospice opportunity.
Create a strategy to make hospice and palliative care an integrated component of value-based geriatric primary care.
Develop relationships with organizations managing high-risk Medicare and senior populations.
Establish referral pathways and clinical partnerships between primary care, care management, and hospice.
Develop education and engagement strategies for physicians and advanced practice providers around identifying patients appropriate for hospice.
Leverage populations health data to identify patients with significant illness burden and potential unmet hospice needs.
Utilize claims, population health, mortality, utilization, quality, and referral data to identify market opportunities.
Develop an analytical framework for determining hospice penetration by payer, ACO, health systems, physician group, diagnosis, geography, and patient population.
Partner with analytics teams to identify “hospice-eligible but not hospice-enrolled” populations.