Director, Provider Network Development
Multiple Locations /
Sales & Marketing /
Full Time (Remote)
Title: Director, Provider Network Development
Founded in 2019 and named after the legendary nurse Florence Nightingale, Florence is a primary care clinic platform that takes global risk for the patients we care for, currently serving ~20,000 Original Medicare patients in the ACO REACH program, with approximately $280 million of top-line revenue in 2023. The Company's independent provider network division is one of the Company's chief focuses, specialized in assisting independent primary care doctors to deliver advanced care to their patients using proprietary technology, staff supported engagement, and consistent access to patient metrics to better meet the demands of payers while managing the day-to-day challenges of operating a primary care practice.
The Role: Director, Provider Network Development
The role will be an entrepreneurial "growth-focused" one, ultimately owning all provider network growth strategy and tactics. As such, the role will be judged primarily on converting qualified leads and opportunities with independent provider practices (currently primary care only) and delivering signed contracts. Through our data partners, all primary care providers nationally are screened by our data and financial analytics team for potential inclusion in the network. Geographically, the Company is approved for marketing and contracting with providers across the entire U.S. (including Alaska, Hawaii, and Puerto Rico); within this wide purview, the Director, Provider Network Development will help drive geographic strategy. The role will report to the CEO and will work closely at a peer level with the Director, Provider Risk and the Director, Data & Technology Operations.
The role will be accountable for:
- Setting growth goals and having overall accountability for those goals
- Overall growth strategy and mix (including IPA and MSO-facing partnership channels - i.e., platform-on-platform opportunities - in addition to direct-to-practice contracting)
- Direct participation in contracting efforts across channels him/herself, particularly during the initial months of the role in order to "lead by example" and cut down iteration feedback cycle time on strategy/tactics
- Decision-making and accountability for utilization of resources within the department - including time and budget oversight - in tandem with the Company's key finance and operations executives.
- New team member hiring (or 1099/affiliate contracting)
- As the Director's team grows upon initial successful contracting efforts: team member guidance, evaluation, and identification of individual objectives will also be key in the successful execution of this position.
While the position is encouraged to work within warm introductions and connections whenever possible, like any growth role the position will also make use of an ability to create relationships based on cold outreach. Skills surrounding concise communication, on-the-spot benefit analysis, and an ability to understand local dynamics in each target area are fundamental. A familiarity, passion, and willingness to discover new possibilities offered by value-based care programs make you the ideal candidate for this role!
Finally, in addition to new contracting efforts, approximately 20% of the Director's time is envisioned to be spent on ensuring customer success of existing network members. This 80/20 allocation (80% focused on new contracting, 20% focused on existing customer success) is designed to reduce churn while also helping the Director gain insight into the provider experience to better iterate/improve growth strategies and communications with prospects. Florence also has dedicated junior Customer Success managers who help coordinate week-to-week & month-to-month work plans and success goals with each independent provider account, so the Director's focus on customer success is intended to be higher level rapport building, feedback gathering, and occasional trouble shooting.
Additional Day-to-Day Activities:
- Engage a market of prospective providers across communication channels (e.g. phone calls, email, fax, and other targeted campaigns)
- Design and improve the communication modules, outreach mechanisms, and rewards that further engagement with our provider partners - combining a "pride in your work" mindset with not letting perfect be the enemy of good - speed is important and providers often care more about substance than style
- Demonstrate high aptitude for relationship building and problem solving across the provider contracting lifecycle and beyond
- Identify local and market-specific insights and willingness to travel to assigned geographies for live prospecting
- Attend networking events, community events and conferences to generate partners
- Leverage calculations and insights from the data team and your own analysis to provide prospects and existing partners with forecasted performance metrics
- Use database, CRM, or other software to meticulously track progress with opportunities as you manage your markets
- Work across the organization to ensure successful implementation of critical projects
- Head network physician engagement and frequent communication
- Identify and implement network growth opportunities within a defined timeline
- Design and implement network physician onboarding process with a clear goal around physician success within the network (medically, financially, and culturally)
Key Drivers of Success
- A passion for improving and optimizing relationships
- Experience in this space and familiarity with the challenges/opportunities
- Excellent communication, interpersonal and presentation skills
- Combination of relentlessness and patience. You are constantly hunting for prospects but also understand that the contracting cycle requires lots of touches with potential partners.
- Connection with the work of helping physicians, and ultimately their patients
- A "team" mindset. Success at Florence is basketball/football, not tennis/golf, and we proactively take "ego" out of the daily work to achieve the best results for each other and ultimately the patients.
- Leadership and organizational skills
- Ability to manage multiple physician accounts with a range of personalities and other complexities, and stay close to target timelines
- General problem-solving enjoyment and aptitude
Education and Experience:
- Bachelor’s degree or equivalent work experience
- 4-10 years of experience in network contracting and development, or other relevant provider practice-facing field
- Experience at a high-growth Medicare physician enablement platform (e.g., ACO, MSO, etc.) is a plus
Florence's Independent Practice Platform Summary
1) Immediate, and typically much needed, increased fee-based and value-based payment terms for primary care physicians (starting with their Medicare patients), with meritocracy incentives at the provider level;
2) A next generation technology assistant for medical professionals and practice staff called "Nightingale" that has created the most complete and scaleable longitudinal health record in the U.S., for the patients we serve;
3) Critical health care benefits and services procured for providers' patients at no additional cost of coverage to the practice or patient, to help drive outcomes successes (from patient net promoter scores, to reduced avoidable hospitalizations and emergency room situations, to condition-specific indicators of high quality health care).
Our Medicare-licensed product is currently experiencing a surge in demand from doctors, driven by these three components and our emerging track record of success.
Florence Health employees are united in our quest to improve the health and well-being of our patients, and we empower each of our team members to fulfill this mission and reach their full potential regardless of function, geography, or experience level.
To this end, we offer:
- Leading compensation packages at all levels throughout the Company
- Covered medical, dental, vision, and disability insurance plan options
- Sponsored 401(k) plan, with up to 5% matching contribution
- Paid Time Off and Paid Sick Leave, along with additional case-based categories of leave (e.g. parental leave)
- Work-from-home options when applicable
- Monthly company-wide “virtual happy hour” encompassing all clinics, corporate offices, and work-from-home team members
- A "One Team" culture of deep respect and admiration across all teams and functions, regardless of role, location, or background
Florence is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are all humans!