Business Development Representative - ACO Growth - Florida/Georgia

Department: Value-Based Care ProgramsLocation: RemoteCompensation: $80,000 - $93,000 / year Description Astrana Health is seeking a Business Development Representative - ACO Growth to drive top-of-funnel growth and new partner acquisition for the organization’s Accountable Care Organization (ACO) initiatives. This role focuses on outbound prospecting, lead generation, and meeting development with physician groups, independent practices, and healthcare organizations interested in participating in value-based care and ACO programs. Reporting to the Senior Director of ACO Growth, this BDR plays a critical role in building the organization’s ACO pipeline by identifying qualified opportunities, initiating conversations with prospective partners, and supporting the sales process through follow-up, relationship nurturing, and meeting coordination. As the role ramps and performance milestones are achieved, the BDR may also lead select smaller opportunities through the closing process, supporting expansion of the ACO network and physician participation. This position requires a high-energy, entrepreneurial sales mindset, strong communication skills, and a genuine interest in healthcare transformation and value-based care. Our Values: • Patients First • Empowering the Independent Provider • Be Innovative • Operate with Integrity & Deliver Excellence • Team of One What You'll Do Analyze market dynamics, provider landscapes, and competitive positioning to identify high-value partnership opportunitiesEvaluate prospective providers based on strategic fit, growth potential, and alignment with value-based care objectivesPrioritize outreach and engagement efforts based on market needs, organizational goals, and potential return on investmentProvide recommendations to leadership on target markets, provider segments, and outreach strategiesDevelop and execute targeted outreach strategies for engaging physician groups, practices, and healthcare organizationsLead initial engagement discussions with prospective partners, presenting value-based care offerings and partnership opportunitiesTailor messaging and engagement approaches based on provider type, size, and market conditionsBuild and maintain relationships with key stakeholders to advance partnership discussionsOwn and manage a pipeline of prospective ACO partners, ensuring alignment with strategic growth prioritiesExercise judgment in advancing, pausing, or deprioritizing opportunities based on evolving business needsLead follow-up strategies and engagement plans to move opportunities through the pipelineAs appropriate, independently manage lower-complexity opportunities through later stages of the sales cyclePartner with internal stakeholders including Network Management, Operations, and Clinical teams to align partnership strategiesProvide input into proposal development, partnership structuring, and engagement approachesInfluence internal decision-making by providing insights on provider needs, market trends, and competitive dynamicsAnalyze outreach effectiveness, pipeline conversion trends, and engagement outcomes to refine strategiesIdentify opportunities to improve messaging, targeting, and engagement tacticsProvide data-driven insights and recommendations to leadership to enhance ACO growth performanceConduct in-person meetings, site visits, and presentations with prospective provider partnersRepresent the organization at industry events, conferences, and networking opportunitiesServe as a market-facing representative to support brand awareness and relationship developmentOther duties as assigned Qualifications Bachelor’s degree in Business, Healthcare Administration, Marketing, or related field2+ years of experience in sales development, business development, or inside salesStrong prospecting, outreach, and relationship-building skillsExcellent verbal and written communication skillsAbility to manage high volumes of outreach activity and maintain strong organizationProficiency with CRM tools and Microsoft Office (Excel, PowerPoint, Outlook)You're great for this role if you have:Experience in healthcare, physician practice sales, managed care, or value-based careKnowledge of ACO models, population health, or healthcare payment reformExperience with outbound prospecting tools such as Salesforce, HubSpot, Outreach, or similar platformsStrong sales prospecting and lead generation capabilityAbility to build rapport quickly with physicians and healthcare leadersHighly motivated with a results-driven mindsetStrong follow-through and attention to detailComfortable operating in a fast-paced startup-style growth environmentAbility to work independently while collaborating with senior leadership Environmental Job Requirements and Working Conditions This is a full-time position that will operate in EST hours, but require working across time zones per business need. We are seeking candidates located in Florida or Georgia.This is a hybrid position, where you will be working remote with required travel across the East Coast. Travel is expected up to 30% for the first year, however, we are seeking candidates who are interested in growing into a larger-capacity role after year 1 with more frequent travel.The national target compensation for this position is $80,000 - $120,000 annually, between base salary and bonus structure. Compensation will be comprised of a base salary between $80,000 - $93,000 per year, as well as a performance-based bonus structure. Actual compensation will be determined based on geographic location (current or future), experience, and other job-related factors. Performance bonus structure will be based 50% on individual performance and 50% on company performance, tied to Astrana's YoY ACO membership growth. Earning potential for bonus is up to 30% of base pay.Astrana Health is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. All employment is decided on the basis of qualifications, merit, and business need. If you require assistance in applying for open positions due to a disability, please email us at humanresourcesdept@astranahealth.com to request an accommodation.