Director, Healthcare Partnerships

Build and foster relationships with strategic accounts that may have a regional or national presence and/or multiple lines of business with Mom’s Meals, including Long-term Care (Long-term Services and Supports), Post-discharge, and/or Chronic Care meals programs. Lead a team of regional field-based Managers of Healthcare Partnerships. This position reports to the Vice President of Healthcare Partnerships.

Responsibilities

• Oversee and implement Medicaid and Long-Term Care field sales systems to maximize territory outcomes across core field sales areas: meeting forecast, maximizing field engagements, growth, service continuity, and overall business development.
• Onboard and implement new health plan accounts with Implementation Manager and broader Mom’s Meals team; establish relationships, develop training materials, and train account team members on service.
• Evaluate territory performance and monitor productivity, metrics, workload, and outputs while ensuring compliance with policies and processes; address issues through corrective action as needed.
• Identify opportunities for internal and external value story creation with accounts, including clinical data analyses, readmission/utilization/cost-savings analyses, quality improvement, or case studies.
• Understand healthcare partners’ strategies regarding quality, social determinants of health, and/or market differentiation; position Mom’s Meals as a strategic partner to help deliver on organizational goals.
• Represent Mom’s Meals at national and regional conferences, including assembling display tables or booths, engaging attendees, and following up with leads.
• Travel regionally and nationally to call on accounts and attend conferences.
• Oversee field rides and virtual assessments of customer-facing presentations, including in-services, customer leadership meetings, and continuing education programs.
• Mentor, coach, develop, and support the field sales team to drive productivity and results.
• Partner with senior leadership to refresh customer service messaging, ensuring consistent language across marketing collateral, slide decks, in-services, and continuing education.
• Oversee field team CRM training and compliance to ensure timely and consistent recording of customer engagements, contacts, and other system information for reporting.
• Develop and manage performance scorecards for the field team.
• Cover open territories as needed.
• Develop and deliver Quarterly Account Plans in collaboration with Mom’s Meals leadership (Sales, Marketing, Operations, Analytics, IT, and others).
• Maintain continual communication and alignment with Mom’s Meals leadership to meet the needs of accounts and the business.

Requirements

• Bachelor’s degree in Business Management or related field.
• Minimum 5 years of combined clinical work and/or healthcare account management, business development, or sales experience.
• Expertise in LTSS, HCBS, and Medicaid programs, including Managed Medicaid, LTSS, and Medicaid FFS programs.
• Proven track record of setting and tracking milestones, follow-up, consistent documentation, and timely, professional communication with stakeholders.
• Ability to engage in pleasant and professional dialogue with partners and develop trusting, mutually respectful, and beneficial relationships with key accounts and internal teams.
• Demonstrated success in identifying root issues and creating new processes with internal and external teams to improve members’ and partners’ experiences.
• Strong communication and presentation skills.
• Sincerity and passion for helping people.
• Proficiency in Microsoft Office (Outlook, Word, Excel, PowerPoint).
• Experience with CRM, Salesforce, or similar organizational sales software.
• Willingness to travel up to 50% of the time for day and overnight trips, both regionally and nationwide.
• Ability to assemble and disassemble table and/or booth displays for conferences.

Preferred Qualifications

• Previous work with Medicaid and Medicare Advantage Managed Care plans.
• Knowledge of Medicaid benefit programs.
• Clinical background (Nurse, Registered Dietitian).
• Experience with pilot program development, execution, and quality (HEDIS, Stars) measures.

Benefits

• PTO, holiday pay, and holiday of choice.
• 401(k) match.
• Life insurance.
• Short-term disability.
• Health, dental, and vision insurance.
• Maternity/paternity leave.
• Health savings account (HSA).
• Flexible spending accounts (FSA) – health and dependent care.

Pay

Salary Range: $136,000 - $160,000 plus 30% bonus target.

Physical Requirements

• Repetitive motions involving the wrists, hands, and/or fingers.
• Sedentary work primarily involving sitting or remaining stationary for prolonged periods.
• Visual perception, including peripheral vision, depth perception, and the ability to adjust focus.