Director of Employer Partnerships & Business Development

About the Role

The Director of Employer Partnerships & Business Development drives growth of TOA's direct-to-employer (DTE) business strategy by developing relationships with self-funded employers, third-party administrators (TPAs), benefits consultants, brokers, and healthcare purchasing organizations. This individual will identify new business opportunities, cultivate strategic partnerships, and expand access to TOA's high-value orthopedic services, surgery centers, bundled payment programs, and musculoskeletal solutions.

The ideal candidate is a relationship-builder with experience in healthcare business development, employer health strategies, self-funded plans, value-based care, or benefits consulting. This role reports directly to the Chief Growth and Strategy Officer.

Responsibilities

• Business Development & Sales
  • Develop and execute a comprehensive strategy to grow TOA's direct-to-employer business.
  • Identify, prospect, and secure new employer partnerships throughout Tennessee and surrounding markets.
  • Build relationships with self-funded employers, benefits leaders, human resource executives, TPAs, brokers, consultants, and employer coalitions.
  • Develop and maintain a robust sales pipeline and manage opportunities from initial contact through implementation.
  • Present TOA's value proposition, bundled payment programs, surgery center solutions, and specialty orthopedic services to prospective partners.
  • Negotiate business terms and coordinate contract development with internal leadership.
• Strategic Partnerships
  • Establish partnerships with employer coalitions, benefits consultants, and healthcare navigation companies.
  • Identify opportunities to expand TOA's presence within centers-of-excellence programs and bundled payment initiatives.
  • Collaborate with payer strategy, clinical leadership, and operational teams to develop innovative employer-focused solutions.
  • Monitor market trends and competitor activity to identify growth opportunities.
• Account Management
  • Serve as the primary relationship manager for assigned employer accounts.
  • Conduct regular business reviews with employer partners.
  • Monitor utilization, patient experience, and program performance metrics.
  • Identify opportunities to expand services within existing accounts.
• Internal Collaboration
  • Work closely with executive leadership to align business development activities with organizational growth objectives.
  • Collaborate with marketing teams to develop employer-facing materials and presentations.
  • Coordinate with operational leaders to ensure successful implementation and ongoing support of employer partnerships.
  • Assist in developing pricing strategies, bundled payment offerings, and value-based care initiatives.
• Market Intelligence & Reporting
  • Maintain accurate CRM records and sales activity reporting.
  • Track pipeline performance, contract status, and revenue opportunities.
  • Prepare executive-level reports detailing business development activity and growth projections.
  • Analyze employer healthcare trends and recommend strategic initiatives.

Requirements

• Qualifications
  • Bachelor's degree in Business, Healthcare Administration, Marketing, or related field.
  • Minimum 5 years of business development, healthcare sales, employer benefits, or healthcare consulting experience.
  • Demonstrated success developing and growing strategic partnerships.
  • Strong presentation, negotiation, and relationship management skills.
  • Ability to engage senior-level executives including CEOs, CFOs, CHROs, and Benefits Directors.
  • Experience managing complex sales cycles and contract discussions.
  • Ability to travel throughout Tennessee and surrounding markets.
• Preferred
  • Experience working with self-funded employers.
  • Knowledge of healthcare benefits design, TPAs, employer health plans, and direct contracting models.
  • Experience with bundled payments, value-based care, or centers-of-excellence programs.
  • Existing relationships within the employer benefits, broker, or consultant community.
  • Experience in orthopedic, ambulatory surgery center, or specialty healthcare environments.

Key Performance Indicators (KPIs)

• New employer partnerships executed.
• Annual direct-to-employer revenue growth.
• Qualified sales pipeline value.
• Number of employer prospect meetings conducted.
• Contract conversion rate.
• Expansion of existing employer relationships.
• Employer retention and satisfaction.
• Growth in bundled payment and surgery center utilization.

Core Competencies

• Strategic Thinking
• Executive Presence
• Consultative Selling
• Relationship Development
• Healthcare Market Knowledge
• Negotiation & Contracting
• Data-Driven Decision Making
• Cross-Functional Collaboration
• Results Orientation