Director of Employer Partnerships & Business Development

The Director of Employer Partnerships & Business Development is responsible for driving 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.

Reporting Structure: Direct report to the Chief Growth and Strategy Officer

Essential Duties and 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.

Qualifications

Required

• 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