Director of Business Development

Position Summary

The Director of Business Development is a key strategic leader responsible for driving growth of the IPA’s provider network by identifying, recruiting, and onboarding high-performing primary care physicians (PCPs), internal medicine, and geriatric medicine providers into the IPA. This individual will also be responsible for ensuring network adequacy across specialties, identifying opportunities for market expansion, and enhancing provider readiness and engagement. The Director will collaborate closely with contracting, provider relations, credentialing, and community/broker teams to deliver a seamless onboarding experience and strong growth outcomes.

Key Responsibilities

• Provider Recruitment & IPA Expansion:
• Lead efforts to identify and recruit new PCPs, internal medicine, and geriatric medicine providers into the IPA network.
• Build relationships with physician practices, independent groups, and health system partners to pitch the value proposition of joining a high-performing, full-risk Medicare Advantage IPA.
• Conduct due diligence on provider groups to assess clinical alignment, cultural fit, and operational readiness.
• Track and manage a robust pipeline of prospects in collaboration with contracting and credentialing teams.
• Provider Onboarding & Integration:
• Lead new provider onboarding process in coordination with Provider Relations, Credentialing, Contracting, and IT/Operations teams.
• Educate providers and their practice staff on:
• VBC principles and how they differ from Fee-for-Service
• MSO-provided support services
• Medicare Advantage plan performance expectations
• Contracts, compensation models, performance incentives, and care transformation expectations
• Ensure practices are equipped with necessary tools, EMR templates, and workflows to succeed under value-based contracts.
• Partner with the CMO and Provider Engagement teams to transition new providers into clinical education and performance improvement programs.
• Specialty Network & Network Adequacy Oversight:
• Monitor and ensure network adequacy for key specialties (e.g., cardiology, nephrology, endocrinology, behavioral health) in accordance with CMS and plan-specific standards.
• Identify specialty access gaps by region and initiate strategic partnerships or contracting discussions to address them.
• Maintain up-to-date rosters of high-quality specialists aligned with value-based care principles.
• Market Expansion & Strategic Growth:
• Analyze market trends, competitor networks, demographic shifts, and Medicare Advantage penetration rates to identify new geographies for IPA expansion.
• Collaborate with the operating team to build a go-to-market strategy for new regions, including provider acquisition targets, community partnerships, and payor discussions.
• Partner with payors to understand network needs and geographic priorities for new Medicare Advantage products.
• Broker, Provider, and Community Engagement (Minor but Collaborative Role):
• Collaborate with the Broker and Community Coordinator to align provider network growth with member growth strategies.
• Participate in provider-broker events, open houses, and joint marketing efforts when appropriate.
• Provide support in building awareness of the IPA’s growing provider network within the community and among payor representatives.
  
  

Qualifications

• Education: Bachelor’s degree in Healthcare Administration, Business, Public Health, or related field required. Master’s degree (MBA, MHA) preferred.
• Experience: Minimum of 5–7 years in provider network development, business development, provider contracting, or IPA/MSO growth roles. Experience in full-risk Medicare Advantage VBC environment strongly preferred.
• Licensure/Certifications: Not required, but knowledge of CMS network adequacy standards and Medicare Advantage structure is critical.
  
  

Key Skills & Competencies

• Deep understanding of physician practice operations and the needs of independent PCPs.
• Proven ability to sell value-based care model to physician audiences.
• Familiarity with Medicare Advantage risk-bearing models, capitation, and provider incentives.
• Strong project management and stakeholder engagement skills.
• Excellent interpersonal, negotiation, and presentation abilities.
• Ability to work independently and travel to provider offices and expansion markets.
• Data-driven decision-making and ability to manage performance against KPIs.