Provider Success & Business Development Leader

About Cerula Care

Cerula Care is the first digital health company focused on providing integrated behavioral health (BH) services to people living with cancer. More than 22M people living with cancer have behavioral health needs such as anxiety, depression, substance use disorder, and PTSD. We integrate with oncology practices and health systems through the Collaborative Care Model (CoCM) to wrap our members with a behavioral health team, care programming, and outcomes analysis.

The Collaborative Care Model is an evidence-based clinical model that has been shown to successfully improve mild to moderate behavioral health needs more effectively than the current standard of care. Our care team enhances the traditional CoCM care team by adding a Health Coach (i.e., a health coach focused on holistic behavioral health), given our strong conviction in the benefit of health coaching and wellness in this population. With the right coaching program customized to our members, we will be able to improve our members' behavioral health above and beyond traditional CoCM models.

Why Choose Cerula Care

We understand choosing a place to work is a really important decision, and we want you to know that we do not take it lightly on your behalf – we welcome all your questions as you go through the decision process!

A few things to know about working at Cerula Care:

• Our culture is very collaborative, transparent, supportive, and feedback-driven. All of us (yes all of us – including and especially our co-founders) are open to receiving and giving feedback in a helpful way to ensure we each grow and learn every day and importantly are always improving for the sake of our members and each other.
• We have a big mission to accomplish and we want people who believe in that mission to join us. However, in joining our mission, we are not asking you to give up other parts of your life - we all have our lives outside work, and we absolutely respect each other's needs.
  
  

The Provider Success and Business Development Leader at Cerula Care will play a pivotal role in driving the company's growth by deepening our relationship with customers, mainly oncology practices and oncologists. This dynamic position combines strategic customer success management (70%) with proactive business development (30%). The ideal candidate will excel at devising and implementing strategies to enhance referral volumes from referring providers (e.g., MDs, NPs, APPs, etc.), ensuring retention and expansion within a customer, and driving a strong, consistent customer implementation process. They will collaborate closely with clinical operations and product teams to optimize member (patient) care metrics and product enhancements. On the business development front, they will identify new opportunities, maintain a robust pipeline, and proactively move through the sales process. This role requires a unique blend of healthcare industry knowledge, strategic thinking, relationship-building skills, and strong execution to drive Cerula Care's mission of improving behavioral healthcare for people living with cancer.

Key Skills:

• Healthcare industry expertise, especially selling to medical practices
• Strong relationship-building skills and cross-functional collaboration with diverse clinical stakeholders
• Experience with the end-to-end sales process
• Highly organized
• Data analysis and data-driven decision-making
• Ability to identify pain points and improve customer experience
• Customer segmentation
  
  

Key Characteristics:

• Ambitious: does not shy away from setting and achieving audacious goals
• Adaptable: takes a growth mindset in a startup environment
• Proactive: identifies and tests solutions to challenging problems
• Tenacious: has grit to take setbacks and roadblocks in stride and gears up to move forward
• Active listener: expresses humbleness in interactions by listening first
  
  

Key Responsibilities:

Customer Success (70%)

• The person in this role will:
• Develop and oversee customer implementation processes to ensure smooth integration of our services into customer EHR and workflows, ensuring compliance with all applicable internal and external policies and guidelines
• Devise and implement strategies to enhance referral volume, grow number of providers referring to Cerula Care, and drive overall customer retention
• Partner with the clinical operations team to grow the number of members who enroll with Cerula Care.
• In order to be successful at the above the Customer Success and BD Lead will need to:
• Build and maintain strong relationships with administrators and health care providers (specifically oncologists and palliative care providers and APPs) at oncology practices
• Proactively increase referral volume by working collaboratively within Cerula Care to remove barriers to referral and by proactively creating and implementing strategies to increase referrals
• Analyze customer data to identify trends, opportunities, and areas for improvement
• Collaborate with the product team to incorporate customer feedback into product enhancements
• Partner with the clinical operations team to analyze patient care metrics and implement strategies with clinical leadership to ensure all of our members are getting the right care, at the right time, in the right ways
• Grow with us by eventually:
• Managing and mentoring the customer success team as it grows (there is no dedicated CS team now, but we hope you will grow one with us)
  

Business Development (30%)

• Identify and pursue new business opportunities to expand Cerula Care's customer base
• Develop and maintain a pipeline of potential partners and clients
• Collaborate with marketing to create targeted outreach campaigns
• Negotiate and close deals with new partners and clients
  
  

Educational, Certification, and Experience Requirements:

• Experience selling to medical practices
  
  

Location Requirements:

• 100% virtual
• Based in the mid-Atlantic (VA, NC, MD) and willing to travel 20-40% to customer locations
  
  

Time Commitment, Salary, Start Date:

• Full-time (realistically, 50 hour weeks given we are a fast-paced startup!)
• Start date: February 2025