Director of Strategic Relations

Job Summary

The Director Strategic Relationships is responsible for selling Apria products and services to prospective and existing commercial payors and hospital systems with a focus on growing the business.

Anticipated BASE SALARY range: $127,000 to $192,000 USD per year with uncapped commission. Compensation may vary based on experience, skills, education, and location.

• Establish relationships with new and existing customers that lead to increased revenue growth.
• Identify business opportunities with new and existing customers that can be memorialized into contractual commitments.
• Responsible for achieving assigned operating earnings and revenue objectives for all assigned accounts.
• Assist with the development of strategies and programs to fulfill identified needs for Apria and key stakeholders.
• Develop and deliver presentations to key stakeholders.
• Manage Apria’s relationship with the account and act as the primary point of contact within Apria for the account.
• Hold quarterly and/or bi-annual meetings to review contract performance and identify opportunities for improvement.
• Analyze customer needs and strategic direction, collect intelligence on competition, and determine opportunities to improve business profitability and strengthen Apria’s strategic position.
• Manage the contracting process including amendments, rate approvals, language review, execution, and implementation of agreements both with the customer and internally.
• Manage request for proposals, proforma and contract processes and ensure timely and appropriate responses to key stakeholders.
• Oversee customer relationships and resolve identified service issues.
• Maintain understanding of trends to ensure continuous improvement within each account, as well as coordination with operations management as needed.
• Execute company initiatives, such as price improvement initiatives, program implementation, and new product rollouts.
• Monitor revenue and profitability trends and key account performance indicators to ensure results are being achieved. Complete reports on contract opportunities and progress in achieving assigned objectives.
• Maintain database of account contacts and key account information.
• Perform other duties as required.

• Four-year college degree OR equivalent experience.
• Degree in Business, Finance, Health Administration or related degree preferred.
• At least eight years related work experience, four of which in a Managed Care Organization or health care provider organization.

• Financial acumen with an ability to understand financial models.
• Strong negotiation skills.
• Proactive strategist with ability to anticipate market changes and trends.
• Demonstrated account management experience.
• Outstanding verbal and written communicator: ability to simplify complex ideas, tell a compelling story using data, and create and deliver compelling presentations for senior leadership.
• Exemplary relationship builder and team player: experience building successful partnerships and influencing stakeholders and colleagues, with direct authority, to drive projects forward.
• Accomplished problem solver: creative yet pragmatic, with ability to effectively problem-solve anticipated and unexpected challenges.
• Strong results driver: consistently delivers flawless execution and high-quality deliverables despite ambiguity, at times managing simultaneous projects with competing priorities.
• Excellent strategic thinker: ability to synthesize multiple inputs, use incomplete information to get to the crux of issue, and step back and see bigger picture.
• Decision-making skills.

Intermediate level of Microsoft Office.

English (reading, writing, verbal).

Travel required as necessary (up to 50%).

This is a stationary position that requires frequent sitting or standing, repetitive wrist motions, grasping, speaking, listening, close vision, color vision, and the ability to adjust focus. May also require occasional lifting, carrying, walking, climbing, kneeling, bending/stooping, twisting, pulling/pushing, walking, bending, stooping, and reaching…