Director of Provider Partnerships – South East

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🌲 North Carolina, South Carolina – Remote

🌲 North Carolina – Remote 🌴 South Carolina – Remote

⏰ Full Time

🔴 Lead

💰 Account Manager

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Luminate

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2018

🏥 Healthcare

🤝 B2B

⚕️ Healthcare Insurance

Healthcare • B2B • Healthcare Insurance

Luminate is a healthcare company that builds technology-enabled services and clinical programs to deliver oncology infusion and supportive cancer care at home. The company partners with oncology clinics, health systems, and health plans to act as an integrated extension of existing providers—coordinating drug dispensing with the originating clinic, and delivering nurse-led, at-home chemotherapy and infusion services to reduce clinic burden, lower total cost of care, and improve patient experience. Luminate also develops medical-device technologies (pre-clinical/clinical-stage) and runs clinical trials to prevent treatment side effects and enable safe home-based oncology care.

📋 Description

• Develop a territory strategy prioritizing oncology practices, networks, and health systems with the greatest potential for patient and commercial impact • Build and own Luminate's provider partnership pipeline across Georgia, North Carolina, and South Carolina • Activate existing oncology industry relationships to create senior-level access and partnership opportunities • Build new relationships through referrals, industry networks, conferences, targeted outreach, and engagement with regional oncology leaders • Lead opportunities as the senior relationship owner and coordinate Luminate subject matter experts • Develop detailed account plans mapping decision-makers, champions, organizational priorities, and required actions • Maintain a quality pipeline to consistently deliver revenue targets • Lead discovery with provider executives and clinical leaders • Create account-specific partnership cases connecting Luminate's programs to provider needs • Identify and address concerns that could delay or prevent partnerships • Develop proposals, financial analyses, and responses to provider questions with executives and subject matter experts • Represent Luminate in the regional oncology ecosystem through conferences and relationships with associations, networks, and industry leaders • Identify opportunities for Luminate leaders and subject matter experts to participate in regional events • Bring provider feedback, competitive intelligence, and emerging market needs into product, service, positioning, and commercial strategy decisions • Maintain accurate account plans, opportunity stages, next steps, relationship maps, and forecasts in Luminate's CRM • Report on signed partnerships, qualified pipeline, conversion rates, expected patient and revenue impact, time to conversion, forecast accuracy, and territory risks • Review performance with leadership and adapt territory priorities and account strategies based on evidence • Share successful approaches, market intelligence, and relationship insights with other Provider Partnerships Directors

🎯 Requirements

• 8+ years' prior experience in oncology provider business development, strategic accounts, value-based care, market access, or a related commercial role • An established and current network of senior relationships within oncology practices and health systems in the assigned territory • A demonstrated track record of converting senior healthcare relationships into meaningful revenue • Demonstrated success navigating long, multi-stakeholder healthcare sales cycles involving multiple clinical and non-clinical decision-makers • A strong understanding of oncology care delivery and the strategic priorities of oncology practices and health systems • An ability to develop clear account strategies, partnership proposals, and value propositions for both clinical and non-clinical healthcare audiences • Comfort working in an early-stage environment where commercial processes, positioning, and partnership structures are still being developed, and a willingness to personally execute the work required to win • Willingness and ability to travel weekly within the assigned territory or nationally for account visits, meetings and conferences • Experience using a CRM and sales engagement tools such as HubSpot and LinkedIn Sales Navigator • An understanding of value-based care and alternative payment models, including how provider organizations view the pros and cons of such models • Experience directly negotiating provider agreements, strategic partnership agreements, value-based arrangements, or other complex healthcare contracts • Relationships with health plans, oncology benefit leaders, pharmaceutical manufacturers, or other organizations that influence oncology care delivery within the territory • Experience planning, producing, or moderating webinars, podcasts, panels, or other professional educational events

🏖️ Benefits

• Highly competitive salary and equity package • Flexible benefits package • Company laptop, headphones, camera and teamwear • Flexible working hours • Generous vacation policy