Senior Director, Business Development Strategy & Activation

Remote – United States
Strategy | Full-Time | Remote

The Opportunity

Our client is seeking a Senior Director, Business Development Strategy & Activation to lead pre-sale credibility, market positioning, and delivery-informed thought leadership for a high-impact business development activation offering.

This is a strategic, client-facing leadership role for someone who understands how health systems grow, how referral optimization drives revenue, and how to translate complex healthcare economics into commercial credibility and measurable outcomes. You will serve as the subject matter expert who helps prove value in the market, supports sales conversations with executive stakeholders, and helps shape how services are delivered and scaled.

This role sits at the intersection of sales, strategy, consulting, and delivery and is ideal for someone who thrives in healthcare growth strategy, can handle executive-level objections with confidence, and wants to help shape a differentiated offering in the market.

What You'll Do

Pre-Sale Credibility & Positioning (60%)

• Serve as the primary commercial partner for Success Services, joining Sales and Business Development teams on prospect calls and finalist meetings
• Present preliminary diligence findings, such as referral leakage analysis, and demonstrate consultative delivery capability
• Address sophisticated objections from CFOs, COOs, CSOs, and Business Development leaders related to attribution, ROI, and engagement model differentiation
• Contribute to proposals, outcomes-based pricing models, and engagement scoping
• Refine pitch materials, demo workflows, and competitive positioning based on market feedback and field insight

Health System Engagement Delivery (25%)

• Stay involved in select client engagements to remain grounded in implementation and delivery realities
• Support outcomes-based consulting engagements to help client business development teams capture referral optimization opportunities
• Deploy AI-generated playbooks and physician targeting recommendations while coaching liaison teams on precision business development execution
• Lead quarterly business reviews with executive stakeholders, presenting measurable impact tied to success-fee methodologies
• Document and standardize delivery playbooks as the model scales

Thought Leadership & Market Positioning (15%)

• Contribute to conference presentations, webinars, and case studies
• Build relationships with Business Development and Strategy executives to support referrals and market validation
• Stay current on business development best practices, value-based care evolution, and competitive market dynamics
• Translate field insight into product enhancements and onboarding improvements

What We're Looking For

Required Experience

• 7–10 years of progressive experience in healthcare strategy, operations, or consulting
• Deep expertise in health system business development, whether as a practitioner, consultant, or vendor partner
• Strong understanding of healthcare economics, including:
  • FFS margin dynamics
  • APM / VBC contract mechanics
  • referral leakage analysis
• Proven track record delivering consultative engagements over multi-month or multi-year timeframes
• Experience coaching client teams and driving adoption of new workflows or operating models
• Strong executive presence with the ability to engage credibly with CFOs, COOs, CSOs, and senior business development leaders
• Comfort working in outcomes-based environments where success is tied directly to client results
• Ability to influence cross-functional teams without formal authority
• Direct experience in health system business development operations such as liaison, manager, director, or VP-level roles
• Willingness to travel 30–40% for onsite client work

Strongly Preferred

• Background in healthcare consulting with firms such as Advisory Board, Sg2, Chartis, Huron, or Kaufman Hall
• Management consulting training from MBB or Big 4 healthcare advisory
• Experience building or scaling a professional services function
• Experience both selling and delivering consulting engagements
• Operational knowledge of:
  • MSSP
  • ACO REACH
  • TEAM bundles
  • commercial VBC contracts
• Exposure to referral analytics, patient access tools, or physician incentive programs

Nice to Have

• MBA with a healthcare focus
• Experience leading physician alignment or network development initiatives
• Familiarity with value-based contracting and shared savings calculations
• Understanding of MRF and rate transparency data

Why This Role

This is a rare opportunity to join a client-facing strategic role where you can influence both market positioning and real-world client outcomes. You'll play a visible role in shaping how a healthcare growth solution is sold, delivered, and scaled, while partnering with senior leaders across sales, delivery, and client organizations.

If you are a healthcare strategist or BD expert who enjoys combining executive presence, analytical credibility, consulting delivery, and commercial impact, this role offers meaningful visibility and influence.

Apply Now

If you're ready to bring your health system business development expertise, strategic thinking, and consultative leadership to a high-impact remote opportunity, we'd love to hear from you.