Director of National Accounts

Job Summary:

The Director of National Accounts and Strategic Partnershipsat FirstLight Home Care plays a critical role in driving national business growth by establishing and managing relationships with key organizational partners and national payors. This position is central to expanding FirstLight's market presence and revenue streams through strategic alliances. The Director will be responsible for identifying, negotiating, and cultivating high-impact partnerships with large, national and regional organizations.

• Managed Care Organizations (MCOs): Securing and managing national contracts with Medicare Advantage, Medicaid, Veteran Affairs, government programs, and commercial health plans to integrate FirstLight's services into their provider networks.
• National Hospital Systems and Integrated Delivery Networks (IDNs): Developing strategic affiliations to position FirstLight as the preferred provider for post-acute and in-home care transitions.
• Large Employers and Employee Assistance Programs (EAPs): Establishing partnerships to offer FirstLight's services as a benefit to employees nationwide.
• Technology and Healthcare Solution Providers: Exploring joint ventures and partnerships that enhance service delivery, operational efficiency, and technological capabilities across the franchise system.

The primary objective is to create sustainable, high-volume referral channels and secure national contracts that drive consistent, profitable business to the entire FirstLight franchise network. This requires a deep understanding of the national healthcare landscape, strong negotiation skills, and the ability to align FirstLight's value proposition with the strategic goals of national partners.

Key Responsibilities:

Essential job duties for this position include the following items. Other duties must be performed as assigned or required.

Identify, negotiate, and cultivate high-impact strategic partnerships with national and regional organizations, including Managed Care Organizations (MCOs), national health systems, and Employee Assistance Programs (EAPs), to secure national contracts for the FirstLight Home Care brand.

Lead all national contract negotiations, including pricing, rate setting, and service-level agreements, to maximize access and drive profitable, consistent business across the entire FirstLight franchise network.

Strategic Growth & Pipeline Management:

• Develop and execute a comprehensive national accounts strategy that directly supports the overall revenue growth and market positioning objectives for FirstLight Home Care.
• Establish and actively manage a structured national sales and partnership pipeline to ensure a steady, high-volume stream of new referrals and business opportunities for local franchise owners.

Local Alignment & Franchisee Enablement:

• Act as the primary liaison between national accounts and local FirstLight Home Care franchise owners or operational teams, ensuring the seamless adoption and execution of all national agreements at the local level.
• Oversee the development of training resources and tools for franchisees/local leadership teams to effectively utilize and leverage national accounts and partnerships to grow their individual businesses.

Cross-Functional Collaboration & Quality Assurance:

• Collaborate closely with Clinical/Compliance teams to ensure all national account programs meet regulatory requirements and maintain the high standard of care commitment across the FirstLight Home Care brand.
• Partner with Sales, Marketing, Operations, and Technology to align on go-to-market strategies, supporting partnership initiatives, and ensuring brand and service quality consistency nationwide.

Market Intelligence:

• Continuously analyze national healthcare trends and the third-party payor landscape (Medicare, Medicaid, Veterans Care Services, etc.) to proactively position FirstLight Home Care for growth in emerging value-based care and managed care programs.

Qualifications:

• Education: Bachelor's degree in Business, Healthcare Administration, Marketing, or a related field (Master's preferred).
• Experience: Significant, proven experience years) in business development, national accounts management, and strategic partnerships within the healthcare industry, particularly home care, home health, or senior services.
• Expertise: Deep knowledge of the third-party payor landscape, including Medicare, Medicaid, Veterans Care Services, and commercial insurance.
• Skills: Exceptional negotiation, relationship-building, strategic thinking, and communication skills, including presentation skills.

Job Type: Full-time

Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Paid time off
• Vision insurance

Ability to Commute:

• Cincinnati, OH Required)

Work Location: In person