Senior Director Business Development and Strategic Partnerships

York, PA | Professional | Tracking Code: 71608

Job Description:

This position will report to the Vice President-Business Development. This role works closely with the WellSpan leadership team to organize sales and account management to employer partners, key physician practices and key strategic relationships to WellSpan with a focus on delivering growth and value. Serves as strategic leader for an externally facing strategy to build relationships for the organization with specific focus on employer and physician partnerships. Works in a highly matrixed environment with other executive leaders to secure healthcare partnership acumen of choice and drive direct relationships that align with organizational mission, vision, and goals.The Senior Director of Business Development and Strategic Partnerships is a strong leader with a proven track record of complex sales of new business and account management of critical relationships with external stakeholders with the goal of being the healthcare partner of choice, and will have a demonstrated track record of success in building high performing sales and account management teams. This Senior Director is responsible for managing the following teams: Physician Office Liaisons, the Well At Work Sales and Account Management team, other key relationship drivers that may include but are not limited to: Lab, Sleep Services, Population Health initiatives.



  1. Employer & Independent Practice - New Market Development – Identify and build a pipeline for comprehensive market of employers and independent providers in central PA, capture market share, contribute marketing strategy ideas, competitive pricing strategies, and initiation of new programs. Build a pipeline for Well At Work established and emerging offerings; Population Health Direct to Employer Offerings; Payer Partnerships and WellSpan Health Plan based on the criteria of an ideal prospect. Own the prospect outreach, communications, meetings, pitches, RFPs and negotiation of employer and independent provider contracts.
  2. System Leadership and Employer/Independent Provider Initiative Alignment – Under the direction of the System VP of Business Development, supports the organizational process to manage the strategic deployment and business development initiatives of the system (comprised of key system and operational leaders). Is responsible for aligning key employer and independent efforts as they relate to a go to market strategy through value and affordability. This position will be critical in the management of the partner evaluation, selection and management process and serve as key collaborator to drive future positioning as the system leader in the business community. Responsible to create alignment through leadership to ensure business plans balance strategic, financial and operational issues to achieve smart and sustainable growth and competitive performance.
  3. External Community Leader Relationships - On behalf of the system, the Senior Director of Business Development leads the WellSpan interface with key external employer and independent physician practice customers with the interest to design and implement a comprehensive service program to address a health mission and healthcare partnership need. Initiate and maintain relationships with external stakeholders whereby employer and independent relationships may interface such as brokers, consultants, Chambers etc. Also stay connected to industry organizations as needed to connect with key business leaders in the community.
  4. Business Development Departmental Leadership - Develops and supervises all externally facing team members and ensures that all team members are functioning at the top of their skill set. Facilitates key marketing efforts, communication tools and customer interface tactics to ensure a proactive approach to external outreach. Communicate and collaborate with internal stakeholders on a consistent basis to build awareness and knowledge of both voice of the customer and meeting internal needs to support growth and value and affordability goals. Will conduct sales forecasting and management of the prospect stages, along with supporting the operational leadership teams with long range financial planning that includes key employer and independent physician practices in the WellSpan pipeline.
  5. Other Project Management Leadership -- Continuously assess and analyze the competitive healthcare landscape for potential employer and provider related relationship opportunities. This position is responsible to make appropriate recommendations to senior management and regularly articulate trends and updates in market activity.


  • Minimum Experience:
    • 10 years’ of experience with overseeing successful sales and account management teams.
    • Min Field of Expertise: Finance, Business, Health Care Administration, Marketing, Public Relations
  • Minimum Education:
    • Master’s Degree with minimum of 10 years of sales and account management experience.
  • Skills:
    • Sales, excellent interpersonal / communication skills, organizational skills, problem solving skills, customer service skills, business acumen. Use of a variety of computer applications; Strong presentation, problem-solving, organization, facilitation and implementation, proposal writing; Knowledge of healthcare opportunities and care delivery; Ability to work as part of a team and as part of a matrix.
    • Experience in healthcare sales with various levels of an organization. Strong oral and written communication skills. Strong personal presence with professional personnel. Strong group facilitation and presentation skills. Effective use of personal computer technology for generating reports, trending information, and creating presentations. Understands and role models System Mission, Vision, Values and Working as One

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Why WellSpan Health?

WellSpan Health is an integrated health system that serves the communities of central Pennsylvania and northern Maryland. The organization comprises a multispecialty medical group of more than 1,600 physicians and advanced practice providers, a regional behavioral health organization, a home care organization, eight respected hospitals, more than 20,000 employees and 200 patient care locations. WellSpan is a charitable, mission-driven organization committed to exceptional care for all, lifelong wellness and healthy communities. We are committed to transforming the health of the communities we serve and to educating the next generation of clinicians, staff and leaders.

Employment Benefits

  • Sign-on incentives for new employees (click here for details)
  • Medical, dental and vision insurance
  • Life and accidental death insurance
  • Supplemental life insurance
  • Retirement savings plan
  • Paid time off (PTO)
  • PTO bridging
  • Short-term disability
  • Educational assistance
  • Forgivable loan
  • Flexible spending
  • Credit union
  • Employee recreational activities
  • Childcare
  • Complimentary medicine discounts

Diversity & Inclusion

Welcome. Respect. Value.

Wellspan Health believes that diversity includes all the human characteristics that make each of us similar as well as different. We strive to make every person feel welcomed, respected, and valued while creating a safe and inclusive environment where we all have the individual freedom to express our uniqueness in a respectful manner.

WellSpan Health is an Equal Opportunity Employer. It is the policy and intention of the System to maintain consistent and equal treatment toward applicants and employees of all job classifications without regard to age, sex, race, color, religion, sexual orientation, gender identity, transgender status, national origin, ancestry, veteran status, disability, or any other legally protected characteristic. WellSpan Health does, however, have a tobacco-free/nicotine-free hiring policy.

Quality of Life

Founded in 1741, the city of York is considered by many as the first capital of the United States. The Articles of Confederation were signed by the Second Continental Congress here in 1777. Its beautifully restored historic district is an architectural treasure. While York retains its farming and manufacturing heritage, at its heart York is a thriving cultural community that has attracted creative talent and innovative entrepreneurial investors from across the nation.

Life in York County offers affordable housing, options for higher education, a thriving arts and cultural community, historical attractions, parks and recreational resources, semi-professional baseball team, fine dining and more — within an easy drive of major East Coast cities.

York County residents can find local employment in healthcare, manufacturing, technology, agricultural and service sectors. (Patient population: 445,000)