Business Development Representative - ACO Growth
Florida, NY (Hybrid)
$65K/yr – $75K/yrFull time
Posted 4 months ago
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Job Description
Business Development Representative - ACO Growth
Department: Value-Based Care Programs
Employment Type: Full Time
Location: Remote
Reporting To: Sean Zargari
Compensation: $65,000 - $75,000 / year
Description
Astrana Health is seeking a Business Development Representative - ACO Growth to drive top-of-funnel growth and new partner acquisition for the organization’s Accountable Care Organization (ACO) initiatives. This role focuses on outbound prospecting, lead generation, and meeting development with physician groups, independent practices, and healthcare organizations interested in participating in value-based care and ACO programs.
Reporting to the Senior Director of ACO Growth, this BDR plays a critical role in building the
organization’s ACO pipeline by identifying qualified opportunities, initiating conversations with prospective partners, and supporting the sales process through follow-up, relationship nurturing,
and meeting coordination. As the role ramps and performance milestones are achieved, the BDR
may also lead select smaller opportunities through the closing process, supporting expansion of
the ACO network and physician participation. This position requires a high-energy,
entrepreneurial sales mindset, strong communication skills, and a genuine interest in healthcare transformation and value-based care.
Our Values:
• Patients First
• Empowering the Independent Provider
• Be Innovative
• Operate with Integrity & Deliver Excellence
• Team of One
Reporting to the Senior Director of ACO Growth, this BDR plays a critical role in building the
organization’s ACO pipeline by identifying qualified opportunities, initiating conversations with prospective partners, and supporting the sales process through follow-up, relationship nurturing,
and meeting coordination. As the role ramps and performance milestones are achieved, the BDR
may also lead select smaller opportunities through the closing process, supporting expansion of
the ACO network and physician participation. This position requires a high-energy,
entrepreneurial sales mindset, strong communication skills, and a genuine interest in healthcare transformation and value-based care.
Our Values:
• Patients First
• Empowering the Independent Provider
• Be Innovative
• Operate with Integrity & Deliver Excellence
• Team of One
What You'll Do
- Conduct targeted outbound prospecting to identify physician groups, practices, and healthcare organizations that may benefit from participation in ACO programs.
- Build and manage a pipeline of qualified opportunities through phone outreach, email
campaigns, LinkedIn engagement, in field prospecting and other sales tools. - Research target organizations and decision-makers to tailor outreach strategies.
- Maintain accurate prospect and activity tracking in CRM systems.
- Qualify prospective partners by identifying organizational needs, value-based readiness,
and alignment with ACO participation criteria. - Schedule discovery meetings and introductory presentations for the Senior Director of
ACO Growth and other leadership. - Prepare background information and briefing materials for leadership prior to meetings.
- Manage follow-up communication with prospects after meetings, presentations, and
industry events. - Maintain engagement with prospective partners throughout the early sales cycle.
- Assist with proposal development, information requests, and coordination with internal
teams. • Support the Senior Director in progressing opportunities through the sales pipeline. - As experience grows, independently manage smaller opportunities and lower-complexity
engagements. - Participate in sales presentations, prospect meetings, and industry discussions as needed.
- Track and report on outreach activity, conversion metrics, and pipeline progress.
- Identify emerging market opportunities and competitive insights.
- Provide feedback on messaging, outreach strategies, and prospect engagement tactics.
- Travel periodically to attend meetings with physician groups, conferences, and industry
events. - Support on-site presentations and relationship-building activities with potential ACO
partners. - Other duties as assigned
Qualifications
- Bachelor’s degree in Business, Healthcare Administration, Marketing, or related field
- 2+ years of experience in sales development, business development, or inside sales
- Strong prospecting, outreach, and relationship-building skills
- Excellent verbal and written communication skills
- Ability to manage high volumes of outreach activity and maintain strong organization
- Proficiency with CRM tools and Microsoft Office (Excel, PowerPoint, Outlook)
You're great for this role if you have:
- Experience in healthcare, physician practice sales, managed care, or value-based care
- Knowledge of ACO models, population health, or healthcare payment reform
- Experience with outbound prospecting tools such as Salesforce, HubSpot, Outreach, or
similar platforms - Strong sales prospecting and lead generation capability
- Ability to build rapport quickly with physicians and healthcare leaders
- Highly motivated with a results-driven mindset
- Strong follow-through and attention to detail
- Comfortable operating in a fast-paced startup-style growth environment
- Ability to work independently while collaborating with senior leadership
Environmental Job Requirements and Working Conditions
- This is a full-time position that will operate in EST hours.
- This is a hybrid position, where you will be working remote with required travel across the US. Travel is expected up to 30% for the first year, however, we are seeking candidates who are interested in growing into a larger-capacity role after year 1 with more frequent travel.
- The national target compensation for this position is $95-$105K annually. Compensation will be comprised of a base salary between $65,000 - $75,000 per year, as well as a performance-based bonus structure. Actual compensation will be determined based on geographic location (current or future), experience, and other job-related factors.
- Performance bonus structure will be based 50% on individual performance and 50% on company performance, tied to Astrana's YoY ACO membership growth. Earning potential for bonus is up to 40% of base pay.
- Total earning potential between base + bonus is $100-$105K
Astrana Health is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. All employment is decided on the basis of qualifications, merit, and business need. If you require assistance in applying for open positions due to a disability, please email us at humanresourcesdept@astranahealth.com to request an accommodation.
Astrana Health, Inc.
Astrana Health is a physician-centric, technology-enabled healthcare company committed to delivering access to high-quality, patient-centered care. Through its proprietary end-to-end technology platform, Astrana empowers providers to deliver more proactive, preventive care - improving patient outcomes, elevating patient experiences, improving the well-being of providers, and driving greater value.Today, Astrana supports more than 20,000 providers and over 1.6 million Americans in value-based arrangements through its affiliated provider networks, management services organization, and primary, specialty, and ancillary care delivery clinics. Together, Astrana is building what our healthcare system should be - one that delivers better care, better experiences, and better outcomes for all. For more information, visit www.astranahealth.com.
