Apria Healthcare

  • Director, Managed Care

    Requisition ID
    2018-4361
    # of Openings
    1
    Category
    Sales Field
    Location : Location
    US-CA-Lake Forest
    Full/Part Time
    Full-time
  • Job Summary

    With over 300 locations across the US, Apria Healthcare’s mission is to improve the quality of life for our 1.8 million patients at home by providing home respiratory services and select medical equipment to help them sleep better, breathe better, heal faster, and thrive longer. Additional information can be found at www.apria.com.

     

    JOB SUMMARY

    The Director of Managed Care is responsible for the establishment of and maintenance of commercial payor accounts. This position primarily interacts with the payor’s contracting team to develop and increase business and to promote Apria to all payor lines of business to meet strategic business objectives.

     

    ESSENTIAL DUTIES AND RESPONSIBILITIES

    • Sell Apria services to prospective and existing managed care clients with a focus on growing the business.
    • Establish relationships with new and existing customers that can lead to increased revenue growth.
    • Identify business opportunities with new and existing customers that can be memorialized into contractual commitments.
    • Responsible for achieving assigned operating earnings and revenue objectives for all assigned large managed care accounts.
    • Develops business plans for the assigned book of business and account-level plans on an annual basis and refines and executes on the plan throughout the year.
    • Develops business relationships with key account decision makers and influencers at a Director and VP level.
    • Manages Apria’s relationship with the account and acts as the primary point of contact within Apria for the account.
    • Holds quarterly and/or bi-annual meetings to review contract performance and identify opportunities for improvement.
    • Analyzes customer needs and strategic direction, collects intelligence on competition, and determines opportunities to improve contract profitability and strengthen Apria’s strategic position.
    • Manages the contracting process including contract amendments, rate negotiation, rate approvals, language review, execution, and implementation of executed agreements both with the customer and internally.
    • Coordinates with Apria’s sales management to capture referral-source level revenue growth and product mix optimization opportunities.
    • Oversees daily operations of accounts and resolves identified service issues.
    • Maintains understanding of authorization process, DSO and account trends to ensure continuous improvement within each account, as well as coordination with operations management as needed.
    • Executes company initiatives, such as price improvement initiatives, program implementation, and new product rollouts.
    • Monitors revenue and profitability trends and key account performance indicators to ensure results are being achieved. Completes reports on contract opportunities and progress in achieving assigned objectives. Maintains database of account contacts and key account information.
    • Maintains database of account contacts and key account information.
    • Ensures adherence to company policies and procedures.
    • Performs other duties as required.

     

    SUPERVISORY RESPONSIBILITIES

    • N/A

    Minimum Required Qualifications

    MINIMUM REQUIRED QUALIFICATIONS

     

    Education and/or Experience

    • Four-year college degree is required.
    • Eight years of related work experience, four in a Managed Care Organization or health care provider organization is required.
    • Demonstrated Account management experience.

     

    Certificates, Licenses, Registrations or Professional Designations

    • N/A

     

    SKILLS, KNOWLEDGE AND ABILITIES

    • Demonstrated ability to deliver results and execute on business plans.
    • Financial acumen with an ability to understand financial models.
    • Strong negotiation skills.
    • Proactive strategist with ability to anticipate market changes and trends.
    • Strategic critical thinker who is a team player
    • Dynamic verbal and written presentation skills
    • Ability to multi task and prosper in a fast-paced, high pressure environment
    • Leadership
    • Business Acumen
    • Strategic Thinking
    • Problem Solving/Analysis
    • Project Management
    • Communication Proficiency
    • Personal Effectiveness/Credibility

     Computer Skills

    • Advance skills in Access, Excel, PowerPoint, MS Project, Visio, Word

    Language Skills

    • English (reading, writing, verbal)

     Mathematical Skills

    • College level mathematical proficiency, with a strong ability to understand, interpret and develop spreadsheet data.

     

    PREFERRED QUALIFICATIONS(only include Preferred Qualifications if needed)

     

    Education and/or Experience

    • Bachelor’s degree in Business, Finance, Health Administration or related degree is preferred.

     

    PHYSICAL DEMANDS

    This is a stationary position that requires frequent sitting or standing, repetitive wrist motions, grasping, speaking, listening, close vision, color vision, and the ability to adjust focus.  It also may require occasional lifting, carrying, walking, climbing, kneeling, bending/stooping, twisting, pulling/pushing, walking, bending, stooping, and reaching above the shoulder.  Employees in this position must be physically able to efficiently perform the essential functions of the position. Reasonable accommodations will be provided to assist or enable qualified individuals with disabilities to perform the essential functions of the position, upon request.

     

    WORK ENVIRONMENT

    Work is performed in an office setting with exposure to moderate noise. 

     

    TRAVEL

    75% travel is required.

     

    OTHER INFORMATION

    The essential duties and responsibilities, physical requirements, and work environment described above are representative of those typically required for this position but may vary depending on staffing and business needs at specific locations. The inclusion or omission of a specific duty or physical requirement is, therefore, not determinative of whether that function is essential to a specific individual’s position.

    EEO Statement

    As an EOE/AA employer, Apria Healthcare is committed to providing all applicants and employees with equal access to employment opportunities, regardless of sex, race, age, color, national origin, disability, pregnancy, religion, genetic information, sexual orientation, transgender status, gender identity, marital status, veteran status, or any other characteristic protected by federal, state, or local law.  Apria Healthcare shall abide by the requirements of 41 CFR 60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals on the basis of protected veteran status or disability, and require affirmative action by covered prime contractors and subcontractors to employ and advance in employment qualified protected veterans and individuals with disabilities. AA/EOE, M/F/Disability and Vet

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