Job 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. We are seeking candidates who are located in Southern California. Travel to physician practices across the West Coast will be required for this role. Our Values: • Patients First • Empowering the Independent Provider • Be Innovative • Operate with Integrity & Deliver Excellence • Team of One What You'll Do • Analyze market dynamics, provider landscapes, and competitive positioning to identify high-value partnership opportunities • Evaluate prospective providers based on strategic fit, growth potential, and alignment with value-based care objectives • Prioritize outreach and engagement efforts based on market needs, organizational goals, and potential return on investment • Provide recommendations to leadership on target markets, provider segments, and outreach strategies • Develop and execute targeted outreach strategies for engaging physician groups, practices, and healthcare organizations • Lead initial engagement discussions with prospective partners, presenting value-based care offerings and partnership opportunities • Tailor messaging and engagement approaches based on provider type, size, and market conditions • Build and maintain relationships with key stakeholders to advance partnership discussions • Own and manage a pipeline of prospective ACO partners, ensuring alignment with strategic growth priorities • Exercise judgment in advancing, pausing, or deprioritizing opportunities based on evolving business needs • Lead follow-up strategies and engagement plans to move opportunities through the pipeline • As appropriate, independently manage lower-complexity opportunities through later stages of the sales cycle • Partner with internal stakeholders including Network Management, Operations, and Clinical teams to align partnership strategies • Provide input into proposal development, partnership structuring, and engagement approaches • Influence internal decision-making by providing insights on provider needs, market trends, and competitive dynamics • Analyze outreach effectiveness, pipeline conversion trends, and engagement outcomes to refine strategies • Identify opportunities to improve messaging, targeting, and engagement tactics • Provide data-driven insights and recommendations to leadership to enhance ACO growth performance • Conduct in-person meetings, site visits, and presentations with prospective provider partners • Represent the organization at industry events, conferences, and networking opportunities • Serve as a market-facing representative to support brand awareness and relationship development • 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) • Orange County resident preferred • Bilingual Vietnamese preferred 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. Working across time zones will be required per business need. • This is a hybrid position, where you will be working remote with required travel across the US, predominantly across California/West Coast. 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 $80,000 - $120,000 annually, between base salary and bonus structure. Compensation will be comprised of a base salary between $80,000 - $93,000 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 30% of base pay. 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.

Requirements

Must-haves

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.
We are seeking candidates who are located in Southern California. Travel to physician practices across the West Coast will be required for this role.
Analyze market dynamics, provider landscapes, and competitive positioning to identify high-value partnership opportunities
Evaluate prospective providers based on strategic fit, growth potential, and alignment with value-based care objectives
Prioritize outreach and engagement efforts based on market needs, organizational goals, and potential return on investment
Provide recommendations to leadership on target markets, provider segments, and outreach strategies
Develop and execute targeted outreach strategies for engaging physician groups, practices, and healthcare organizations
Lead initial engagement discussions with prospective partners, presenting value-based care offerings and partnership opportunities
Tailor messaging and engagement approaches based on provider type, size, and market conditions
Build and maintain relationships with key stakeholders to advance partnership discussions
Own and manage a pipeline of prospective ACO partners, ensuring alignment with strategic growth priorities
Exercise judgment in advancing, pausing, or deprioritizing opportunities based on evolving business needs
Lead follow-up strategies and engagement plans to move opportunities through the pipeline
As appropriate, independently manage lower-complexity opportunities through later stages of the sales cycle
Partner with internal stakeholders including Network Management, Operations, and Clinical teams to align partnership strategies
Provide input into proposal development, partnership structuring, and engagement approaches
Influence internal decision-making by providing insights on provider needs, market trends, and competitive dynamics

Nice-to-haves

Orange County resident preferred
Bilingual Vietnamese preferred

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: pinpoint
Effort: medium