Director of National & Government Accounts - Healthcare

Why Us :

With a mantra of Empowering Human Potential, Hanger, Inc. is the world's premier provider of orthotic and prosthetic (O&P) services and products, offering the most advanced O&P solutions, clinically differentiated programs and unsurpassed customer service.

Hanger's Patient Care segment is the largest owner and operator of O&P patient care clinics nationwide. Through its Products & Services segment, Hanger distributes branded and private label O&P devices, products and components, and provides rehabilitative solutions to the broader market.

With 160 years of clinical excellence and innovation, Hanger's vision is to lead the orthotic and prosthetic markets by providing superior patient care, outcomes, services and value.

Collectively, Hanger employees touch thousands of lives each day, helping people achieve new levels of mobility and freedom.

Could This Be For You :

We are seeking a highly experienced professional for the role of Director of National and Governement Accounts - Remote.

The ideal candidate will have a proven track record of success in negotiating and securing IDN agreements, federal and state government sales and possess the ability to engage and captivate the IDN & government sales audience.

In this role, the successful candidate will be responsible for developing a new market within our high matrix healthcare organization.

This position requires a comprehensive understanding of the government medical acquisition process and its infrastructure.

Experience working with federal government acquisition agencies, including but not limited to the Department of Veterans Affairs National Acquisition Center and the Defense Logistics Agency Troop Support Center, is essential.

The role involves securing IDN and government agreements, developing KPIs, leading business reviews, and skill creating, managing, and responding to Requests for Proposals (RFPs).

The Director will be tasked with identifying strategic opportunities, developing new clients, and cultivating opportunities within existing accounts.

We are looking for a candidate who can leverage their expertise to strategically develop this new market and make a significant impact within our organization.

Your Impact :

• Identify strategic sales opportunities in IDN’s, Federal, State and Local Government Health Service Agencies with a high probability of both closing and being successfully delivered.
• Have knowledge and experience of contracting process with VA Health Services, Indian Health Services, Federal Medical Centers and Bureau of Prison payors, and IDN’s.
• Responsible for fostering, maintaining, and growing Hanger Clinic relationships with Federal Government Agencies (VA Health Services, Indian Health Services, Federal Prison and Bureau of Prison) and IDN’s to further Hanger Clinic’s collective impact on a local and national level.
• Develop a standard, strategic process which works collaboratively with all departments to increase our success with Federal Opportunities / IDN’s and supports internal initiatives to improve our value proposition in the Federal Government and health system space.
• Educate and train account management and delivery teams in contract execution while fostering relationships with contract decision makers and influencers.
• Create, support, and implement the strategic direction of government agency relations and help set the strategy that will lead to an increase in visibility, referrals, training, and revenue.
• Facilitates payer contracting activities, including RFP solicitation process, contract review, negotiation of terms, strategic positioning, provider enrollment, dispute resolution and growth opportunities and providing regional leadership with a risk assessment.

Inclusive of contracts with appropriate reimbursement levels.

Responsible for the maintenance of IDN’s and Federal Government Agency operating policies and systems; developing effective relationships with payers and providers related to those agreements;

coordinating the analysis, reporting and negotiation of payer contracts.

• Interprets VHA and VISN policy and translates it to the clinic level in the form of medical center policy.
• Partners with Revenue Cycle Operations and other leadership disciplines to establish guidelines, policies and protocols regarding payor / provider interactions.
• Develop indicators for monitoring and evaluating quality of work and meeting turnaround time standards.
• Participates in / manages special projects as requested / required.
• Support the Hospital Sales Team with support of specific health systems in addition to VA and Government responsiblities.

Minimum Qualifications :

• Bachelor’s degree in business or related major
• 5+ years of progressive experience in government contracting acquisition and management, government sales execution and RFP development
• 5+ years of leadership experience in a collaborative environment
• Excellent verbal and written communication skills
• Experience with customer relationship management applications (Salesforce)
• An ability to travel up to 30-50%, dependent upon target priorities
• Preferred : MHA or MBA

Knowledge and Skill :

• Proven ability to develop and deploy strategies to achieve goals and objectives
• Extensive knowledge of Government Contracting and Procurement Process
• Analytical and strategic planner; as well, innovative and creative strategist
• Experienced in managing government sales and account management
• Detail oriented and excellent ability to develop options and solutions that are practical and executable
• Strong Microsoft Office Suite skills including : Word, Excel, PowerPoint, Project, and Outlook
• Highly responsive to internal and external stakeholders
• Efficient prioritization and management of multiple competing priorities
• A strong, proactive work ethic
• Excellent communication skills with the ability to communicate at all levels of the organization as well as direct communication with Federal Contracting Officers and Contracting Officer Representative

Additional Success Factors :

Knowledge and Skill :

• Demonstrated ability to work directly with decision-makers of hospitals and IDN’s
• Success in introducing new concepts to the market
• Knowledge and success of the hospital purchasing / clinical environment mandatory
• A track record of meeting or exceeding targets and objectives
• Ability to think creatively & bring innovative solutions to marketing challenges
• Demonstrated ability to understand complex product offerings and customer issues

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Pay range of $135,000.00 - $165,000.00 + 15%+. This pay range is posted to comply with wage transparency laws. Hanger salary ranges vary based on skill, ability, knowledge, geographic location and other variables

Our Investment In You :

• Competitive Compensation Packages
• 8 Paid National Holidays & 4 additional Floating Holidays
• PTO that includes Vacation and Sick time
• Medical, Dental, and Vision Benefits
• 401k Savings and Retirement Plan
• Paid Parental Bonding Leave for New Parents
• Flexible Work Schedules and Part-time Opportunities
• Generous Employee Referral Bonus Program
• Mentorship Programs- Mentor and Mentee
• Student Loan Repayment Assistance by Location
• Relocation Assistance
• Regional & National traveling CPO / CO / CP opportunities
• Volunteering for Local and National events such as Hanger’s BAKA Bootcamp and EmpowerFest

Hanger, Inc. is committed to providing equal employment opportunity in all aspects of the employer-employee relationship.

All conditions and privileges of employment are administered to all employees without discrimination or harassment because of race, religious creed, color, age, sex, sexual orientation, gender identity, national origin, religion, marital status, medical condition, physical or mental disability, military service, pregnancy, childbirth and related medical conditions, special disabled veteran status, or any other classification protected by federal, state, and local laws and ordinances.

The company will comply with all applicable state or local fair employment laws that forbid discrimination or harassment on the basis of other protected characteristics.

Retaliation against any employee for filing or supporting a complaint of discrimination or harassment is prohibited.

Equal Opportunity Employer Veterans / Disability

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