Business Development Sr Director

In this role, you work with nephrology groups, Health Systems, Hospitals, and Accountable Care Organizations in collaboration with DaVita internal teams, to develop core kidney care & VBC relationships. Relationships built and maintained include, but not limited to: large regional VBC entities that lower cost of care and improvement outcomes for CKD through ESKD, development of new dialysis centers, joint venture partnerships, acquisitions, post-acute services, and acute dialysis services.

Essential Duties and Responsibilities

• Development – serve as regional development executive for $750 million operating group. Lead initiatives that drive long-term growth as part of division senior leadership team.
• Transactions – source, develop, and negotiate complex renal partnerships. Examples include Medical Director Agreements, Purchase Agreements, Operating Agreements, Hospital Services Agreements, and Value-Based Care Agreements.
• Strategy – partner with division leadership team to analyze market trends and identify opportunities/threats. Develop plans for division to achieve company’s objectives related to revenue, EBITDA, capital, presence, and other key measures.
• Value-Based Care – Build regional VBC partnership structures with nephrology practices, ACOs, Academic Medical centers (AMCs) in collaboration with other teams to implement DaVita’s value-based care agreements with the government and commercial payors. Build local relationships, assess payor integrated care readiness, and qualify fit with DaVita.
• Collaboration – lead cross-functional virtual teams. Resources may include Operations, Strategy, Finance, M&A, Legal, Hospital Services, Payor Contracts, VBC, and other.
• Partner Relationships – develop and manage executive relationships with local providers to assist with DaVita’s partner selection process for strategic opportunities.
• Physician Practices – meet with nephrologists to explore clinical leadership of outpatient dialysis centers, renal joint ventures, acquisitions, and value-based care.
• Health Systems – meet with hospital executives to explore outsourcing of inpatient dialysis, renal joint ventures, acquisitions, and value-based care.
• Regional Providers – meet with executives at Independent Physician Associations (IPAs), Medical Groups, Management Service Organizations (MSOs), Accountable Care Organizations (ACOs) and other risk-taking entities to differentiate DaVita as renal partner of choice, facilitate clinical collaboration, and explore value-based care.
• Deliverables – manage key deliverables. Prepare and deliver executive presentations to senior leadership teams within Company and at external partners.
• Reporting – update Salesforce and other internal reporting tools. Provide timely status on accounts, opportunities and other growth initiatives within division.
• Travel required: up to 50%

Minimum Qualifications

• Education: Bachelor’s degree required; MBA, MPH or relevant graduate degree preferred.
• Healthcare Experience: Significant work experience in the healthcare industry with a management consulting firm, payor or provider; deep knowledge of industry dynamics (e.g., cost, quality, reimbursement, physician practice management, and risk-sharing). Demonstrated knowledge of Chronic Kidney Disease (CKD), End-Stage Renal Disease (ESRD), and Value-Based Care (VBC) preferred.
• Development Experience: 5+ years of transaction experience in Corporate Development (e.g., acquisitions, divestitures, joint ventures, other partnerships). Significant experience in leading teams to execute all aspects of transactions including planning, analysis, proposal development, negotiation, execution, and integration.
• Strategy & Planning: Demonstrated experience analyzing markets, partners, and competitors to develop 3-5 year growth strategies and plans. Superior analytical and problem solving skills, with demonstrated intellectual and analytical rigor. Collaborate closely with Operations and Strategy to prioritize and maintain focus on highest-value opportunities.
• Relationship Management: Passion for building trusted-advisor relationships with partners to create tangible results. Genuine interest in bringing high-quality care to more patients by aligning DaVita growth strategies with partner strategic objectives. Partners may include nephrologists, medical groups, health systems/hospitals, ACOs, and health plans.
• Opportunity Management: Ability to structure and manage complex projects and processes with multiple stakeholders at both senior and junior levels. Ability to handle projects with multiple work streams, with proven success over a wide variety of business opportunities.
• Team Leadership: Strong leadership skills with a team-oriented and collaborative approach. Ability to get things done in a way that creates a positive environment. Enjoys setting and managing priorities, aligning resources, building trust, communicating feedback, inspiring individuals, managing tradeoffs, celebrating wins, reporting to stakeholders, and other.
• Financial Analysis: Collaborates closely with other teammates that own financial modeling. Ability to analyze income statements and cash flows to help make executive decisions on growth-related projects (e.g., validation of assumptions, margins, and returns).
• Negotiations: Excellent negotiation skills with internal stakeholders and external partners. Ability to maximize value by thinking win-win and utilizing advanced negotiating strategies.
• Communications: Excellent presentation skills, including strong oral and writing capabilities; executive presence to clearly communicate compelling messages to senior leaders and business partners. High level of daily communication with peers and junior teammates.
• Advanced Computer Skills: Must be highly proficient in Excel and power, Salesforce, and other tools.