Director of Provider Partnerships (Tennessee and Kentucky)

Shape the Future of Cancer Treatment at Luminate  

Luminate is on a mission to change the way we experience cancer care. We design and build products and services that reduce the financial, physical, and time burdens of cancer treatment. Our programs include enabling cancer care at home and preventing the side effects of anti-cancer therapies, with several active clinical trials around the world. 

We're looking for a Director of Provider Partnerships to drive the growth of Luminate's provider network across Kentucky and Tennessee. You will be one of a team of territory-focused Directors responsible for building relationships with oncology practices and health systems and converting those relationships into long-term partnerships that expand patient access to Luminate's programs. 

This is a hands-on commercial role for a self-driven and ambitious person with a desire to grow their personal impact. You will have the freedom to create and execute the partnerships strategy for your territory from the ground up, holding direct accountability for your territory’s results, rather than managing a team or leveraging existing accounts. You will deliver those results through disciplined account development: identifying the right organizations and decision-makers, understanding their priorities, and maintaining momentum through a complex evaluation process. Ultimately, you will work closely with senior leadership, nationwide colleagues, and SMEs to turn promising relationships into signed and successfully launched partnerships. 

Working at Luminate  

• This is a key territory leadership hire at a rapidly growing startup. You will have the opportunity to shape our commercial strategy, build relationships with oncology providers, and directly expand the number of patients who can benefit from care closer to home.
• We offer a highly competitive salary and equity package, a flexible benefits package, alongside a company laptop, headphones, camera and teamwear.
• We believe in quality of life in our products and for our people, offering flexible working hours and a generous vacation policy. 

What You Will Do: 

• Build and own Luminate's provider partnership pipeline across your territory by: 
  • Developing a territory strategy that prioritizes the oncology practices, networks, and health systems with the greatest potential for patient and commercial impact.
  • Activating your existing relationships within the oncology industry to create senior-level access and partnership opportunities.
  • Building new relationships through referrals, industry networks, conferences, targeted outreach, and thoughtful engagement with regional oncology leaders.
  • Leading each opportunity as the senior relationship owner, bringing in relevant Luminate SMEs at the right time, and ensuring that Luminate responds to the provider partner’s needs with urgency and credibility.
  • Developing detailed account plans that map decision-makers/champions, organizational priorities and the actions required to progress each opportunity.
  • Maintaining a quality pipeline to consistently deliver revenue targets.

• Convert target oncology providers into Luminate partners by:
  • Leading discovery with provider executives and clinical leaders to understand their strategic, clinical, operational, and financial priorities.

• • Creating a compelling, account-specific case for partnership that connects Luminate's programs to each organization’s needs.
  • Proactively identifying and addressing concerns that could delay or prevent a partnership.
  • Working with Luminate's executive and subject matter experts to develop proposals, financial analyses, and responses to provider questions.

• Represent Luminate within the oncology community by: 
  • Building an active presence within the regional oncology ecosystem, attending local and national conferences, and developing relationships with relevant associations, networks, and industry leaders. 
    Identifying opportunities for Luminate's leaders and subject matter experts to participate in relevant in-territory events.
  • Bringing provider feedback, competitive intelligence, and emerging market needs back into Luminate to inform our products, services, positioning, and commercial strategy.

• Build a rigorous and accountable territory operating process by: 
  • Maintaining accurate account plans, opportunity stages, next steps, relationship maps, and forecasts within Luminate's CRM.
  • Reporting on signed partnerships, qualified pipeline, conversion rates, expected patient and revenue impact, time to conversion, forecast accuracy, and risks within the territory.
  • Reviewing performance with Luminate's leadership team and adapting territory priorities and account strategies based on evidence.
  • Sharing successful approaches, market intelligence, and relationship insights with the other Provider Partnerships Directors so that the national team improves together. 

Personal Attributes – The Ideal Candidate Is: 

• Creative: A creative commercial problem solver who can find new ways to engage with complex accounts and can design partnerships that uniquely fit the needs of each provider. 
• Open: A proactive team player who actively seeks feedback, shares learnings widely, and leverages the skills of the broader team. You are willing to adopt, engage with and shape company culture in a positive manner.
• Communicative: An exceptional written and verbal communicator who can build trust with clinicians, executives, and internal colleagues.  
• Self-Driven: You have a strong sense of urgency and ownership in your work and thrive when accountable for ambitious commercial goals. 

Requirements – The Ideal Candidate Must Have: 

• 8+ years' prior experience in oncology provider business development, strategic accounts, value-based care, market access, or a related commercial role.
• An established and current network of senior relationships within oncology practices and health systems in the assigned territory.
• A demonstrated track record of converting senior healthcare relationships into meaningful revenue.
• Demonstrated success navigating long, multi-stakeholder healthcare sales cycles involving multiple clinical and non-clinical decision-makers.
• A strong understanding of oncology care delivery and the strategic priorities of oncology practices and health systems.
• An ability to develop clear account strategies, partnership proposals, and value propositions for both clinical and non-clinical healthcare audiences.
• Comfort working in an early-stage environment where commercial processes, positioning, and partnership structures are still being developed, and a willingness to personally execute the work required to win.
• Willingness and ability to travel weekly within the assigned territory or nationally for account visits, meetings and conferences.
• Experience using a CRM and sales engagement tools such as HubSpot and LinkedIn Sales Navigator. 

Advantages – It Would be Advantageous to Have: 

• An understanding of value-based care and alternative payment models, including how provider organizations view the pros and cons of such models.
• Experience directly negotiating provider agreements, strategic partnership agreements, value-based arrangements, or other complex healthcare contracts.
• Relationships with health plans, oncology benefit leaders, pharmaceutical manufacturers, or other organizations that influence oncology care delivery within the territory.
• Experience planning, producing, or moderating webinars, podcasts, panels, or other professional educational events. 

Don’t have all of these requirements? 

Some people are less likely to apply for a role unless they are 100% qualified. Your experience, skills and passion will set you apart - tell us what you have learned and achieved, whether personal or work-related! With the right mindset, many of the skills above can be learned on the job. If this role excites you, don’t let the description hold you back!