Considering Candidates on the West Coast or the Central United States
About Us
Inform Diagnostics, a Fulgent Genetics Company, is a nationally recognized diagnostics laboratory focused on anatomic pathology subspecialties including gastrointestinal pathology, dermatopathology, urologic pathology, hematopathology, and breast pathology.
Founded in 2011, our parent entity, Fulgent Genetics, has evolved into a premier, full-service genomic testing company built around a foundational technology platform.
Through our diverse testing menu, Fulgent is focused on transforming patient care in oncology, anatomic pathology, infectious and rare diseases, and reproductive health. We believe that by providing a wide range of effective, flexible testing options in conjunction with best-in-class service and support, we can redefine the way medicine is managed for patients and clinicians alike.
Since integrating with our therapeutic development business, Fulgent is also developing drug candidates for treating a broad range of cancers using a novel nanoencapsulation and targeted therapy platform. By merging our fields of expertise, we aim to become a fully integrated precision medicine company.
Summary of Position
The Managed Care Director manages and grows the payor contract portfolio to support continued profitable volume growth. Additionally, they provide their expertise to assist with and lead other managed care-related projects.
Key Job Elements
- Develop and execute a sales plan to gain new agreements with key payors, resulting in profitable new volume growth for cases billed to these payors.
- Collaborate with Sales Directors and Regional Vice Presidents representing all product lines.
- Initiate and develop relationships with key payor influencers and decision-makers.
- Leverage current and prospective company physician-customer relationships to influence the payor decision-making process further.
- Work with Billing to ensure new contracts are processing claims according to the contract expectations.
- Negotiate all business and non-business terms of agreements in conformance with company standards.
- Tailor existing company marketing, presentation, and collateral materials for state IPA, commercial, and government markets.
- Manage all payor agreements, seeking opportunities to improve the value of these relationships.
- Share evolving geographic, managed care, and healthcare reform-related trends with company leadership.
- Ensure consistent execution of sales strategy once new payor contracts are executed.
- Complete and submit a monthly report to Sr. Director, Managed Care.
- Make joint calls with Sales Directors to cultivate customer support for payor contracting efforts and to develop payor insights and strategies further.
Knowledge / Experience
- Bachelor's Degree is required.
- 10+ years of managed care contracting experience; preference will be given to candidates with diagnostic laboratory or anatomic pathology physician sales experience.
- Proven success in negotiating new managed care agreements and renegotiating existing agreements to improve business and financial terms.
- Proven ability to work well with and influence peers, sales teams, and management, as well as existing relationships with key payor decision makers and influencers.
- Candidate must be able to travel domestically up to 10% of the time; overnight travel may be required for routine customer contacts as well as sales and planning meetings.
- Ability to work cross-functionally (e.g., Sales, Finance, Operations) to develop alignment around strategies for securing new agreements with IPAs, commercial, and government markets.
This job description reflects management's assignment of essential functions. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.
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