The Role
Drives top-of-funnel growth for ACO initiatives through outbound prospecting, lead generation, provider relationship development, meeting coordination, and pipeline management. Engages physician groups and healthcare organizations, presents value-based care opportunities, evaluates prospects, supports sales-cycle advancement, and may close smaller opportunities. Collaborates with internal teams, analyzes market and outreach performance, provides leadership insights, and represents the organization at meetings and industry events. Hybrid work requires travel across California and the West Coast.
Summary Generated by Built In
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
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 [email protected] to request an accommodation.
About
Astrana Health (NASDAQ: ASTH) is a physician-centric, technology-powered healthcare management company. We are building and operating a novel, integrated, value-based healthcare delivery platform to empower our physicians to provide the highest quality of end-to-end care for their patients in a cost-effective manner. Our mission is to combine our clinical experience, best-in-class delivery network, and technological expertise to improve patient outcomes, increase access to healthcare, and make the US healthcare system more efficient. Our platform currently empowers over 20,000 physicians to provide care for over 1.7 million patients nationwide. Our rapid growth and unique position at the intersection of all major healthcare stakeholders (payer, provider, and patient) gives us an unparalleled opportunity to combine clinical and technological expertise to improve patient outcomes, increase access to quality healthcare, and reduce the waste in the US healthcare system.
Skills Required
- Bachelor’s degree in Business, Healthcare Administration, Marketing, or a related field
- At least 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 while maintaining strong organization
- Proficiency with CRM tools and Microsoft Office, including Excel, PowerPoint, and Outlook
- Residence in Orange County
- Bilingual Vietnamese language skills
- 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
- Motivated, results-driven mindset with strong follow-through and attention to detail
- Comfort operating in a fast-paced, startup-style growth environment
- Ability to work independently while collaborating with senior leadership
Am I A Good Fit?
Get Personalized Job Insights.
Our AI-powered fit analysis compares your resume with a job listing so you know if your skills & experience align.
Success! Refresh the page to see how your skills align with this role.
The Company
What We Do
Astrana Health is a physician-centric, technology-powered healthcare company that operates an integrated delivery platform. It enables providers to participate in value-based care arrangements, helping them deliver accessible, high-quality, and cost-effective care to patients. The company provides care coordination services to patients, primary care physicians, specialists, and health plans, leveraging proprietary technology to streamline operations and improve patient outcomes across local communities.
