Business Development Representative - Healthcare Sales - SoCal

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

• 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

• 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