Overview
Gentiva is the nation’s leading end-of-life provider, with a national footprint of hospice and palliative care services. The VP, Health System Partnerships is Gentiva’s senior business development leader for hospitals, IDNs, and health-system-affiliated ACOs.
This leader will spearhead the design, implementation, and pull-through of bespoke partnership structures and payment models, with the goal of solving health system pain points across the end-of-life care continuum and ensuring patients receive the right care, in the right setting, at the right time. This role will be a key player within Gentiva's National Strategic Partnerships team, reporting to the Chief Strategy Officer
Essential Functions
Partnership Development
- Own the full BD lifecycle for the Health Systems vertical: target identification, C-suite outreach, discovery, internal alignment, proposal, contracting, and pull-through.
- Build and maintain a tiered national target list of hospitals, IDNs, and health-system-affiliated ACOs in Salesforce, with documented account strategies and deal status updated weekly.
- Build compelling pitch decks, emphasizing a unique understanding of the prospective customer’s pain points and Gentiva’s value proposition for partnership – e.g., readmission penalties and LOS management for CMOs; total cost of care and shared savings for population health and ACO leadership; homecare cost structure and asset utilization for CFOs.
- Own account relationships for physician groups employed by or formally affiliated with a health system target, including employed primary care networks and health-system-sponsored ACOs. Coordinate with the VP, Physician Partnerships on account boundaries.
Partnership Design & Negotiation
- Structure and negotiate partnership arrangements — preferred discharge agreements, JVs, MSAs, outsourced clinical review programs — tailored to each partner’s priorities and Gentiva’s objectives.
- Build value propositions using Gentiva’s outcomes data, quality benchmarks, and Trella Health market intelligence.
- Engage Gentiva’s operations, business development, analytics, clinical, and legal teams early to confirm we can operationalize partnership models before external commitments are made.
Relationship Management
- Build and maintain C-suite relationships within each target: CMO, CNO, CFO, Population Health VP, and ACO Medical Director, etc.
- Leverage introductions from Gentiva’s field VPs of business development and operations to determine where they can accelerate access to health system leadership.
Pull-Through & Account Management
- Lead a structured go-live handoff to operations, business development, and account management teams; maintain executive engagement through the first 90 days to establish referral flow and address early friction.
Partner with other internal teams to conduct quarterly business reviews with contracted partners; monitor admit volume trends, flag at-risk accounts proactively, and identify opportunities to expand within the system.
About You
Education/Experience:
- 10+ years in healthcare BD, managed care, or strategic partnerships with deep experience selling into or working within hospital and health system environments.
- Demonstrated track record of closing complex, multi-year enterprise agreements with health system C-suite stakeholders.
- Fluency in hospital quality metrics (readmissions, LOS, HCAHPS), care transition dynamics, post-acute strategy, and value-based care structures.
- Experience structuring JVs, MSAs, or non-standard partnership arrangements.
- Ability to build financial models and ROI analyses that resonate with health system CFOs and population health leadership.
- Salesforce proficiency; willingness to travel nationally (~40%+).
- Bachelor’s degree required; MBA or advanced degree in healthcare administration or health policy preferred.
- Preferred: prior experience in hospice, palliative care, or home health; existing C-suite relationships within regional or national health systems or IDNs.
Knowledge, Skills, and Abilities
- Deal Architecture: Selects and customizes the right partnership model for each partner; translates a pain point into a term sheet.
- C-Suite Credibility: Earns trust quickly at the executive level; moves between clinical quality and financial outcomes conversations with ease.
- Pull-Through Ownership: Contract execution is the start, not the finish.
- Internal Champion: Gets ops, business development, legal, finance, and clinical teams aligned before making external commitments.
Training/Equipment:
- Advanced Excel and PowerPoint; Salesforce CRM; Trella Health or equivalent
Licenses, Certifications and/or Registration:
State-Specific Requirements
We Offer
Benefits for All Associates (Full-Time & Per Diem):
- Competitive Pay
- 401(k) with Company Match
- Career Advancement Opportunities
- National & Local Recognition Programs
- Teammate Assistance Fund
Additional Full-Time Benefits:
- Medical, Dental, Vision Insurance
- Generous Paid Time Off + 7 Paid Holidays
- Wellness Programs (Telemedicine, Diabetes Management, Joint & Spine Concierge Care)
- Education Support & Tuition Assistance
- Company-paid Life & Long-Term Disability Insurance
- Voluntary Benefits (Pet, Critical Illness, Accident, LTC)
Legalese
- This is a safety-sensitive position
- Employee must meet minimum requirements to be eligible for benefits
- Where applicable, employee must meet state specific requirements
- We are proud to be an EEO employer
- We maintain a drug-free workplace
Location
Gentiva
Our Company
At Gentiva, it is our privilege to offer compassionate care in the comfort of wherever our patients call home. We are a national leader inhospice care, palliative care, home health care, and advanced illnessmanagement, with nearly 600 locations and thousands of dedicated clinicians across 38 states.
Our place is by the side of those who need us – from helping people recover from illness, injury, or surgery in the comfort of their homes to guiding patients and their families through the physical, emotional, and spiritual effects of a serious illness or terminal diagnosis.
Our nationwide reach is powered by a family of trusted brands that include:
- Hospice care:Gentiva Hospice, Emerald Coast Hospice Care, Heartland Hospice, Hospice Plus, New Century Hospice, Regency SouthernCare, SouthernCare Hospice Services, SouthernCare New Beacon
- Palliative care:Empatia Palliative Care, Emerald Coast Palliative Care
- Home health care:Heartland Home Health
- Advanced illness management:Illumia Health
With corporate headquarters in Atlanta, Georgia, and providers delivering care across the U.S., we are proud to offer rewarding careers in a collaborative environment where inspiring achievements are recognized – and kindness is celebrated.
