Sector Lead - Providers

Drive Growth and Innovation in the Provider Market with HMA
Are you ready to lead transformative strategies for hospitals, health systems, and physician groups? As Sector Lead – Providers, you’ll define and execute HMA’s growth strategy in the provider space—partnering with C-suite leaders and industry influencers to deliver solutions that address today’s most pressing challenges in care delivery, financial performance, and operational excellence.

This high-impact role combines strategic business development with internal collaboration, aligning marketing, sales, and delivery teams to expand market share and reinforce HMA’s reputation as a trusted advisor to healthcare providers. You’ll shape the firm’s presence in the provider community through thought leadership, executive engagement, and innovative approaches that drive measurable results.

If you thrive on building relationships, influencing decision-makers, and leading growth in a dynamic healthcare landscape, this is your opportunity to make a lasting impact.

The ideal candidate will have at least 10 years of experience shaping and executing growth strategies within the healthcare provider sector. This leader will be part of our Growth Office and should have significant experience partnering with practices and services lines to identify opportunities for consulting and advisory services. Specific expectations and responsibilities are outlined below.

Job Summary

The Sector Lead is responsible for driving HMA’s business growth, visibility and market leadership within an assigned sector.  This individual will develop and execute the sector business plan, align enterprise resources to support market pursuits, and lead direct client engagement and business development efforts.  The Sector Lead serves as a strategic and business development leader, ensuring HMA’s offerings, thought leadership, and brand prominence are effectively represented with the industry.

Work Performed and Job Requirements

• Strategic Planning and Market Leadership
  • Develop and implement the sector business plan and corresponding execution and marketing strategies aligned with HMA’s overall growth objectives.
  • Monitor market trends, client needs, and competitive positioning to inform business priorities and opportunities.
  • Maintain HMA’s thought leadership and market prominence with the assigned sector through publications, speaking engagements, and active participation in professional associations.
• Market Development and Pursuit Coordination
  • Coordinate market pursuits across the enterprise, ensuring collaboration among business units, practice leaders, and sellers to maximize client opportunities.
  • Ensure sales teams have the tools, materials, and support needed to successfully position and sell HMA’s services within the sector.
  • Lead development of sector-focused marketing collateral, case studies, and client presentations.
• Client Engagement and Sales Execution
  • Maintain personal visibility and credibility within the sector, leveraging deep subject matter expertise to build client trust and advance relationships.
  • Lead direct selling efforts to key clients and prospects, achieving or exceeding sales goals.
  • Represent HMA at industry conferences, trade shows, and networking events to promote capabilities and expand market presence.
  • Partner with internal teams to ensure client satisfaction and high-quality delivery of services.
• Leadership and Collaboration
  • Serve as a sector ambassador within HMA, fostering collaboration, knowledge sharing, and alignment across practices.
  • Provide coaching and mentoring to pursuit teams and emerging business developers within the sector.
  • Collaborate with marketing, communications, and service delivery leaders to align business develop efforts with client solutions and HMA strategy.
• All other duties as assigned.

Education/Training

Minimum of a bachelor’s degree in business, life sciences, public health, or a related field; however, we welcome candidates with significant, directly relevant work experience in place of a formal degree.

Experience

Minimum of 10+ years of experience in business development, client relationship management, or sector leadership within a professional services or consulting environment.  Proven track record of developing and executing business plans and achieving measurable sales growth.  Strong subject matter expertise and credibility within the assigned sector.  Excellent communication, presentation, and leadership skills along with demonstrated ability to lead cross-functional teams and influence without direct authority.

Knowledge, Skills and Abilities

• Deep knowledge of the assigned industry sector, market dynamics, and competitive landscape.
• Strong understanding of business planning, market strategy, and go-to-market execution.
• Strong understanding of at least one of HMA’s functional areas of expertise (actuarial services, healthcare policy and regulatory strategy, healthcare delivery and operations)
• Proven business development and relationship management skills
• Excellent strategic thinking, communication, and presentation abilities
• Demonstrated leadership and collaboration skills to drive cross-functional initiatives.
• Ability to analyze market data and translate insights into actional business plans.
• Ability to adapt strategies and priorities in response to changing market conditions. 

Core Competencies

• Strategic Execution - Drives strategic priorities through cross-functional leadership and accountability
• Resource Allocation - Anticipates long-term resource needs and aligns allocation with business growth
• Results Orientation - Leads teams to exceed performance expectations through continuous improvement and accountability
• Opportunity Development: Builds and advances new client opportunities by identifying needs, designing solutions, and supporting pursuit efforts.
  • Develops professional networks and leverages relationships for new leads.
  • Anticipates client challenges and translates them into consulting solutions.
  • Leads pursuit activities, proposal sections, and pricing strategies.
• Strategic Positioning: Aligns expertise and market knowledge to strengthen the firm’s relevance and differentiation within the sector.
  • Analyzes trends and policy shifts to identify growth potential.
  • Partners with Marketing, Strategy, and Thought Leadership to develop sector insights.
  • Contributes to thought leadership, panels, or publications.
• Pursuit Leadership: Leads proposals and pursuit efforts that align with client goals and firm capabilities.
  • Shapes pursuit strategy, proposal content, and pricing approaches.
  • Coordinates contributions across internal teams and SMEs.
  • Delivers compelling presentations and follow-up communications.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

#LI-DM

The Sector Lead – Providers is responsible for defining and executing the firm’s business growth strategy within the healthcare provider sector, including hospitals, health systems, physician groups, integrated delivery networks, and other providers. This leader leverages deep knowledge of provider sector to drive provider revenue growth across the breadth of HMA’s services.

The Sector Lead- Providers partners across practices to align business development, marketing, and delivery teams in pursuit of high-impact opportunities. They maintain a strong market presence, build executive relationships, and ensure the firm’s brand and expertise remain visible and respected across the provider community.

Specific Responsibilities

Business Development (50%)

• Develop and execute the Provider sector business plan, targeting health systems, hospitals, physician enterprises, and other providers.
• Engage directly with C-suite and senior leaders (e.g., CEOs, CFOs, COOs, CMOs, CHROs, CIOs) to identify opportunities and address client challenges.
• Build trusted relationships with key provider organizations, associations, and alliances to expand the firm’s reach and reputation.
• Coordinate firmwide provider outreach on priority business development initiatives.
• Support pursuit efforts, advise on proposals, and conduct personal outreach to strategic accounts.
• Drive the firm’s brand recognition and visibility through speaking engagements, thought leadership, and participation in healthcare industry forums (e.g., AHA, HFMA, SHSMD, ACHE).
• Partner with internal business developers to connect consultants and practice leaders to client opportunities aligned with strategic priorities. 

Internal Seller Coordination Across the Firm (25%)

• Educate internal teams on the Provider sector strategy, trends, and market priorities, ensuring alignment across business units.
• Coordinate enterprise-wide pursuits, connecting resources and subject matter experts to strengthen proposals and client solutions.
• Ensure sellers and consultants have up-to-date sector collateral, pitch decks, and case studies relevant to provider clients.
• Identify service or capability gaps and assist with the development of strategic initiatives to address them.
• Foster collaboration across practices (e.g., Actuarial, Policy & Strategy, and Delivery & Operations) to deliver integrated client value. 

Marketing Plan Execution (15%)

• Lead execution of the Provider sector marketing and engagement plan, aligning efforts with the firm’s overall healthcare growth strategy.
• Guide the development of client-facing collateral, thought leadership, and industry insights highlighting the firm’s value to provider clients.
• Partner with marketing and communications teams to elevate the firm’s presence through speaking engagements, industry publications, and digital campaigns.
• Promote internal visibility of market trends and successes to encourage firmwide engagement and knowledge sharing.

Management Reporting and Business Plan Development (10%)

• Develop and update the annual Provider sector business plan, including revenue targets, key accounts, and strategic initiatives.
• Track performance metrics, sales progress, and pipeline development; provide updates to leadership and practice heads.
• Monitor industry developments, regulatory changes, and competitive movements affecting the provider landscape.
• Provide data-driven insights and recommendations to guide strategic decision-making and future growth.

Preferred Expertise and Knowledge

• Extensive experience in the healthcare provider sector, including hospitals, health systems, or physician groups.
• Proven success in business development or client leadership roles within healthcare consulting, advisory, or vendor organizations.
• Deep understanding of provider operations, financial performance, and care delivery models, including value-based care and clinical transformation.
• Familiarity with provider market trends and the policy environment.
• Established relationships with health system executives and industry associations (e.g., AHA, HFMA, ACHE).
• Demonstrated ability to translate complex challenges into actionable solutions that align with client and firm priorities.
• Recognized as a thought leader or subject matter expert within the healthcare provider community.

Performance Emphasis

Success in the Provider area is measured through:

• Pipeline growth
• Sales and revenue growth
• Margin expansion
• Positive client feedback scores