Client Partnership Lead - Health Plans

Drive Strategic Growth and Deep Client Partnerships in the Health Plan Market
Are you ready to strengthen relationships and accelerate growth in the payer space? As Client Partnership Lead – Health Plans, you’ll manage and expand HMA’s portfolio of health plan clients—spanning commercial, Medicare, and Medicaid lines of business. This role is all about building trust with executive leaders, uncovering strategic opportunities, and positioning HMA as the go-to partner for innovative solutions in areas like value-based care, digital health, analytics, and operational performance.

You’ll lead the account strategy, drive business development, and collaborate across practices to deliver measurable client impact. If you thrive on forging executive relationships, influencing decision-makers, and growing accounts in a dynamic healthcare landscape, this is your opportunity to make a significant difference.

The ideal candidate will have at least 10 years of experience driving growth within commercial, Medicare and Medicaid lines of business. This leader will be a part of our Growth Office and must have significant experience building client relationships and increasing market share to identify opportunities to add value. Specific expectations and responsibilities are outlined below.

Job Summary

The Client Partnership Lead is responsible for driving strategic account growth through proactive business development, client relationship management, and internal collaboration.  This role focuses on expanding and growing relationships within key accounts, identifying new business opportunities, and executing strategies that deliver measurable revenue growth.  The Client Partnership Lead acts as the primary liaison between the client and HMA – developing deep understanding of client priorities, aligning HMA’s capabilities to address evolving needs, and ensuring high client satisfaction and loyalty.

Work Performed and Job Requirements

• Account Planning & Strategy
  • Develop and execute a strategic account business plan to drive growth across assigned accounts.
  • Maintain a deep understanding of client priorities, market context, and competitive positioning.
  • Identify new opportunities to expand HMA’s presence across business units and buying centers.
  • Monitor and communicate client organization changes, business drivers, and risks to HMA leadership.
  • Lead regular account reviews, including Quarterly Business Reviews (QBRs) and performance updates for both client and internal stakeholders.
• Business Development & Revenue Generation
  • Generate and maintain a qualified pipeline sufficient to meet or exceed annual revenue goals.
  • Lead pursuits and close deals by leveraging relationships, insights, and commercial expertise.
  • Identify and penetrate new buying centers within existing client organizations to expand HMA’s footprint.
  • Introduce new services and solutions across the breadth of HMA that align with client needs and strategic objectives.
  • Use commercial acumen to improve win rates and deal profitability—contribute to proposal strategy, pricing, and negotiation.
  • Partner with pursuit teams to develop compelling proposals, presentations, and go-to-market approaches.
  • Strategize on firm-wide outreach efforts into priority accounts; coordinate outreach into assigned accounts and conduct personal outreach to garner new business.
• Client Relationship Management
  • Serve as the primary relationship manager for assigned client accounts.
  • Meet regularly with client executives, decision-makers, and influencers to strengthen relationships and identify opportunities.
  • Nurture existing buyer relationships while cultivating new client sponsors across levels and functions.
  • Lead service recovery and client risk management efforts to protect relationships and revenue.
  • Leverage procurement expertise to enhance HMA’s position on preferred supplier lists (PSLs) and reduce sales cycle time.
• Internal Collaboration & Delivery Enablement
  • Mobilize HMA’s full breadth of capabilities to meet client needs and drive account growth.
  • Foster cross-practice collaboration, connecting subject matter experts (SMEs) and executives to enhance solutions and delivery.
  • Partner with delivery teams to ensure consistent, high-quality client experiences and outcomes.
  • Provide account insights and market feedback to leadership, practice leaders, and marketing teams.
• Market Positioning & Thought Leadership
  • Represent HMA at industry events, conferences, and client forums to promote brand visibility and credibility.
  • Contribute to thought leadership initiatives, including articles, speaking engagements, and client-focused insights.
  • Maintain a visible presence within the client’s industry and contribute to the firm’s market awareness.
• All other duties as assigned.

Education/Training

Minimum of a bachelor’s degree in business, marketing, or a related field; advanced degree preferred.  However, we welcome candidates with significant, directly relevant work experience in place of a formal degree.

Experience

Minimum 10+ years of experience in account management, business development, or client leadership within a professional services or consulting environment.  Proven ability to develop and execute account growth strategies that achieve measurable results, strong understanding of consulting sales processes, proposal development, and pricing strategy, demonstrated success building executive-level relationships and managing complex client portfolios, excellent communication skills.

Knowledge, Skills and Abilities

• Strong understanding of account management, consulting sales, and business development strategies.
• Knowledge of client industry trends, market dynamics, and competitive positioning.
• Proven ability to build and sustain executive-level client relationships and drive revenue growth.
• Skilled in strategic planning, negotiation, and proposal development to close complex deals.
• Excellent communication, presentation, and influencing skills across all organizational levels.
• Demonstrated ability to collaborate in a matrixed environment and mobilize cross-functional teams.
• Strong commercial and financial acumen, with the ability to assess profitability and pricing.
• Agile, results-driven, and capable of translating client needs into actionable business solutions.
• Experience working in Salesforce.

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
• Account Growth Planning: Develops and executes account growth plans aligned to client needs and firm strategy.
  • Maintains account plans and identifies growth targets.
  • Tracks client organization changes and evolving priorities.
  • Collaborates with delivery and pursuit teams to execute plans.
  • 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.
• Relationship Expansion: Expands client networks across departments and functions to strengthen account presence.
  • Build relationships with new decision-makers and influencers.
  • Identifies and develops new buying centers within client organizations.
  • Maintains consistent client contact to reinforce trust and credibility.

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 Client Partnership Lead – Health Plans is responsible for driving business growth within HMA’s payer client portfolio, including commercial, Medicare, and Medicaid lines of business. This role focuses on developing and executing account strategies that expand client relationships, increase market share, and position HMA as a trusted strategic partner to health plan leaders. The Client Partnership Lead brings deep understanding of payers to identify opportunities where HMA’s expertise can deliver measurable client value.

Specific Responsibilities

Account Strategy & Growth

• Develop and execute strategic account growth plans for assigned health plan clients and prospects.
• Maintain deep understanding of client business models, market drivers, and strategic priorities across the payer landscape.
• Identify and pursue opportunities in areas such as value-based care, digital health, analytics, network management, and operational performance.
• Partner with Sector and Practice Leads to align client needs with HMA capabilities and offerings.
• Lead account reviews and pipeline reporting to monitor progress against growth goals.

Business Development & Client Engagement

• Generate and manage a qualified pipeline to achieve or exceed annual revenue goals.
• Establish and maintain executive-level relationships with payer clients, including C-suite and functional leaders.
• Support proposal development, pricing strategy, and deal negotiation to increase win rates and deal value.
• Introduce new HMA services and capabilities that address payer pain points and strategic initiatives.
• Represent HMA at payer-focused industry events and conferences to increase visibility and thought leadership.
• Develop and manage a firm-wide outreach plan for assigned accounts, including direct personal outreach from the CPL.

Internal Collaboration & Delivery Enablement

• Coordinate with consulting teams, SMEs, and practice leaders to mobilize the full breadth of HMA capabilities.
• Support delivery excellence and client satisfaction through ongoing collaboration and issue resolution.
• Share market insights and client feedback to inform service development, marketing, and go-to-market strategy.

Preferred Expertise and Knowledge

• Extensive experience in the health insurance or managed care industry, with deep understanding of commercial, Medicare, and Medicaid lines of business.
• Proven success managing payer client relationships and driving account growth within complex organizations.
• Strong business development, negotiation, and proposal management skills.
• Recognized market awareness and credibility within the health plan community. 

Performance Emphasis

• Success in this Business Sector area is measured through Account portfolio revenue in aggregate.