Client Development Director (Remote - Georgia or Florida)

Marathon Health is a leading provider of advanced primary care in the U.S., serving 2.5 million eligible patients through approximately 630 employer and union-sponsored clients. Our comprehensive services include advanced primary care, mental health, occupational health, musculoskeletal, and pharmacy services, delivered through our 680+ health centers across 41 states. We also offer virtual primary care and mental health services accessible in all 50 states. Transforming healthcare delivery with a patient-first approach, we prioritize convenient access to both in-person and virtual care, resulting in improved health outcomes and significant cost savings. Committed to inclusivity and collaboration, we foster a positive work environment and recruit exceptional talent to ensure expertise and compassion in healthcare delivery. Marathon has been recognized as a five-time Modern Healthcare Best Places to Work in Healthcare winner and a six-time Best in KLAS award winner for employer-sponsored healthcare services.

ABOUT THE JOB

The Client Development Director is responsible for working hand in hand with operations leadership to:

• Reduce Client Risk: Proactively identify and mitigate risks across the client portfolio.
• Retain and Renew Existing Clients: Develop and execute strategies to foster long-term client loyalty and secure contract renewals.
• Drive Client Growth and Expansion: Uncover opportunities to expand services, cross-sell, and grow revenue within the client base.

ESSENTIAL DUTIES & RESPONSIBILITIES

Risk Mitigation

• Contract Terms: Work with operators to closely examine contract terms, especially clauses related to pricing, service-level agreements (SLAs), termination rights, and renewal options. Flag accounts with unfavorable terms that expose the company to excessive risk.
• Margin Analysis: Work with finance to identify clients with low or negative margins. Prioritize these accounts for potential restructuring.
• Book of Business Prioritization: Assess the level of dependency each account has on the company's products or services. Accounts that represent a significant portion of revenue or are mission-critical to the client's operations should be carefully managed.
• Restructuring Strategies: Assist operations with tailored strategies to improve margins, optimize contract terms, diversify client dependencies, and streamline operations for high-risk accounts.

Client Retention and Renewal

• Relationship Management: Establish and maintain strong relationships with C-suite and executive-level stakeholders at key accounts.
• Retention Strategy Development: Develop and execute client-specific retention strategies to foster long-term loyalty and secure contract renewals.
• Client Health Monitoring: Regularly review client health indicators and proactively address any areas of risk to prevent churn.
• Service Excellence: Work with operators to assist in delivering exceptional client service and support to exceed expectations and nurture lasting partnerships.
• Competitive Bid RFP and proposal components: Assist in developing comprehensive, client-tailored RFP responses that strategically showcase organizational capabilities, assemble expert pursuit teams, and support internal review processes to maximize business retention and associated opportunity acquisition.

Growth and Expansion

• Opportunity Identification: Leverage data insights to uncover new growth potential with existing clients, such as opportunities to expand services, cross-sell, and up-sell.
• Strategic Account Planning: Collaboratively develop strategic account plans to drive increased wallet share and maximize business impact.
• Contract Negotiations: Negotiate contract renewals and expansions with a focus on optimizing pricing, terms, and mutual value creation.
• Client Advocacy: Champion the voice of the client within the organization to drive product enhancements and better align solutions with their evolving needs.

Leadership and Strategic Direction

• Strategic Recommendations: Provide strategic recommendations to senior leadership on account planning, client segmentation, and go-to-market strategies.
• Leadership Development: Mentor a team of client success and operations professionals to elevate service delivery and drive exceptional client experiences.
• Cross-Functional Collaboration: Collaborate closely with operations, finance, and other teams to ensure alignment between client needs and organizational capabilities.
• Continuous Improvement: Analyze client data and performance metrics to uncover insights and opportunities for process improvements and innovation.

QUALIFICATIONS

Bachelor’s Degree and 5 to 7+ years of experience in client man