Business Development Partner
About Float
Float is the full-stack platform for Specialty Pharma home infusion. We’re on a mission to make healthcare safer, easier, and more efficient by connecting SuperNurses to home medication visits - moving all care that doesn’t need a hospital to the home.
Float connects nurses with patients so they can get treatments for their chronic conditions in the home rather than going into the overcrowded hospital. Our model benefits all stakeholders - patients get more convenient care, nurses access flexible work for better pay, pharmacies fill more prescriptions, hospitals reduce low-reimbursement admissions, and payors enjoy 12x reduced costs with home-delivered care.
Having closed our Series A in 2023, we’re at an inflection point in our growth. We’ve successfully demonstrated multi-state expansion, validated strong unit economics, and boast remarkable retention of patients, nurses, and pharmacies. We’ve facilitated over 45,000 patient visits and are scaling our platform, team, and operations to serve more geographies and patients.
The Role
Float Health is looking for a Business Development Partner to join our team! This role will report to the Chief Operating Officer as part of our Business Development function.
As our first Business Development hire, you will be a force multiplier for our specialty pharmacy account penetration growth strategy. The objective of the role is to accelerate visit growth with newly signed and existing specialty pharmacy accounts who we pinpoint having a meaningful opportunity size.
You will accelerate our current business development function by code switching between tactical day-to-day BD efforts and being a thought partner, identifying ways to level up current processes and account penetration strategies. You will digest partner feedback and be a conduit between Operations, Product, and leadership sharing insights and shaping strategies and tactics.
Success in this role means:
- We see consistent growth in referral volume from key accounts
- We have a crystal clear understanding of the health of each account at each stage
- We know the Float “champions” and decision makers to engage at each account branch
- We evaluate our BD tactics and develop systematic processes for those proven successful
- We get to experiment with ways we hypothesize to increase our market share
- We have a comprehensive and up-to-date Partnership Playbook
This is a fully remote position with approximately 10% travel expected.
Cultural Fit
You are a strong culture fit for this role if you are comfortable self-directing, asking for help, and making decisions. You are a systems thinker, always designing and building with the system in mind. You are a humble, yet confident professional who supports strategic growth by rolling up your sleeves and actively driving account penetration yourself.
You are energized by building relationships with customers and can navigate their matrix organizations identifying and implementing ways to accelerate growth. You have a track record of turning customer data insights and qualitative feedback into revenue-generating opportunities. You combine sharp business acumen with relationship intelligence to spot untapped potential within existing accounts and know how to mobilize the right resources to capture that value.
What You'll Do
- Systematize established account penetration tactics utilized for new and existing specialty pharmacy accounts, creating a comprehensive Partnerships Playbook
- Develop a structured approach that buckets existing specialty pharmacy accounts into tiers based on opportunity, time to first referral (activation), and referral volume (engagement) that directs our efforts towards accelerating activation and increasing engagement based on these tiers. Apply this structure to which new partners we choose to contract with, how much effort we devote to them, and the pricing tactics we employ.
- Develop metrics to evaluate the success of current and new account penetration tactics
- Implement an effective and lightweight CRM that can keep track of key account details, feedback notes, last touch points, org maps, etc; organizing them by relationship stage and stack ranked by opportunity size
- Establish and monitor partnership engagement KPIs
- Track and report out account metrics/health, providing weekly updates to leadership in Business Development meetings, reviewing KPIs, surfacing issues, and serving as a thought partner on new initiatives
- Develop organizational maps for each specialty pharmacy branch; identifying decision makers and champions who can drive growth; build direct and indirect relationships at all levels within key accounts
- Schedule, prepare, and participate in Partnership Experience Sessions with key accounts; gathering feedback, presenting performance metrics, project managing action items, and providing follow-up comms/close any loops with the account partners
- Ingest partner feedback from business reviews, identifying growth opportunities and collating pertinent information to Operations, Product, and Finance
- Evaluate the current new account onboarding experience, identifying and implementing improvements to increase the speed and volume of referrals
- Identify, prepare, and attend conferences to strengthen brand awareness and enable in-person meetings with key accounts
- Plan and attend quarterly in-person meetings with key account champions/decision makers
- Provide proactive issue resolution, escalating concerns to the appropriate function and ensuring feedback loops are closed
What You'll Bring
- 5+ years experience in healthcare business development or enterprise account management for health tech startups
- Proven track record of growing GMV with 30+ accounts
- Experience creating business development playbooks
- Sharp relationship-building skills and an ability to work effectively across internal functions
Preferred Skills
- Background in specialty pharmacy or home infusion
- Experience being the “first hire” supporting a business development or enterprise account management function
- 1-2 years of management experience
Pay, Perks and Such
- Medical, dental, vision
- 401k matching
- Unlimited PTO with minimum days
- Paid parental leave
- HSA & FSA
- Voluntary Life, Accident, Hospital, and Critical Illness Insurance
- Zero commute. Work wherever you are (within PST hours)
Compensation for this role consists of a base salary and options grant, with the base salary expected to range from $135,000 to $145,000 per year. Individual compensation will be commensurate with the candidate’s experience and location.
Culture
We're a Series A startup looking for individuals who are willing to grow with the team and adapt to our fast-paced, ever-changing work environment.
At Float, we #WorkfortheSuperNurse. We believe that making our best nurses the heroes will attract the best talent, and in turn deliver the best patient experience. As our nurses boldly do what's right for our patients, we boldly do what's right for them. If this is a purpose that inspires you, we'd love to talk!