Clarify is looking for a Senior Director, Business Development Strategy & Activation to own pre-sale credibility and market thought leadership for the BD Activation component of our Clarify Success Services offering. Health systems are sitting on $25B+ in referral optimization opportunity—but their BD teams lack the unified FFS+APM intelligence to capture it. You'll be the subject matter expert who proves that Meridian's insights can drive measurable impact through their existing liaison teams or through resources we deploy on their behalf.
Your role has three parts: First, establish credibility with skeptical health system buyers during the sales process. Walk into finalist meetings, present preliminary diligence findings showing exactly where referral leakage is happening, and handle objections from CFOs questioning attribution methodology and SVPs of Business Development questioning whether data-driven approaches will actually change their teams' behavior.
Second, maintain active engagement involvement—quarterly business reviews, C-suite results presentations, liaison team coaching—keeping your positioning anchored in real implementation experience. When prospects ask "how do you ensure adoption?", you answer from direct delivery knowledge.
Third, build Clarify's market position as the category leader in contract-aware referral optimization. Contribute to industry conference presentations and case studies, cultivate relationships with health system BD executives for validation and referrals, and translate field insights back to Product and Sales teams to sharpen our competitive edge.
You'll report to our Head of Operations within the Engagement organization, serving as the BD strategy subject matter expert who bridges Sales and Delivery. Your success is measured by closed outcomes-based contracts that include BD Activation services—you own the commercial credibility and market positioning that convinces health systems to trust us with their referral optimization strategy as we scale from 2 development partners to 8-10 engagements over the next 24 months.
Does this sound like you?
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You've lived the health system BD function - either as a practitioner, consultant, or vendor partner - and deeply understand how physician liaison teams operate, what they're measured on, and where traditional approaches hit performance ceilings
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You're fluent in healthcare economics - you can explain FFS margin dynamics, APM shared savings calculations, and why patient value indexing across payment models matters for BD strategy in under 5 minutes
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You're a consultative delivery expert - you've led multi-month or multi-year client engagements, coached teams to adopt new processes, and know how to balance 'doing the work' with 'building client capability.'