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Salary: USD 120,000 - 150,000 / annual
Flourish Health is transforming mental healthcare for children, adolescents, and young adults with serious mental health needs. The company partners with Medicaid health plans to deliver comprehensive, technology-enabled mental healthcare to young people who might otherwise require hospitalization or residential treatment.
The Director, Health Plan Success will lead and strengthen relationships with existing contracted health plan partners, serving as the primary strategic relationship manager for a portfolio of Medicaid managed care organizations. This role owns the full post-sales health plan lifecycle, from late-stage contracting and implementation through ongoing relationship management, contract performance, retention, and account expansion.
Key responsibilities include:
**Health Plan Relationship Management:** Serve as the primary relationship owner for a portfolio of existing contracted health plans. Build and maintain trusted relationships with health plan executives, behavioral health leaders, clinical teams, and operational stakeholders. Develop deep understanding of each partner's strategic priorities, membership needs, and operational challenges. Establish structured communication cadences including regular check-ins, quarterly business reviews, and executive-level meetings. Proactively identify and address relationship risks and emerging opportunities.
**Contract Performance & Partner Success:** Own overall success of existing health plan partnerships, ensuring Flourish meets contractual commitments. Develop and maintain account success plans with clear objectives, performance metrics, and action items. Monitor key partnership metrics including referrals, admissions, patient engagement, clinical outcomes, and operational performance. Partner with internal clinical, growth, and operations leaders to identify and resolve barriers to contract performance. Coordinate cross-functional responses to health plan questions and escalations.
**Outcomes Reporting & Demonstrating Value:** Lead preparation and presentation of regular performance reports, joint operating committee meetings, and quarterly business reviews. Translate clinical outcomes, utilization trends, patient experience data, and financial impact into compelling insights. Partner with Clinical Leadership, Finance, Data, and Product teams to ensure accurate, timely reporting. Demonstrate Flourish's impact on hospitalizations, emergency department utilization, and residential treatment.
**Account Growth & Expansion:** Identify opportunities to increase impact and reach within existing contracted health plans. Partner with Patient Growth leadership to understand referral volumes and barriers to enrollment. Work with health plan partners to improve referral pathways and expand access for eligible members. Identify opportunities for geographic expansion, additional populations, and expanded contract scope. Support contract renewals, amendments, and expansions.
**Cross-Functional Leadership:** Serve as the voice of the health plan partner within Flourish. Collaborate closely with Patient Growth, Payer Operations, Clinical Leadership, Finance, and Product teams. Coordinate successful transitions from new contract execution into ongoing account management. Lead cross-functional initiatives to improve partner experience and operational efficiency.
**Health Plan Implementation & Launch:** Lead implementation and launch of new health plan contracts, serving as primary owner once contracts reach approximately 80% likelihood of execution. Develop and execute comprehensive implementation plans. Coordinate three critical workstreams: claims and billing readiness, case management engagement, and member list and data integration. Establish clear implementation milestones, owners, and timelines. Provide regular updates to executive leadership. Develop repeatable implementation playbooks.
**Requirements:**
- 7+ years of experience in healthcare, including significant experience in health plan account management, payer partnerships, provider relations, client success, or closely related function
- Experience working directly with Medicaid managed care organizations or other health plan partners
- Demonstrated success managing complex, high-value relationships with multiple stakeholders
- Strong understanding of managed care operations, healthcare delivery, and payer-provider partnerships
- Ability to interpret healthcare performance data, identify trends, and communicate actionable insights
- Excellent executive communication, relationship management, and presentation skills
- Strong project management skills with ability to coordinate complex initiatives across multiple teams
- Demonstrated ability to navigate challenging partner conversations, resolve escalations, and build trust
- High degree of ownership, initiative, organization, and attention to detail
- Strong commitment to improving access, quality, and outcomes in behavioral healthcare
**Preferred Experience:**
- Experience with Medicaid behavioral health programs, specialty provider networks, or value-based care arrangements
- Experience managing relationships with national or regional Medicaid managed care organizations
- Familiarity with behavioral health utilization, clinical outcomes, and healthcare cost-of-care analyses
- Experience in high-growth, technology-enabled healthcare services organization
- Experience supporting contract renewals, expansions, or strategic account growth
- Familiarity with CRM systems, account management platforms, and healthcare analytics tools
