Client Development Director (Remote - Georgia or Florida)

Job title: Client Development Director (Remote - Georgia or Florida) in Florida - Georgia at Marathon Health

Company: Marathon Health

Job description: 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 JOBThe 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.

• 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.

• 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.

• 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.

• 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.

• Proficiency in using customer relationship management (CRM) and data analytics tools


• Proven track record of successfully growing revenue and expanding existing client relationships


• Strong consultative sales and negotiation skills with the ability to navigate complex organizations


• Demonstrated expertise in developing and executing client retention and expansion strategies


• In-depth understanding of client success best practices and customer retention strategies


• Strong financial acumen with expertise in understanding and pulling insights from financial analysis, strategic modeling, and performance evaluation.


• Excellent communication, presentation, and relationship-building skills

• Ability to think critically and identify innovative solutions to complex client challenges


• Skill in developing long-term, strategic plans to retain, grow, and expand client relationships


• Aptitude for making data-driven decisions and translating insights into actionable strategies

• Strong interpersonal and communication skills to build trust and credibility with clients


• Talent for active listening and understanding the nuances of each client's unique needs


• Capability to provide strategic counsel and valuable insights to client stakeholders

• Proficiency in developing and maintaining productive working relationships at all levels


• Talent for navigating complex organizations and building cross-functional partnerships


• Skilled in conflict resolution and negotiation to find mutually beneficial outcomes

• Passion for championing the voice of the client within the organization


• Commitment to ensuring client needs are heard and incorporated into product roadmaps


• Ability to serve as a trusted advisor and strategic partner to key accounts

• Familiarity with client success best practices and operational delivery models


• Skill in identifying and addressing operational inefficiencies or pain points


• Capability to collaborate effectively with internal teams to ensure seamless client service

• Ability to provide strategic recommendations to senior leadership on account planning, client segmentation, and go-to-market strategies


• Talent for aligning cross-functional teams around shared client-centric goals and initiatives


• Skill in anticipating market trends and industry changes to proactively adapt the client strategy

• Health and Well-Being: Free Marathon membership for in person and virtual care, employer paid life and disability insurance, and choice in medical/dental plans, vision, employer funded HSA, FSA, and voluntary illness, accident and hospitalization plans. Benefits are effective on the first of the month following date of hire.


• Financial Support: Competitive compensation, 401k match, access to financial coaching through our Employee Assistance Program


• Lifestyle: Paid time off for vacation, sick leave, and more, holiday schedule

Expected salary: $110000 - 150000 per year

Location: Florida - Georgia

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