Business Development Lead- Health Plan Partnerships

The Lead of Business Development (Health Plans) is a strategic leadership role responsible for expanding OLIPOP’s presence in the U.S. health insurance market. This lead will build and execute a strategy for OLIPOP’s Beverage as Engagement Programs into health plans across Medicaid, Medicare Advantage, Exchange, and Commercial lines of business.

This position will own the business development lifecycle for health plan relationships, including securing new health plan contracts, expanding existing partnerships, and establishing OLIPOP’s market position as a credible, innovative partner in the member engagement, retention, or gaps in care solutions spaces. You will serve as OLIPOP’s primary face to the health plan industry and will collaborate cross-functionally to deliver payer-aligned solutions that drive both impact and revenue. 

Key Objectives & Responsibilities 

1. Develop and execute the health plan sales strategy: Create a comprehensive plan to identify, target, and secure new health plan client revenue for OLIPOP’s Beverage as Engagement programs. This includes setting quarterly/annual revenue forecasts for new client acquisition and expansion of existing accounts. 

1. Drive new business & revenue growth: Consistently prospect for new health plan clients, managing the end-to-end sales cycle. 

1. Meet and exceed sales targets: Take ownership of ambitious sales and revenue targets. Implement the strategies and action plans needed to attain or exceed net sales growth objectives.  

1. Expand and deepen partnerships: Work to scale current programs into larger, long-term contracts, and ensure OLIPOP becomes a trusted, go-to partner for additional lines of business or new initiatives. 

1. Relationship management at all levels: Build and nurture strategic relationships within each client organization. Develop trust, confidence, and excitement with stakeholders at all levels by demonstrating OLIPOP’s value and credibility. Serve as the face of OLIPOP to our health plan partners, ensuring exceptional client experience and satisfaction. 

1. Customize solutions to client needs: Work closely with health plans to understand their specific needs, challenges, and quality and engagement goals. Present and position OLIPOP’s Beverage as Engagement programs as tailored solutions to address those needs, backed by solid arguments and data. 

1. Cross-functional collaboration: Partner with internal teams, including Product, Marketing, Operations, Finance, and our Scientific & Medical Affairs teams, to align on product capabilities, evidence, and delivery for health plan solutions.  

1. Market insights and strategy: Keep a pulse on industry trends, regulatory changes, and competitor offerings in the health plan space. Provide feedback and insights to OLIPOP leadership on health plan needs, competitive landscape, and opportunities for new programs that could enhance OLIPOP’s value to health plans. Help refine our partnership strategy based on market learnings. 

1. Conference and event leadership: Take charge of OLIPOP’s presence in relevant industry conferences and events (e.g., AHIP, HLTH, regional health plan association meetings). Determine which conferences to attend or sponsor for maximum strategic benefit, and represent OLIPOP by networking, speaking, and demonstrating our product’s value to potential partners. Build OLIPOP’s brand recognition in the payer space through these channels. 

1. Reporting and pipeline management: Provide regular forecasts and progress reports to the executive team, ensuring transparency of the pipeline and realistic projections. Use data to track progress against goals and to refine tactics. 

Success Metrics 

• Signed payer contracts  

• Annual and quarterly health plan revenue performance 

• Progression of pilots to scaled partnerships 

• Strategic positioning of OLIPOP in the payer ecosystem 

• Client satisfaction  

Required Experience & Competencies 

• 10-12+ years of experience in a business development or sales capacity, leading full end sales cycle  

• Experience in health plan sales/business development: 5+ years of experience in B2B sales or business development in healthcare, with significant experience selling to or partnering with health plans (payers, insurance companies). A track record of closing deals with health plan clients and exceeding revenue targets is required. 

• Industry knowledge: Deep understanding of the health insurance landscape and how health plans operate, including familiarity with Medicare Advantage, Medicaid, and Commercial insurance lines. Preferred experience working for a health plan, with knowledge of health plan purchasing processes, decision-making hierarchies, and relevant regulatory or compliance considerations in the payer space. 

• Strategic partnerships mentality: Demonstrated ability to prospect, negotiate, and close complex deals at the executive level. Existing relationships or a network within the health plan industry is a strong plus. You should be adept at navigating lengthy sales cycles and RFP processes. 

• Leadership and collaboration skills: Ability to excel at cross-functional collaboration and coordinate work internally to support sales efforts. 

• Communication and presentation excellence: Outstanding interpersonal and communication skills, including the ability to engage senior leadership stakeholders with confidence. Skilled at crafting compelling presentations and telling a story with data and insights. 

• Entrepreneurial & results-driven mindset: Self-directed, high-energy, and comfortable working in a fast-paced environment. You take initiative, work autonomously, and do what it takes to meet your goals while maintaining integrity and quality. 

• Passion for our mission: Deeply passionate about OLIPOP and inspired by what we represent. You have a genuine interest in health, wellness, and helping people lead healthier lives. This passion fuels your drive to make an impact through your work and helps you connect authentically with our clients. 

• Willingness to travel: Ability to travel as needed (approximately 30-50% of the time) for in-person meetings with health plan clients and industry events.  

 COMPENSATION 

• Base Salary: $150,000 base salary + bonus