Senior Advisor, Provider Markets (National Door Opener - Healthcare Providers)

About Sellers Dorsey

Sellers Dorsey is a healthcare impact strategy firm focused on improving care access, quality, and outcomes for our nation’s most vulnerable populations. We work with providers, managed care organizations, state entities, and others, to design, implement, fund, and optimize sustainable programs that deliver maximum impact to underserved communities. Built on decades of experience in Medicaid, our team includes former state Medicaid directors, healthcare policy experts, health plan execs, and hospital leaders who know how to navigate the complexities of the system and find creative, impactful solutions that drive the greatest impact for the individuals and communities that need it most.

About the Role

Sellers Dorsey is seeking a seasoned Senior Advisor, Provider Markets who will use an established national network of hospital, health system, academic medical center, and physician enterprise leaders to secure first meetings and warm introductions between Sellers Dorsey leaders and C-suite decision-makers at priority prospective clients. As the Senior Advisor, Provider Markets, you will open access for Medicaid Financing Services, Consulting Services, and Constyn (Sellers Dorsey’s AI-native data platform and suite of population health applications), filling the gap between the firm’s outbound prospecting and the provider executives that cold outreach rarely reaches. You will not own qualification, proposals, or close. Each qualified opportunity goes to a named business development lead or practice leader, and you will stay on as a relationship sponsor through the client’s decision. Success is measured by qualified first meetings and on-time CRM hand-offs, not closed deals.

Key Responsibilities

Warm Introductions & First Meetings:

• Use personal relationships to secure first meetings with CEOs, CFOs, COOs, CMOs, CNOs, chief strategy officers, deans, and practice-plan leaders at priority accounts.

• Make each introduction personally, by direct call, text, or email, and state why Sellers Dorsey is relevant to that executive’s priorities.

• Meet the quarterly first-meeting target set each year with the Chief Growth Officer.

• Count a meeting as qualified only when it is with the right decision-maker, covers an agreed business problem, and ends with a defined next step.

Target Account Strategy & Relationship Mapping:

• Help the Growth team build and maintain a named list of 25 to 50 priority accounts across hospitals, health systems, academic medical centers, and physician enterprises.

• Map existing relationships to each account by executive, and sort accounts by access: reachable through a direct relationship now, reachable through a second-degree introduction, or no current path.

• Review and refresh the list and map each quarter with the Chief Growth Officer and business development leads.

Meeting Preparation & Executive Positioning:

• Brief the Sellers Dorsey team before each first meeting on the executive’s priorities, financial pressures, recent leadership changes, and any history with the firm or its competitors.

• Attend or co-host first meetings when the executive expects it, and frame the firm’s relevance in the language of health-system finance and Medicaid.

• Coach firm leaders on how each executive prefers to engage.

Hand-Off & Relationship Sponsorship:

• Hand each qualified opportunity to a named business development lead or practice leader within two business days of the meeting, with notes logged in the CRM.

• Stay engaged as the relationship sponsor through the client’s decision and join key meetings where it helps.

• Leave scoping, pricing, proposals, and negotiation to the business development lead and engagement partner.

Expert Introductions & Broader Account Access:

• Bring Sellers Dorsey subject-matter experts into the first or second conversation rather than holding the relationship alone.

• Identify influencers below the C-suite, such as finance, reimbursement, patient financial services, and government relations leaders, and introduce them to the right firm experts.

Market Intelligence & Industry Presence:

• Report leadership changes, financial pressures, and Medicaid and supplemental-payment developments at target accounts as they surface.

• Represent the firm at association meetings and CEO and CFO roundtables, and recommend which events merit firm attendance.

Pipeline Reporting & Conflict Discipline:

• Report pipeline activity to the Chief Growth Officer every two weeks: meetings requested, held, qualified, and handed off, with status on each open opportunity.

• Disclose in writing any employment, board, advisory, or financial relationship with a target account, competitor, or vendor before making an introduction to that account.

Key Qualifications

• Bachelor's degree in Healthcare Administration, Business Administration, Finance, Public Health, or related field. Master’s degree (MHA, MBA, MPH, or equivalent) preferred.

• Fellow of the American College of Healthcare Executives (FACHE), Fellow of the Healthcare Financial Management Association (FHFMA), or CPA preferred.

• 15+ years of senior leadership in hospitals, health systems, academic medicine, or physician enterprises, with experience at the CEO, CFO, COO, or equivalent executive level.

• Current, demonstrable relationships with C-suite leaders across the target segments. Candidates will map their relationships against the draft target account list during the interview process.

• Strong industry reputation, evidenced by trade-association board service, publications, or speaking.

• Ability to explain Sellers Dorsey’s value in the language of health-system finance and Medicaid.

• Prior advisory, executive-in-residence, or business development sponsor role with a consulting, technology, or professional services firm preferred.

• Direct experience with Medicaid supplemental payments, directed payment programs, or provider financing preferred.

• A record of introducing a firm’s experts into client relationships, not only the C-suite preferred.

Critical Professional related Technical & Computer Skills

• Comfortable logging introductions, meeting notes, and hand-offs in the firm’s CRM.

• Working proficiency with Microsoft 365: Outlook, Teams, and Word.

• Able to use pipeline reporting to keep the Chief Growth Officer and business development leads current.

Other Requirements

• Executive presence and the credibility to advise and influence at the CEO and CFO level.

• Sound judgment and discretion with confidential information and with conflicts of interest. Keep client confidences and does not record PHI in the CRM or in any unapproved tool.

• Work as a team member, not a lone rainmaker: share access, introduce colleagues, and hand off cleanly.

• Self-directed, organized, and able to run an independent schedule across multiple time zones.

• Sign the firm’s confidentiality and conflict-of-interest disclosure terms before beginning work.

Applicants must be authorized to work in the United States. Sellers Dorsey does not sponsor employment visas at this time. Employment with Sellers Dorsey is contingent upon successful completion of a background check.

Compensation & Benefits

The anticipated base salary range for candidates is from $155,000/year in our lowest geographic market range to up to $210,000/year in our highest geographic market range. The final pay offered to a successful candidate will be dependent on several factors that may include but are not limited to the type and years of experience within the job, the type of years and experience within the industry, the candidate’s education, and the candidate’s market location. Typically, candidates are not hired near the top of the range and compensation decisions are made based upon Sellers Dorsey’s Total Compensation Policies & Guidelines. The successful candidate will also be eligible to participate in a very competitive Incentive Plan.

Provided they meet all eligibility requirements under the applicable plan documents, the successful candidate (and their eligible dependents) will be eligible to enroll in group healthcare plans that offer medical, dental, and vision and for insurance plans offering short term disability, long term disability, and basic life. Employees are also able to enroll in Sellers Dorsey’s 401k plan provided they meet plan requirements. Sellers Dorsey offers a Flexible Time Off that allows employees to use what they need. Additionally, we offer 16 paid holidays throughout the calendar year, paid time off for qualifying medical leave, and up to 12 weeks of combined paid parental and bonding leave. The foregoing benefits and paid time off, including an employee’s eligibility therefore, will be controlled by applicable plan documents and Sellers Dorsey policy.

This is intended to provide a general description of benefits and other compensation and is not a substitute for applicable plan documents or company policies.

Sellers Dorsey is an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state, or local law.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at HumanResources@sellersdorsey.com and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this e-mail address.

Sellers Dorsey maintains a Drug-Free workplace.