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 an Associate Director, Healthcare Finance who will manage Sellers Dorsey client engagements focused on Medicaid strategy and financing, managed care, and provider policy and reimbursement. As the Associate Director, Healthcare Finance, you will provide direct client consulting and leadership services including providing objective advice, expertise and specialized skills in healthcare policy, strategy and management with the aim of creating value, maximizing growth and/or improving the business performance of clients. You will support and manage Sellers Dorsey client engagements focused on Medicaid strategy and financing, managed care, and provider policy and reimbursement. You will provide direct client consulting and leadership services including providing objective advice, expertise and specialized skills in healthcare policy, strategy and management with the aim of creating value, maximizing growth and/or improving the business performance of clients. You will support the Directors and Senior Strategic Advisors (both technical and non-technical) in delivering healthcare consulting services leveraging policy and/or industry expertise in areas such as Medicaid policy, benefits, provider reimbursement, regulatory compliance, managed care, and general business development. You will be responsible for client relationships at a senior level and/or responsible for all policy/technical aspects on projects. You will also deliver strategic advice and counsel to our Sellers Dorsey business partners, states, private companies and various associations or unions, and be responsible for policy guidance, project management, client deliverables and satisfaction, and identification of new and expanded business activities.
Specific to the Financial SME team and as an Associate Director, Healthcare Finance, you will be expected to:
• Interact with and inform client leadership in financial executive positions (i.e. CFOs, Reimbursement Directors);
• Identify and understand current reimbursement methodologies;
• Interpret existing financial records; identify alternative Medicaid financing approaches;
• Develop recommendations based on changing State or federal regulations;
• Develop interactive financial models informed by existing financing structures/ proposed financing structures and state or federal laws;
• Maintain supporting data;
• Travel to client as required;
• Develop technical skills of direct reports.
Key Responsibilities
• Perform assigned and agreed upon project tasks maintaining client satisfaction through proactive project management; takes ownership of work and produces “client-ready” deliverables with minimal supervision.
• Deliver subject matter expertise, consulting and strategic services on multiple projects, clients and engagements; manage assigned primary research and/or solution development; assist with proposal development, project plan development, data analysis, presentation development, and delivery of client presentations.
• Financial Modelling: Develop or oversee the development of highly complex financial models for external and internal audiences. This may include the development of dynamic models that allow external or internal audiences to manipulate model assumptions to view multiple scenarios; following Medicaid payment principles; calculating federal and non-federal share of Medicaid payments; statistical testing; analysing public and private healthcare payer data; ability to use publicly available as well as proprietary data; establishing and conducting robust Quality Assurance processes to ensure model accuracy; ability so safely manage and transfer client data; adherence to HIPAA; Dedicate substantial time to building and maintaining robust financial models to support strategic decision-making as said models contribute to accurate forecasting budgeting and resource allocation.
• In the absence of, or as assigned by a Director, may serve as a key client contact to respond to questions, provide required communications and be responsible for a successful client engagement. Serve as primary contact for all technical and financial aspects of the project. This includes interfacing directly with external client leadership (CEOs, CFOs, Reimbursement Directors) or state government officials (Medicaid Directors, Deputy Medicaid Directors, reimbursement team, other department leads, Governor’s office, legislators) and other stakeholders (CMS officials, state actuaries, state consultants, trade associations).
• Leverage policy and/or healthcare solution expertise to help Directors develop, document and communicate new solutions; Actively participate in brainstorming and conceptualization sessions with Directors, client leaders and State government officials, trade associations; Collaborate with legal, regulatory, and compliance teams to ensure proposed solutions meet legal and ethical standards;
• Use personal industry knowledge, connections, business expertise, public policy awareness and political insight to identify leads that could result in profitable revenue growth for the Firm. Stay abreast of evolving healthcare policies, regulations, and industry trends.
• Sales: Actively provide proposal development assistance including proposal drafting, editing, scope development, and related duties as necessary. Assist the Medicaid Finance sales team to evaluate new targets through internal meetings, research and the “sales assessment” process (on-site or virtual). Assist with budgeting and cost estimation and provide accurate and comprehensive cost breakdowns to support pricing strategies. Translate technical information into a format understandable by non-technical stakeholders and showcase the technical aspects of solutions to potential clients.
• Actively seek to identify new business opportunities for the Firm within assigned clients to help maximize long term benefits and relationship between the client and Sellers Dorsey ; identify opportunities for enhancing solutions to existing clients; relay success stories or strategies employed to expand initiatives.
• Oversee the work of direct reports; provide professional development; manage direct report utilization; optimize resource allocation to balance workloads and ensure efficient use of team members’ skills; meet regularly to provide constructive feedback and help direct reports improve their skills to be on track to achieve career goals.
• Engage with clients to understand and provide potential solutions and/or advice to their unique challenges, goals, and objectives in their Medicaid business; provide ongoing evaluation and refinement to solutions to adapt to the evolving Medicaid business and healthcare industry. Perform ad hoc analyses regarding business investments, reimbursement methodology in other markets that may indirectly or directly impact supplemental payments.
Key Qualifications
• Bachelor's degree and 10 or more combined years in a public healthcare policy management role and/or in the healthcare consulting industry.
• 10 or more years of progressively responsible work experience in health or human services policy or finance, consulting and/or in a healthcare service delivery environment and/or with a Medicaid managed care organization, or 5+ years of post-graduate, progressively responsible work experience in consulting or operational experience in health care and/or health policy research/analysis is required.
• Ability to develop and clearly present complex data models to internal and external audiences.
• Ability to interpret and communicate new and existing federal guidance.
• Leadership and/or people management skills.
• Understanding of Medicaid financing and payments, for example:
• Ability to develop and design Medicaid payment programs such as managed care directed payment programs, graduate medical education, and physician upper payment limit demonstrations.
• Ability to assess Medicaid payment program limitations such as the Medicaid disproportionate share hospital (DSH) payments and the Fee for Service upper payment limit (UPL) while maximizing potential payments.
• General knowledge of value-based and quality considerations when developing and designing Medicaid paym