Role Overview

The Alternative Plan Design (APD)Director is a client-facing, consultative partner responsible for translating healthcare affordability and plan design challenges for clients into clear, compelling, and implementable Alternative Plan Designs. This role sits at the intersection of solution consulting,  sales, and product, helping our commercial teams win business with our APD offering.

You will collaborate closely with Sales, Client Success, Product, Analytics, and Executive Leadership to commercialize our APD programs to the marketplace.

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Key Responsibilities

Client & Market Strategy

• Serve as a strategic thought partner to sales and client teams on key pursuits, renewals, and expansions.

• Diagnose client needs by synthesizing benefits design, population data, current vendors, and performance into a clear problem statement and strategy.

• Develop APD proposals that align our capabilities with client goals, including benefit design changes, contribution strategies, and integration with navigation and virtual care.

• Stay current on industry trends, competitors, and consultant perspectives to inform solution positioning and counter competitive threats.

Solution Design & Storytelling

• Help build crisp, persuasive narratives and provided input for visual materials (e.g., pitch decks, RFP responses, executive briefs) that tell a compelling story from problem to impact.

• Translate technical or clinical concepts into clear, executive-ready language for HR, benefits leaders, and consultants.

• Tailor solution messaging for different audiences (C-Suite, consultants, HR/benefits teams, procurement).

Deal Support & Execution

• Partner with Sales on pursuit strategy, including win themes, competitive differentiation, and stakeholder mapping.

• Support RFP solutioning, including crafting responses for solution design, implementation, member experience, and measurement.

• Help with financial models and business cases (e.g., ROI, savings, adoption scenarios) in partnership with Analytics and Finance.

• Join key client and consultant meetings to present solutions, handle strategic questions, and build credibility as a trusted advisor.

Cross-Functional Partnership

• Act as a bridge between field and product, providing structured feedback on market needs, gaps, and future opportunities.

• Collaborate with Implementation, Operations, Clinical, and Member Experience teams to ensure solutions are feasible, scalable, and aligned with delivery capabilities.

• Contribute to playbooks, templates, and best practices that uplevel our go-to-market and solutioning discipline across the organization.

Thought Leadership & Continuous Improvement

• Develop and refine APD-specific frameworks, POVs, and tools that help clients and consultants better understand value drivers such as member affordability, utilization steering, total cost of care, and vendor ecosystem interactions.

• Help train and coach sales and client teams on new offerings, positioning, and solution stories.

• Continuously improve processes for how we qualify opportunities, design solutions, and bring them to market.

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Qualifications

Required:

• 15+ years in sales,consulting, solutions consulting, strategy, client strategy, or similar roles within healthcare, and must have experience with Alternative Plan Design products.

• Demonstrated experience designing and presenting solutions to senior stakeholders (HR, Benefits, Finance, or C-Suite).

• Strong strategic and structured thinking skills; able to break down ambiguous problems and create clear frameworks and recommendations.

• Excellent communication and storytelling skills, both written and verbal, with an ability to simplify complex topics.

• Comfort working in a fast-paced, high-change environment with multiple stakeholders and competing priorities.

• High degree of executive presence, polish, and credibility in client- and consultant-facing settings.

• Experience in digital health, health plans, benefits consulting, or healthcare navigation and virtual care.

• Deep experience with Alternative Plan Design (APD), including designing, modeling, and implementing APD programs as part of broader value-based benefit and affordability strategies.

• Experience supporting enterprise and consultant-driven RFPs and strategic pursuits.

• Strong analytical skills, including comfort interpreting claims, utilization, engagement, or ROI analyses.

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Skills & Attributes

• Strategic problem solver with a bias for action and clarity.

• Collaborative partner who builds trust quickly across sales, client, product, and operations teams.

• Outstanding storyteller who can turn data and capabilities into a compelling, human-centered narrative.

• Operationally grounded—designs solutions that can be implemented and scaled.

• Curious and growth-minded, eager to learn from clients, consultants, and colleagues.

• High integrity and accountability, with a strong sense of ownership for results.

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Success in This Role Looks Like

• Higher win rates and expansion rates on strategic opportunities.

• Clear, differentiated solution stories that resonate with clients and consultants.

• Strong internal reputation as a go-to partner for complex deals and strategic conversations.

• Measurable impact on growth, retention, and client outcomes through better-designed solutions.

The base salary range for this full-time position is $205,000 – $245,000 per year in the United States. This posted range reflects the portion of our internal salary band that is currently funded for new hires in this role across our standard labor markets (Zones A–C). 

For context, these markets include Zone A (e.g., Phoenix AZ, San Antonio TX, Columbus OH, Charlotte NC), Zone B (e.g., Chicago IL, Denver CO, San Diego CA, Houston TX), and Zone C (e.g., Los Angeles CA, Seattle WA, Washington, D.C., Boston MA). At this time, we are not budgeting for hires in higher-cost Zone D markets (e.g., San Francisco Bay Area CA, New York City NY, San Jose CA) for this role. Within this range, individual pay is determined by work location, skills, experience, and internal equity. We use structured salary bands and geographic zones based on cost of labor to keep pay fair and consistent.

Benefits & Perks:

In addition to receiving a great compensation package, the compensation package may include, depending on the role, the following and more:

Bonus

Equity

Remote-first culture

401(k) savings plan through Fidelity

Comprehensive medical, vision, and dental coverage through multiple medical plan options (including disability insurance)

Paid Time Off ("PTO") and Discretionary Time Off (“DTO")

12 weeks of 100% Paid Parental leave

Family Building & Compassionate Leave: Fertility coverage, $25,000 for surrogacy/adoption, and paid leave for failed treatments, adoption or pregnancies.

Work-From-Home reimbursement to support team collaboration home office work

Your recruiter will share more about the salary range and benefits package for your role during the hiring process.

Included Health is a new kind of healthcare company, delivering integrated virtual care and navigation. We’re on a mission to raise the standard of healthcare for everyone. We break down barriers to provide high-quality care for every person in every community — no matter where they are in their health journey or what type of care they need, from acute to chronic, behavioral to physical. We offer our members care guidance, advocacy, and access to personalized virtual and in-person care for everyday and urgent care, primary care, behavioral health, and specialty care. It’s all included. Learn more at includedhealth.com.