SVP, Growth - Value Based Care - U.S. Renal Care

Company Overview

US Renal Care is the 3rd largest dialysis company in the United States. Today, we partner with 22% of the Nephrologists nationally. US Renal Care is owned by several private equity funds (incl. Bain Capital, Summit Partners, Revelstoke Capital Partners), who invested in 2019 with the following thesis:

• Become #1 in clinical outcomes and quality across the industry.
• Outgrow the dialysis industry with a combination of organic growth, de novo clinics and acquisitions.
• Transform US Renal Care from a dialysis company into a value-based kidney organization.

We are well on track to deliver on the investment thesis. What makes us different:

• We are a JV and Partnership company. ~80% of our clinics are co-owned with nephrologists (vs. approx. 20% for the rest of the industry). We are closely integrated with nephrology practices, make decisions together and have aligned incentives.
• We are committed to growth and to serving our communities. At a time when the dialysis industry growth is flat (and when our competitors are closing hundreds of clinics), we are growing organically at 5%+ a year. We also recently expanded our footprint through acquisitions and partnerships and added 70+ new clinics in 2024.
• We are committed to clinical excellence. 2023 Medicare Quality Incentive program (QIP) showed US Renal Care as either #1 or #2 for most critical clinical quality metrics. We are also big proponents of home dialysis which we have grown by 50% over the past 4 years.

Our Value-Based Care Journey

3 years ago, we launched Kidneylink, a value-based care network of 600+ nephrologists across 20 markets, to drive better clinical outcomes and reduce Medical Loss Ratio for CKD and ESKD patients. We currently care for 16K late-stage kidney patients under shared and global risk agreements and are approaching ~$1B of spend under management.

Our value-based care model is different. It is based on deep level of integration and alignment with nephrology practices.

• Our systems are integrated.
• We make clinical decisions together and jointly design clinical workflows.
• Our staff is in-market and embedded within the nephrology practices.

As a result of the above, we act as a true extension of the practice. This allows us to have unprecedented engagement of patients in our clinical programs, and results in differentiated outcomes. In contrast, many of our competitors rely on virtual care management models and provide "wrap-around" services that often bypass the nephrologists. Those models have shown limited impact.

Examples of results and early track-record

• CKCC Medicare program (started in 2022): drove double digit reduction in the total cost of care, and improved risk adjustment by ~10% -- Overall MLR improvement of 20%+.
• Large National Payor: a) increased home dialysis by ~70% in less than 6 months; b) achieved unprecedented engagement of patients with care management team and nephrologists (74% CKD patients vs. 30% industry benchmarks).
• We have achieved those results for both CKD and ESRD patients, and in a broad variety of markets (e.g., 50% of value-based care ESKD patients are not in USRC facilities)

Path forward

We started and scaled our value-based care business through the Medicare CKCC program. We are now actively prioritizing private payor growth. Our goal is to double the size of our business over the next 2-3 years, while continuing to drive superior outcomes in terms of medical cost savings and clinical quality. To achieve this goal, we are committed to invest in business development and payor growth capabilities.

ROLE -- SVP Value-Based Care

The SVP, Growth - VBC will accelerate U.S. Renal Care's value-based care growth by building and growing the pipeline of private payor deals. This includes value-based care agreements with Medicare Advantage Plans, Commercial Insurers (fully and self-insured) as well as risk-bearing Medical Groups. The growth leader will be responsible for sourcing, structuring and negotiating deals with payors. She/He will work in very close partnership with the value-based care operations team and actuarial team to ensure successful design and implementation of opportunities.

Essential Duties and Responsibilities

• Accountable for building and growing the pipeline of private payor deals (incl. insurers; risk bearing medical groups). From initial discussions to implementation.
  • Develop approach and toolkit for every step of the deal lifecycle (from sourcing to implementation)
  • Navigate complex payor "ecosystems": opening doors, initial pitch, opportunity analyses, structuring deals, negotiating, implementing.
  • Effectively structures deal terms with help from Chief Actuary
• For some of the deals, might be accountable for developing specific network of nephrologists and structuring program specific incentives for the network.
• External face of Kidneylink with payors and nephrology partners.

• Effective senior leader within the broader value-based care team
• Initially, will lead a small BD team (1-2 direct reports). Over time, will be responsible to grow the business development team.
• Partner closely with Operations team to: a) bring the best of Kidneylink to interactions with payors; sell the "right" programs and keep the implementation in mind from the beginning.

• Inspiring leader, able to work effectively in cross-functional environments.