📌 Core Information
🔹 Job Title: Labor Affairs Partnerships Director – Union Accounts
🔹 Company: Apos US Management, Inc.
🔹 Location: Pittsburgh, PA
🔹 Job Type: Full-Time
🔹 Category: Medical Device, Healthcare
🔹 Date Posted: May 27, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Hybrid (80% travel required)
🚀 Job Overview
Key aspects of this role include:
- Leading engagement with union health & welfare funds, TPAs, and labor benefit stakeholders
- Blending consultative sales, benefit integration, and partnership development
- Positioning Apos® musculoskeletal device as a covered health benefit
- Driving product adoption and inclusion in union health plans
- Acting as a union-market expert and shaping internal strategy
ASSUMPTION: This role requires a strategic, motivated individual with a proven track record in union benefits, healthcare partnerships, or payer sales. Strong communication skills and a self-starter attitude are essential for success.
📋 Key Responsibilities
✅ Own full sales cycle: identify, present, close opportunities with union health decision-makers
✅ Build relationships with health & welfare fund admins, union trustees, TPAs, and labor-friendly payers
✅ Develop clinical and financial ROI cases tailored to union needs
✅ Drive inclusion of device as covered benefit, carve-out, or pilot program
✅ Collaborate on pilot programs with internal teams
✅ Track outreach and pipeline using CRM
✅ Act as union-market expert, shaping internal strategy
ASSUMPTION: This role involves frequent travel (80%) across key East Coast union markets and requires strong communication skills for both clinical and non-clinical audiences.
🎯 Required Qualifications
Education: Bachelor's degree preferred (Management & Labor, Public Health, or Healthcare Admin)
Experience: 5+ years in union benefits consulting, healthcare partnerships, or payer/provider sales
Required Skills:
- Proven success in getting products adopted by union health plans
- Deep knowledge of union benefits structures, Taft-Hartley funds, and TPA/payer processes
- Strong communication skills for clinical and non-clinical audiences
- Understanding of utilization management, value-based care, and chronic care
- Self-starter with hunter mentality
Preferred Skills:
- Experience in MSK, physical therapy, digital health, or DME
- CEBS certification or experience with union consulting firms (e.g., Segal, Aon)
- Former union reps, TPA staff, or payer reps with labor-focused portfolios
ASSUMPTION: While a Bachelor's degree is preferred, relevant experience and a proven track record are more important for this role.
💰 Compensation & Benefits
Salary Range: $100,000 - $125,000 per year (based on experience and qualifications)
Benefits:
- Health, dental, and vision insurance
- 401(k) plan with company match
- Paid time off (vacation, sick, and holidays)
- Flexible work arrangements
Working Hours: Full-time, with flexible hours and 80% travel required
ASSUMPTION: The salary range is estimated based on industry standards for similar roles and experience levels. Benefits are subject to change and may vary based on employment status.
📌 Applicant Insights
🔍 Company Context
Industry: Medical Device, focusing on musculoskeletal conditions and improving patients' quality of life
Company Size: 51-200 employees, offering a dynamic and collaborative work environment
Founded: 2004, with a mission to help people with musculoskeletal conditions move better and live better
Company Description:
- Develops and markets the Apos® foot-worn medical device, FDA-cleared for treating knee osteoarthritis
- Offers a treatment approach consisting of gait analysis, personalized device, and customized treatment plans
- Has helped over 100,000 patients worldwide with chronic knee, lower back, and hip pain
Company Specialties:
- Knee pain (osteoarthritis, patellofemoral, meniscal tear, ligament tear)
- Lower back pain
- Hip pain (osteoarthritis)
- Ankle problems (post-fractures, recurrent ankle sprain)
- Gait correction
Company Website: https://www.aposhealth.com/
ASSUMPTION: Apos US Management, Inc. is a fast-growing company focused on revolutionizing health and wellness by helping people move better and live better through its innovative musculoskeletal device.
📊 Role Analysis
Career Level: Mid-level to senior, with opportunities for growth and impact
Reporting Structure: Reports directly to the Vice President of Partnerships
Work Arrangement: Hybrid, with 80% travel required across key East Coast union markets
Growth Opportunities:
- Expanding partnerships and market penetration within the union health space
- Potential career advancement within the Partnerships team or other departments
- Gaining experience in a fast-growing medical device company
ASSUMPTION: This role offers significant growth opportunities for the right candidate, with the potential to make a substantial impact on the company's success.
🌍 Location & Work Environment
Office Type: Hybrid, with a flexible work arrangement and 80% travel required
Office Location(s): Pittsburgh, PA (with frequent travel to East Coast union markets)
Geographic Context:
- Pittsburgh, PA: A vibrant city with a rich history in healthcare and technology
- East Coast union markets: Offers opportunities to engage with various union health decision-makers and stakeholders
- Travel: Requires frequent travel, with potential overnight stays (80% of the time)
Work Schedule: Full-time, with flexible hours and frequent travel
ASSUMPTION: The hybrid work arrangement and frequent travel requirements allow for a dynamic and engaging work environment, with opportunities to connect with union health stakeholders across the East Coast.
💼 Interview & Application Insights
Typical Process:
- Phone or video screening to assess communication skills and cultural fit
- In-depth interview with the Vice President of Partnerships to discuss role responsibilities and expectations
- Final interview with key stakeholders to evaluate fit and alignment with company values
Key Assessment Areas:
- Understanding of union benefits structures and TPA/payer processes
- Communication skills for clinical and non-clinical audiences
- Ability to develop clinical and financial ROI cases tailored to union needs
- Self-starter attitude and hunter mentality
Application Tips:
- Highlight relevant experience in union benefits, healthcare partnerships, or payer sales
- Tailor your resume and cover letter to emphasize your understanding of union benefits structures and TPA/payer processes
- Demonstrate your strong communication skills and ability to develop ROI cases
ATS Keywords: Union benefits, healthcare partnerships, payer sales, consultative sales, partnership development, clinical ROI, financial ROI, MSK knowledge, TPA processes
ASSUMPTION: The application process for this role is designed to assess candidates' understanding of union benefits, communication skills, and ability to develop ROI cases, with a focus on cultural fit and alignment with company values.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, HubSpot) for tracking outreach and pipeline
- Microsoft Office Suite (Word, Excel, PowerPoint) for creating ROI cases and presentations
- Video conferencing tools (e.g., Zoom, Google Meet) for remote communication and collaboration
ASSUMPTION: This role requires proficiency in CRM software, Microsoft Office Suite, and video conferencing tools for effective communication and collaboration with internal teams and union health stakeholders.
👔 Cultural Fit Considerations
Company Values:
- Patient-centric: Focus on improving patients' quality of life through innovative solutions
- Innovation: Continuously seeking new ways to revolutionize health and wellness
- Collaboration: Working together to achieve common goals and drive success
- Integrity: Upholding ethical standards and acting with honesty and transparency
Work Style:
- Dynamic: A fast-paced, field-forward role with frequent travel and in-person meetings
- Mission-driven: Committed to helping people with musculoskeletal conditions move better and live better
- Collaborative: Working closely with internal teams and union health stakeholders to achieve common goals
Self-Assessment Questions:
- How do your communication skills enable you to connect with both clinical and non-clinical audiences?
- How have you successfully developed clinical and financial ROI cases tailored to specific needs in the past?
- How do you approach building relationships with key stakeholders, such as health & welfare fund admins and union trustees?
ASSUMPTION: A strong cultural fit for this role involves a patient-centric mindset, a commitment to innovation, and the ability to thrive in a dynamic, collaborative work environment.
⚠️ Potential Challenges
- Frequent travel (80%) across key East Coast union markets, which may require overnight stays
- Navigating the complex landscape of union benefits structures, Taft-Hartley funds, and TPA/payer processes
- Developing clinical and financial ROI cases tailored to the unique needs of union health plans
- Building and maintaining strong relationships with union health decision-makers and stakeholders
ASSUMPTION: These challenges can be overcome by a motivated, self-starter individual with a deep understanding of union benefits structures and strong communication skills.
📈 Similar Roles Comparison
- Unlike traditional sales roles, this position focuses on partnership development and benefit integration within the union health space
- Requires a unique blend of consultative sales, clinical knowledge, and understanding of union benefits structures
- Offers significant growth opportunities and the potential to make a substantial impact on the company's success
ASSUMPTION: This role is distinct from other sales or partnership positions due to its focus on the union health market and the unique blend of skills required for success.
📝 Sample Projects
- Developing a clinical and financial ROI case for a union health plan, demonstrating the value of the Apos® device as a covered benefit
- Building and maintaining relationships with health & welfare fund admins, union trustees, and other key stakeholders within the union health market
- Collaborating with internal teams to design and implement pilot programs, driving product adoption and inclusion in union health plans
ASSUMPTION: These sample projects illustrate the key responsibilities and required skills for success in this role, focusing on partnership development, ROI case creation, and collaboration with internal teams.
❓ Key Questions to Ask During Interview
- How does this role fit into the company's overall strategy for expanding partnerships within the union health space?
- What are the key priorities for this role in the first 90 days?
- How does the company support the growth and development of its employees?
- What is the typical career path for someone in this role, and what opportunities exist for advancement?
- How does the company measure success for this position, and what key performance indicators (KPIs) will I be expected to track?
ASSUMPTION: These key questions help candidates better understand the role's expectations, company culture, and opportunities for growth and success.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience in union benefits, healthcare partnerships, or payer sales
- Prepare examples of ROI cases or other relevant work samples to demonstrate your skills and qualifications
- Follow up with the hiring manager one week after submitting your application to express your interest and reiterate your qualifications
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
