Business Development Lead- Health Plan Partnerships

ABOUT OLIPOP

At OLIPOP, we’re on a mission to positively impact consumer health at scale. And we’re doing it through something simple: soda. But not just any soda, a new kind of soda: one that’s delicious, refreshing, and actually good for you.

This mission is deeply personal for our CEO, Co-Founder, and Formulator, Ben Goodwin. Like many of us, Ben grew up consuming the Standard American Diet: lots of soda and processed foods that prioritized convenience over nutrition. But at 14, he took his health into his own hands. After making significant changes to his nutrition and exercise, he lost 50 pounds and saw a transformation in his energy, mood, and emotional clarity.

Those changes sparked a deep curiosity about the connection between nutrition and health. Ben became a relentless student of the gut microbiome and the ways it supports overall wellness. The more he discovered, the more passionate he became about finding credible, science-backed ways to make consumer health accessible to everyone.

The mission was clear. The vehicle? Less so. After exploring the possibilities, Ben landed on an unexpected yet familiar choice: soda. It was something he loved as a kid, and he knew millions shared that same nostalgia. But this wouldn’t be just any soda. With most Americans falling short on daily fiber, Ben set out to create a version with more fiber and less sugar, one that was perfectly balanced. The result? A deliciously refreshing soda with 6 to 9 grams of fiber and 2 to 5 grams of sugar, delivering science-backed benefits without sacrificing the classic taste people crave.

In 2018, the first OLIPOP cans hit the shelves, bringing Ben’s vision to life with a functional soda that anyone could enjoy. And by reimagining soda, we’re also reshaping culture. That means creating products that support health for all and building a business grounded in humanistic values: empathy, integrity, and a belief in better for everyone. From the ingredients we source to the culture we foster, we’re committed to proving that business (and beverage!) can be a force for good, and that soda has the power to bring people together.

So join us, and let’s write a new American soda story together. One we can all feel good about. One OLIPOP at a time.

This position is a temporary role that will end no later than October 2026. 

 

The Lead of Business Development (Health Plans) is a strategic leadership role responsible for expanding OLIPOP’s presence in the U.S. health insurance market. This lead will build and execute a strategy for OLIPOP’s Beverage as Engagement Programs into health plans across Medicaid, Medicare Advantage, Exchange, and Commercial lines of business. 
 
This position will own the business development lifecycle for health plan relationships, including securing new health plan contracts, expanding existing partnerships, and establishing OLIPOP’s market position as a credible, innovative partner in the member engagement, retention, or gaps in care solutions spaces. You will serve as OLIPOP’s primary face to the health plan industry and will collaborate cross-functionally to deliver payer-aligned solutions that drive both impact and revenue. 

Key Objectives & Responsibilities 

1. Develop and execute the health plan sales strategy: Create a comprehensive plan to identify, target, and secure new health plan client revenue for OLIPOP’s Beverage as Engagement programs. This includes setting quarterly/annual revenue forecasts for new client acquisition and expansion of existing accounts. 

1. Drive new business & revenue growth: Consistently prospect for new health plan clients, managing the end-to-end sales cycle. 

1. Meet and exceed sales targets: Take ownership of ambitious sales and revenue targets. Implement the strategies and action plans needed to attain or exceed net sales growth objectives.  

1. Expand and deepen partnerships: Work to scale current programs into larger, long-term contracts, and ensure OLIPOP becomes a trusted, go-to partner for additional lines of business or new initiatives. 

1. Relationship management at all levels: Build and nurture strategic relationships within each client organization. Develop trust, confidence, and excitement with stakeholders at all levels by demonstrating OLIPOP’s value and credibility. Serve as the face of OLIPOP to our health plan partners, ensuring exceptional client experience and satisfaction. 

1. Customize solutions to client needs: Work closely with health plans to understand their specific needs, challenges, and quality and engagement goals. Present and position OLIPOP’s Beverage as Engagement programs as tailored solutions to address those needs, backed by solid arguments and data. 

1. Cross-functional collaboration: Partner with internal teams, including Product, Marketing, Operations, Finance, and our Scientific & Medical Affairs teams, to align on product capabilities, evidence, and delivery for health plan solutions.  

1. Market insights and strategy: Keep a pulse on industry trends, regulatory changes, and competitor offerings in the health plan space. Provide feedback and insights to OLIPOP leadership on health plan needs, competitive landscape, and opportunities for new programs that could enhance OLIPOP’s value to health plans. Help refine our partnership strategy based on market learnings. 

1. Conference and event leadership: Take charge of OLIPOP’s presence in relevant industry conferences and events (e.g., AHIP, HLTH, regional health plan association meetings). Determine which conferences to attend or sponsor for maximum strategic benefit, and represent OLIPOP by networking, speaking, and demonstrating our product’s value to potential partners. Build OLIPOP’s brand recognition in the payer space through these channels. 

1. Reporting and pipeline management: Provide regular forecasts and progress reports to the executive team, ensuring transparency of the pipeline and realistic projections. Use data to track progress against goals and to refine tactics. 

Success Metrics 

• Signed payer contracts  

• Annual and quarterly health plan revenue performance 

• Progression of pilots to scaled partnerships 

• Strategic positioning of OLIPOP in the payer ecosystem 

• Client satisfaction  

Required Experience & Competencies 

• 10-12+ years of experience in a business development or sales capacity, leading full end sales cycle  

• Experience in health plan sales/business development: 5+ years of experience in B2B sales or business development in healthcare, with significant experience selling to or partnering with health plans (payers, insurance companies). A track record of closing deals with health plan clients and exceeding revenue targets is required. 

• Industry knowledge: Deep understanding of the health insurance landscape and how health plans operate, including familiarity with Medicare Advantage, Medicaid, and Commercial insurance lines. Preferred experience working for a health plan, with knowledge of health plan purchasing processes, decision-making hierarchies, and relevant regulatory or compliance considerations in the payer space. 

• Strategic partnerships mentality: Demonstrated ability to prospect, negotiate, and close complex deals at the executive level. Existing relationships or a network within the health plan industry is a strong plus. You should be adept at navigating lengthy sales cycles and RFP processes. 

• Leadership and collaboration skills: Ability to excel at cross-functional collaboration and coordinate work internally to support sales efforts. 

• Communication and presentation excellence: Outstanding interpersonal and communication skills, including the ability to engage senior leadership stakeholders with confidence. Skilled at crafting compelling presentations and telling a story with data and insights. 

• Entrepreneurial & results-driven mindset: Self-directed, high-energy, and comfortable working in a fast-paced environment. You take initiative, work autonomously, and do what it takes to meet your goals while maintaining integrity and quality. 

• Passion for our mission: Deeply passionate about OLIPOP and inspired by what we represent. You have a genuine interest in health, wellness, and helping people lead healthier lives. This passion fuels your drive to make an impact through your work and helps you connect authentically with our clients. 

• Willingness to travel: Ability to travel as needed (approximately 30-50% of the time) for in-person meetings with health plan clients and industry events.  

 

 COMPENSATION 

• Base Salary: $150,000 base salary + bonus 

*This is a 12-month temporary position* 
40 hours/week, within standard business hours 
Location: Remote (within USA) 

 

#LI-DNI

HOW WE WORK

We may be fully remote, but we’re anything but disconnected. OLIPOP has grown from a few passionate people around a table to a nationwide team, and we’ve done it without losing our collaborative spirit or sense of purpose.

Connection here is intentional. From cross-functional projects and IRL offsites to thoughtful Slack threads and spontaneous gifs, we make the effort to stay close, even across time zones. Sure, we move quickly, but we lead with trust, transparency, and a shared commitment to doing work that matters.

We value thoughtful debate. We give feedback with care and receive it with curiosity, knowing that real growth, both personal and collective, comes from listening as much as leading. Because at OLIPOP, it’s not just about getting things done. It’s about growing together, staying true to what matters, and building something with lasting impact.

 

WHAT WE VALUE

At OLIPOP, our values aren’t just posters on a wall. They shape how we show up: for each other, for our customers, and for the mission we’re chasing together. 

• Mission Connectivity: Everything we do ladders up to our shared goal: supporting human health. Whether launching a new flavor or conducting clinical research, the mission stays front and center.
• Indomitable Spirit: When things get messy, we get inventive. We stay curious, adapt quickly, and find the path forward, most likely with a dedicated Slack thread and a beautifully overbuilt deck.
• Lead at Every Level: Leadership isn’t about titles, it’s about ownership. We speak up, follow through, and lift each other up. If you’ve got ideas and initiative, you’ve got influence.
• Courageous Humility: We’re confident in what we bring and curious about what we don’t know (yet). We give feedback with care, take it with grace, and know that real growth takes both.

 

WHAT WE’RE LOOKING FOR

Success at OLIPOP doesn’t come from checking boxes; it comes from living our values, staying curious, and finding energy in both the pace and the purpose. We’re building something big, and we’re looking for people who: 

• Think big, move fast, and take thoughtful risks
• Thrive in a high-performance, feedback-rich environment
• Value real human connection and honest collaboration
• Are fired up by building something new, and making it better every day

Startup life at OLIPOP is equally fun and fast-paced. If you’re energized by a dynamic environment, eager to grow, and excited to help shape something meaningful from the inside out, OLIPOP is a one-of-a-kind ride.

 

We are committed to providing reasonable accommodations to qualified individuals with disabilities or other needs during the application process and employment. To request an accommodation, please contact The People Team at recruiting@drinkolipop.com.

We are proud to be an Equal Opportunity Employer.  OLIPOP will consider all qualified applicants without regard to race, religion, gender (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, veteran status, or any other characteristics protected by law.

 

Submission of Application Materials
Applicants are required to submit only the materials specifically requested as part of the application process. Please do not include any unsolicited materials, as they will not be reviewed or considered.

Unsolicited materials may include, but are not limited to:

• Marketing or promotional concepts
• Business ideas or strategies
• Photographs, videos, or other media
• Presentations, designs, or other creative content

By submitting any materials beyond those explicitly requested, you agree that:

1. You are voluntarily providing such materials;
2. You irrevocably assign all rights, title, and interest in and to those materials to Olipop Inc.; and
3. Olipop Inc. may use, reproduce, modify, distribute, or otherwise exploit such materials for any purpose anywhere in the world, without restriction or compensation.