Mid-Level Management Positions in Managed Care

Position Titles

  • Directors of marketing and sales, department managers, case managers (generally LPNs, RNs, or social workers), managers of ancillary services such as laboratory and radiology departments, and ambulatory care managers
  • Specialists who negotiate contracts with providers or payors
  • Controllers



A bachelor's degree is required, but a master's degree such as an MBA or MHA is preferred.

Contracting specialists:

Usually these positions require some prior work experience in healthcare.


The Certified Public Accounting (CPA) credential is a requisite. Experience in providing finance and accounting support is generally needed.

Expected Abilities, Skills, and Knowledge

Directors/managers/case managers:

  • Knowledge of the company, management, and clinical operations, especially for medical managers
  • Solid financial background, including knowledge of capital and operational budgets
  • Broad understanding of systems management and strategic achievement
  • Knowledge of information technology
  • Strong analytical skills
  • Clinical background, especially for case managers
  • Strong team-building skills
  • Exceptional communication skills

Contracting specialists:

  • Ability to negotiate contracts with providers or payors
  • Understanding of pricing methodologies and risks
  • Ability to analyze the impact of pricing options and contract terms


  • Ability to maintain flow of funds, cash receipts, receivables, and payables
  • Knowledge of performance-to-budget reporting
  • Ability to support the chief financial officer

Salary Range

Executives in practice indicate that salaries for mid-level management positions vary widely and depend on an organization's size and type. Typical salary ranges for department and case managers are from $55,000 to $75,000. For marketing and sales professionals at private, for-profit managed care organizations, salaries may be more than $85,000 with additional compensation in the form of commissions, bonuses, and stock options.

Contracting specialists at this level can expect to earn between $70,000 and $85,000 in a managed care organization or a hospital; salary is commensurate with credentials, experience, and company type.

Salary ranges for controllers vary depending on company type, organization size, and job responsibilities. Controllers earn substantially more—between $85,000 and $125,000—if they work for private, for-profit organizations as opposed to nonprofit or sole proprietor organizations.

Typical Hours per Week

A mid-level manager can expect to work approximately 45-55 hours per week.