CHEST aspires to scale impact and grow revenue by entering new markets (eg, health systems, payors, value-based care enablement companies) leveraging a mix of existing proven products and programs and identifying opportunities to develop, pilot, and scale new offerings built around a shared sense a need and urgency.
Primary Purpose:
The Director, Enterprise Market Development forges new mission-aligned, revenue generating partnerships with health systems, payors, and other entities in the healthcare value chain that enable the scaled delivery of existing CHEST products and programs. They also engage in ongoing structured discovery with key institutional stakeholders (C-suite, quality leaders, service line leaders) and, working across internal teams (product and program strategy, business development), support the translation of market signals into new product concepts, leading external interaction and internal market validation at a product level. This role serves as the connective leader between institutional partners and CHEST’s internal functions—ensuring that commitments made externally are operationally feasible, aligned across teams, and translated into sustainable execution models. The Director identifies readiness gaps early and works cross-functionally to address them before scale decisions are made. Bring strong knowledge of healthcare economics and population health management to all initiatives.
Essential Functions / Responsibilities
Institutional Market Validation & Commercial Strategy
- Lead structured engagement with health system executives and institutional buyers and socialize with internal colleagues to validate demand, willingness to pay, and strategic fit for CHEST offerings.
- Collaborate with functional team leaders to translate healthcare economic drivers and system-level pain points into clear institutional value propositions that speak to shared incentives (quality metrics, accreditation benefit, workforce development, patient outcomes, reputation).
- Define target segments and sales strategy, buyer personas, pricing strategy, and enterprise sales approach.
- Collaborate with Marketing, Communications, and Business Development to create necessary sales collateral to support conversations at scale.
- Deliver evidence-based recommendations regarding institutional opportunities, including clear go/no-go decision frameworks.
Enterprise Partnerships & Pilot Execution
- Co-design with internal functional unit leaders pilot partnerships with health systems that represent CHEST’s intended institutional market and reflect partner needs and CHEST capabilities or investments.
- Lead negotiation of partnership terms and participation agreements in collaboration with programmatic teams, legal, finance, and executive leadership.
- Ensure pilots are structured to generate meaningful commercial, operational, and financial learning.
- Steward external partner feedback and internal team feedback to build a repeatable enterprise engagement and partnership model to support future growth.
Business Model Viability & Scale Planning
- Translate pilot results into updated financial projections, resource requirements, and operational models.
- Assess scalability, including staffing, infrastructure, and cost structure implications.
- Serve as connective leader across strategy, education finance, and marketing to ensure institutional offerings are feasible, aligned with capabilities, and supported by clear ownership and execution pathways. Present executive-level recommendations on whether to scale, modify, or discontinue institutional initiatives.
Success in this role will be demonstrated by:
- Secured partnerships with paying institutional participants
- Pipeline of products with validated institutional demand and willingness to pay
- Financially grounded and operationally feasible business models
- Clear go/no-go scale recommendation supported by evidence
- Improved alignment across Strategy, Product Strategy, and Program Strategy
- Evidence that institutional partnerships are operationally integrated and supported internally, with defined ownership, delivery clarity, and cross-functional alignment
Other Functions/Responsibilities:
- Assist with other projects as needed.
Qualifications
- Master’s degree in Business Administration (MBA), Healthcare Administration (MHA), Public Health (MPH), or related field strongly preferred.
- 15+ years of experience in healthcare strategy, enterprise partnerships, corporate development, health system operations, or institutional business development.
- Demonstrated network and experience working with or selling to hospitals and health systems, with strong understanding of healthcare economics, quality incentives, and institutional budgeting structures.
- History of implementing programs at a systems-level, such as quality improvement efforts, new service lines, or centers of excellence.
- Experience structuring and negotiating enterprise-level agreements or partnerships.
- Proven ability to develop and evaluate business cases, financial models, and commercialization strategies.
- Strong financial acumen, including revenue modeling, pricing strategy, and break-even analysis.
- Track record of leading cross-functional initiatives without direct authority.
- Excellent executive communication skills, including the ability to present complex trade-offs and recommendations to senior leadership.
- Ability to travel as needed to represent CHEST in enterprise and health system engagements.
Leadership Competencies
- Strategic Mindset. Sees ahead to future possibilities and translates them into breakthrough strategies. Anticipates market shifts, evaluates risk and trade-offs, and frames institutional growth opportunities within broader healthcare and organizational trends.
- Organizational Savvy. Maneuvers comfortably through complex organizational dynamics to build alignment, resolve friction, and advance institutional initiatives.
- Business Insight. Applies knowledge of business drivers, financial and operational dynamics, and market forces to advance organizational goals. Understands health system economics, quality incentives, and enterprise decision-making structures.
- Decision Quality. Makes sound, timely decisions based on analysis, experience, and judgment. Evaluates assumptions rigorously and balances speed with disciplined validation.
- Drives Results. Consistently achieves results, even under tough circumstances. Demonstrates accountability for commercial outcomes, partnership commitments, and defined performance metrics.
- Manages Complexity. Makes sense of complex, high-quantity, and sometimes contradictory information to effectively solve problems. Navigates cross-functional environments and ambiguous institutional landscapes without losing clarity of direction.
- Collaborates. Builds partnerships and works collaboratively with others to meet shared objectives. Bridges strategy, education, finance, and external stakeholders to reduce fragmentation and increase execution clarity.
- Instills Trust. Gains the confidence and trust of others through honesty, integrity, and authenticity. Demonstrates credibility with health system executives and internal leadership.
- Situational Adaptability. Adapts approach and demeanor in real time to match shifting demands of institutional buyers, internal readiness, and evolving market feedback
Benefits
While we offer benefits that you’d expect from any forward-thinking, progressive organization, we offer a lot of extras too, including the standardization of a hybrid working environment. From tuition reimbursement to parental leave, we offer the benefits that you want most.
- Health and Wellness: Medical, dental, and vision insurance*; flexible spending account*; long- term and short-term disability insurance; life/AD&D insurance
- Work/life Balance: 37.5-hour work week with flexible start times; Paid Time Off; Paid parental leave; Hybrid work environment; Paid holidays
- Giving and sharing: 401(k) with matching contribution from CHEST*; Health club and fitness reimbursement; Employee counseling program; Reimbursement for professional memberships; Tuition Reimbursement
- Office perks: Lunch & Learns; Annual Health Fair; Professional development courses; Volunteering opportunities; Annual Holiday Party; In-office “Busy Breaks”
Additional Information
The annual base salary range for this position is USD $155,000 to USD $165,000. This pay range represents base pay only and excludes any additional items such as incentives, bonuses, or other items. CHEST considers factors such as, but not limited to, the scope and responsibilities of the position, the candidate's work experience, education/training, key skills, internal peer equity, and market and organizational considerations when extending an offer. CHEST is proud to be an equal opportunity employer and does not discriminate on the basis of race, color, national origin, sex, gender identity, religion, sexual orientation, age, disability, parental status, veteran status, or any other protected status under applicable laws.
At CHEST, our employees come from different backgrounds with various lived experiences and dynamic strengths. We strive to continuously improve our way of working to reflect our commitment to inclusion and equity and build a workforce that reflects the communities that we serve. And that means we need you! Your experiences may only perfectly align with some qualifications listed in the job description. But if you are excited by this position, we highly encourage you to consider still applying. You may be just the right candidate to help us with our mission to improve patient care.
