Description

American College of Chest Physicians

CHEST aspires to scale impact and grow revenue by expanding mission-aligned enterprise relationships with health systems, payors, and other entities across the healthcare ecosystem. This role focuses on accelerating adoption and scaled implementation of existing CHEST offerings through strategic institutional partnerships and enterprise commercialization efforts.

Primary Purpose:

The Director, Institutional Growth & Partnerships leads enterprise-facing growth efforts focused on expanding the reach, adoption, and commercialization of existing CHEST products, programs, and capabilities with health systems, payors, and institutional buyers.

This role serves as CHEST’s lead relationship steward for enterprise partnership development and scaled institutional engagement. The Director identifies opportunities to align CHEST’s existing offerings with institutional priorities and healthcare economic drivers, translates those opportunities into compelling value propositions, and collaborates cross-functionally to operationalize and scale partnerships.

Working across Strategy, Product Strategy, Program Strategy, Marketing, Communications, and Business Development, the Director ensures institutional partnerships are financially grounded, operationally feasible, and aligned with CHEST’s mission and capabilities.

Bring strong knowledge of healthcare economics, enterprise relationship management, and institutional decision-making structures to all initiatives.

Essential Functions / Responsibilities

Institutional Market Validation & Commercial Strategy

1. 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.
2. 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).
3. Define target segments and sales strategy, buyer personas, pricing strategy, and enterprise sales approach.
4. Collaborate with Marketing, Communications, and Business Development to create necessary sales collateral to support conversations at scale.
5. Deliver evidence-based recommendations regarding institutional opportunities, including clear go/no-go decision frameworks.

Enterprise Partnerships & Pilot Execution

1. 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.
2. Lead negotiation of partnership terms and participation agreements in collaboration with programmatic teams, legal, finance, and executive leadership.
3. Ensure pilots are structured to generate meaningful commercial, operational, and financial learning.
4. 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

1. Translate pilot results into updated financial projections, resource requirements, and operational models.
2. Assess scalability, including staffing, infrastructure, and cost structure implications.
3. 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:

1. Assist with other projects as needed.

Requirements

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.
• Ability to adhere to CHEST's hybrid work schedule, which includes 2 days per week work-from-home, and 3 days per week onsite at CHEST headquarters in Glenview. Tuesday and Wednesday are CHEST's anchor days, and a 3rd onsite will be decided between employee and supervisor.

Core Leadership Competencies

• Business Insight. Must deeply understand health system economics, institutional purchasing behavior, reimbursement pressures, and enterprise decision-making structures to position CHEST offerings effectively and drive revenue-generating partnerships.
• Drives Results. This role is accountable for creating tangible enterprise traction, securing partnerships, growing adoption of existing offerings, and building a scalable institutional pipeline. Execution orientation is essential.
• Instills Trust. Success depends heavily on building credibility quickly with external executives and internal stakeholders. The ability to create confidence, maintain relationships, and represent CHEST professionally is foundational.
• Collaborates. This role sits at the center of Strategy, Product, Program, Marketing, Finance, and external stakeholders. Strong collaboration and influence without authority are critical to operationalizing partnerships successfully.
• Organizational Savvy. The Director must navigate internal dynamics, competing priorities, and stakeholder sensitivities while advancing enterprise opportunities and maintaining alignment across teams.

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 $150,000 to USD $160,000. 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.