Director of Business Development

Fenway Health•Boston, MA

About The Position

Fenway Health is establishing a Strategy Office to drive growth and navigate the evolving healthcare landscape. This role is central to that effort, focusing on evaluating new service lines, partnerships, and affiliations. It's a strategic position, not sales-oriented, aimed at identifying and assessing opportunities to ensure Fenway grows with purpose. The Director will build the analytical foundation for this growth, developing models and processes for deliberate decision-making. Initially an individual contributor, the role is designed to evolve into a leadership position with the potential to build and manage a team.

Requirements

Bachelor’s degree or equivalent professional experience in finance, economics, business, healthcare management, or a related field.
Eight or more years in corporate development, business development, strategic finance, healthcare consulting, or healthcare investment banking; ten or more preferred.
Demonstrated experience building financial models and business cases that informed real decisions.
Comfort working independently and building from scratch without a team or established process.
Working knowledge of healthcare reimbursement (Medicaid, Medicare, and managed care).
Ability to explain complex financial analysis clearly to leaders and Board members.
Strong analytical, written, and verbal communication skills.
Ability to work well with Finance, Operations, clinical leaders, Legal, and regulators.
Demonstrated ability to work effectively with LGBTQ+ communities, people living with HIV, and populations that have faced barriers to care, and to reflect that understanding in analysis and recommendations.
Understanding of how mission obligations shape business decisions in a safety-net setting, including where Fenway Health will decline an opportunity that would make money.

Nice To Haves

Master’s degree (MBA, MHA, or MPH) strongly preferred.
FQHC, 340B, and HRSA experience a plus.
Experience in community health centers, FQHCs, health systems, or safety-net healthcare.
Experience supporting partnership, affiliation, or transaction decisions and the integration that follows.
Experience with service-line growth, ambulatory care, telehealth, or education programs.
Knowledge of 340B pharmacy.

Responsibilities

Keep Fenway Health’s picture of its markets current, including who is served, competitors, payer mix, demand trends, and the policy/payment environment.
Translate market insights into a prioritized list of growth opportunities.
Support the annual strategic planning cycle and Board strategy calendar.
Integrate mission and business cases by connecting growth priorities to the Community Health Needs Assessment and Community Health Improvement Plan.
Identify, develop, and investigate strategic opportunities.
Build business cases for new opportunities, including service lines, pharmacy programs, payer strategies, education programs, partnerships, and affiliations.
Model revenue, costs, staffing, space, start-up losses, and steady-state margins for each opportunity.
Develop base, low, and high cases for financial models, analyzing sensitivity to assumptions and setting clear go/no-go points.
Clearly state conditions under which an opportunity might fail.
Maintain a comprehensive view of the opportunity pipeline, including declined opportunities and the reasons for decline.
Analyze payer terms, rates, and mix in collaboration with Finance and managed care.
Compare opportunities based on return, margin impact, capital/systems required, mission impact, execution risk, regulatory exposure, and reputational/community-trust risk.
Lead financial modeling for partnerships and affiliations, assessing impact on financial statements.
Assist in identifying and evaluating potential partners, leading evaluation discussions with the Chief Strategy Officer.
Coordinate due diligence with Finance, Legal, and external advisors.
Present opportunities and analysis to leadership and the Board in clear, accessible terms.
Prepare materials and facilitate Executive Committee and Board decisions on growth.
Set baseline projections and measures for approved ventures.
Participate in post-launch reviews to assess model accuracy and improve future modeling.
Partner with the Director, Project Management, on the delivery of approved ventures.
Maintain strict confidentiality regarding partnership and affiliation discussions.
Disclose actual or potential conflicts of interest in accordance with Fenway Health’s policy.
Adhere to all agency and departmental policies and procedures.
Participate in quality assessment and improvement activities.
Maintain patient and client confidentiality.
Adhere to safety policies and procedures.
Attend required meetings, in-services, and professional trainings.
Maintain professional competence and provide records of continuing education.
Serve on agency committees and in professional organizations when requested.
Perform related duties as assigned.