Job Details

divh2Market Growth Manager/h2pMarket Growth Manager/ppat Zcalo Health/ppRole covering the entire territory of Southern California (Field-Based / Hybrid, Full Time)/ppCompensation: $110,000/ph3About Us/h3pZcalo Health is a tech-enabled, community-oriented primary care organization serving people who have historically been underserved by the one-size-fits-all healthcare system. We partner with health plans, providers, and community organizations to deliver culturally competent primary care, behavioral health, and social care./ppOur model is built for populations with high medical and social complexity, where fragmented care drives poor outcomes and unnecessary cost. We combine local, community-based teams with virtual care and modern technology to deliver coordinated, whole-person care where members live and receive support./ppFounded in 2021, Zcalo Health is backed by leading healthcare and mission-aligned investors and is scaling rapidly across states and populations. We are building a durable care platform designed to perform in constrained healthcare environments and to lead the shift toward accountable, value-based care./ph3Role Description/h3pThe Market Growth Manager is responsible for driving territory growth through high-performing community partnerships, referral pipeline development, community-based enrollment strategy, and direct oversight of field-based member acquisition execution./ppThis role owns the full growth engine within an assigned territory from identifying and activating high-value partners to managing partner performance, referral production, community deployment, and member acquisition outcomes. Success in this role is measured by referral volume, partner productivity, enrollment growth, field conversion performance, and the ability to build sustainable community-based referral pipelines that consistently convert into enrolled Zcalo Health members./ppThe Market Growth Manager serves as the strategic growth lead for their territory, identifying high-value partners, developing referral pathways, strengthening partner engagement, and directing where Member Acquisition Specialists should be deployed to maximize enrollment opportunity and market growth. This role is responsible for ensuring field-based acquisition activity is aligned to partner productivity, referral quality, territory priorities, and enrollment goals./ppThis is a highly accountable, performance-driven leadership role for individuals who are comfortable building relationships, managing pipelines, leading field-based teams, operating strategically in the community, and driving measurable growth outcomes./ppThe Market Growth Manager directly oversees Member Acquisition Specialists at the community level and is responsible for ensuring their field activity, partner-site presence, and enrollment execution are aligned with territory growth strategy. The Market Growth Manager works closely with Community Operations Enrollment Managers to ensure frontline teams have the workflows, systems, training, and operational support needed to execute effectively and convert referral opportunities into enrolled members./ppThis position reports to the Regional General Manager./ph3Core Responsibilities/h3pPartnership Pipeline Territory Growth/pulliOwn the end-to-end partner pipeline: prospect ? committed ? active ? producing/liliDevelop and execute territory-level outreach and partnership growth strategies across providers, health plans, community organizations, shelters, schools, clinics, and other referral sources/liliIdentify, prioritize, and activate high-value partners aligned with market opportunity and organizational growth strategy/liliExpand referral networks and increase awareness of Zcalo Health services throughout assigned territories/liliIdentify new opportunities for market growth, expansion, and referral generation/liliBuild sustainable referral pipelines that drive measurable enrollment growth and long-term market presence/liliAlign partnership strategy with Member Acquisition Specialist deployment to maximize referral conversion and enrollment outcomes/li/ulpPartner Development Relationship Management/pulliBuild and maintain strong relationships with key stakeholders, referral partners, and community leaders/liliServe as a trusted representative of Zcalo Health within healthcare and community ecosystems/liliDevelop clear, actionable referral pathways that translate partnerships into consistent, high-quality referral pipelines/liliMaintain ongoing partner engagement, communication, and performance accountability/liliDrive active partner productivity through relationship management, partner education, and operational alignment/liliIdentify underperforming partnerships and implement strategies to improve referral and enrollment outcomes/liliEnsure partners understand how to work effectively with Member Acquisition Specialists to support referral conversion and member enrollment/li/ulpMember Acquisition Deployment Performance Oversight/pulliDefine where, when, and why Member Acquisition Specialists should be deployed across partner sites and community settings/liliSet clear field execution expectations for Member Acquisition Specialists aligned with territory growth priorities, partner productivity, and enrollment goals/liliMonitor Member Acquisition Specialist performance, including registrations, enrollments, same-day conversion, follow-up completion, and field productivity/liliUse performance data to coach, redirect, and optimize Member Acquisition Specialist deployment and execution/liliIdentify field execution gaps, conversion barriers, and performance trends impacting enrollment outcomes/liliPartner with Community Operations Enrollment Managers to ensure Member Acquisition Specialists have the workflows, systems, training, and operational support needed to execute effectively/li/ulpCommunity Deployment Conversion Strategy/pulliAlign deployment strategy with referral opportunity, partner productivity, staffing capacity, and territory growth priorities/liliOptimize partner-site presence and community deployment to improve referral-to-enrollment conversion performance/liliSupport alignment between outreach, intake, and enrollment workflows to improve speed-to-enrollment and overall conversion outcomes/liliCollaborate cross-functionally to ensure community outreach, partner referrals, and enrollment execution operate as one cohesive growth function/li/ulpGrowth Performance Operational Alignment/pulliMonitor referral volume, partner productivity, conversion trends, pipeline health, and Member Acquisition Specialist performance across assigned territories/liliUse performance data and market insights to continuously improve outreach strategy, deployment decisions, and growth outcomes/liliTrack active partner targets, referrals per partner, field productivity, enrollment production, and overall territory performance metrics/liliMaintain visibility into enrollment performance, partner-to-enrollment conversion quality, and individual/team contribution to growth goals/liliPartner cross-functionally to improve growth execution and operational effectiveness/li/ulpCommunity Leadership Market Representation/pulliRepresent Zcalo Health professionally in community and healthcare settings/liliBuild strategic relationships that strengthen Zcalo Healths reputation, visibility, and market presence/liliAct as a key growth leader supporting regional expansion, community-based enrollment strategy, and field acquisition performance/li/ulh3What Success Looks Like/h3ulliConsistently grows referral volume, partner productivity, and enrollment production across assigned territory/liliBuilds high-performing, sustainable referral partnerships that generate measurable enrollment outcomes/liliMaintains strong active partner engagement, accountability, and pipeline health/liliEffectively deploys and performance-manages Member Acquisition Specialists to maximize field conversion and enrollment outcomes/liliDemonstrates strong partner-to-enrollment and field-to-enrollment conversion performance/liliIdentifies and executes on new market growth and expansion opportunities/liliUses data, market insights, and performance trends to improve territory strategy, pipeline performance, and field execution/liliOperates with urgency, ownership, accountability, and strong follow-through/li/ulh3Who Thrives in This Role/h3pThis role is a strong fit for individuals who:/pulliEnjoy building relationships that drive measurable growth and outcomes/liliThink strategically about territory growth, market expansion, pipeline development, and field deployment/liliAre energized by performance goals, growth metrics, team accountability, and enrollment outcomes/liliThrive in fast-paced, field-based, and highly relationship-driven environments/liliAre highly organized, self-directed, and comfortable operating independently/liliCan influence partners, build trust quickly, and translate relationships into action/liliAre comfortable coaching field-based team members toward measurable performance goals/liliAre persistent, resourceful, and motivated by results/liliAre passionate about improving access to care while driving meaningful community impact/li/ulh3Qualifications/h3ulli5+ years of experience in healthcare partnerships, business development, outreach, growth, field sales, or network expansion roles/liliProven success operating in performance-driven environments with accountability for referral growth, pipeline performance, or enrollment outcomes/liliExperience developing and managing high-performing referral networks, community partnerships, or territory growth strategies/liliStrong relationship-building, communication, and influencing skills/li/ul/div