Note: The job is a remote job and is open to candidates in USA. Zócalo Health is a tech-enabled, community-oriented primary care organization serving historically underserved populations. The Market Growth Manager is responsible for driving territory growth through partnerships, community engagement, and member acquisition strategies.
Responsibilities
- Own the end-to-end partner pipeline: prospect → committed → active → producing
- Develop and execute territory-level outreach and partnership growth strategies across providers, health plans, community organizations, shelters, schools, clinics, and other referral sources
- Identify, prioritize, and activate high-value partners aligned with market opportunity and organizational growth strategy
- Expand referral networks and increase awareness of Zócalo Health services throughout assigned territories
- Identify new opportunities for market growth, expansion, and referral generation
- Build sustainable referral pipelines that drive measurable enrollment growth and long-term market presence
- Align partnership strategy with Member Acquisition Specialist deployment to maximize referral conversion and enrollment outcomes
- Build and maintain strong relationships with key stakeholders, referral partners, and community leaders
- Serve as a trusted representative of Zócalo Health within healthcare and community ecosystems
- Develop clear, actionable referral pathways that translate partnerships into consistent, high-quality referral pipelines
- Maintain ongoing partner engagement, communication, and performance accountability
- Drive active partner productivity through relationship management, partner education, and operational alignment
- Identify underperforming partnerships and implement strategies to improve referral and enrollment outcomes
- Ensure partners understand how to work effectively with Member Acquisition Specialists to support referral conversion and member enrollment
- Define where, when, and why Member Acquisition Specialists should be deployed across partner sites and community settings
- Set clear field execution expectations for Member Acquisition Specialists aligned with territory growth priorities, partner productivity, and enrollment goals
- Monitor Member Acquisition Specialist performance, including registrations, enrollments, same-day conversion, follow-up completion, and field productivity
- Use performance data to coach, redirect, and optimize Member Acquisition Specialist deployment and execution
- Identify field execution gaps, conversion barriers, and performance trends impacting enrollment outcomes
- Partner with Community Operations & Enrollment Managers to ensure Member Acquisition Specialists have the workflows, systems, training, and operational support needed to execute effectively
- Align deployment strategy with referral opportunity, partner productivity, staffing capacity, and territory growth priorities
- Optimize partner-site presence and community deployment to improve referral-to-enrollment conversion performance
- Support alignment between outreach, intake, and enrollment workflows to improve speed-to-enrollment and overall conversion outcomes
- Collaborate cross-functionally to ensure community outreach, partner referrals, and enrollment execution operate as one cohesive growth function
- Monitor referral volume, partner productivity, conversion trends, pipeline health, and Member Acquisition Specialist performance across assigned territories
- Use performance data and market insights to continuously improve outreach strategy, deployment decisions, and growth outcomes
- Track active partner targets, referrals per partner, field productivity, enrollment production, and overall territory performance metrics
- Maintain visibility into enrollment performance, partner-to-enrollment conversion quality, and individual/team contribution to growth goals
- Partner cross-functionally to improve growth execution and operational effectiveness
- Represent Zócalo Health professionally in community and healthcare settings
- Build strategic relationships that strengthen Zócalo Health’s reputation, visibility, and market presence
- Act as a key growth leader supporting regional expansion, community-based enrollment strategy, and field acquisition performance
- Perform other responsibilities and tasks as requested by your manager
Skills
- 5+ years of experience in healthcare partnerships, business development, outreach, growth, field sales, or network expansion roles
- Proven success operating in performance-driven environments with accountability for referral growth, pipeline performance, or enrollment outcomes
- Experience developing and managing high-performing referral networks, community partnerships, or territory growth strategies
- Strong relationship-building, communication, and influencing skills
- Highly data-driven, with experience using metrics, dashboards, and pipeline reporting to inform decisions and improve performance
- Strong strategic thinking and problem-solving capabilities with the ability to translate market insights into actionable growth strategies
- Deep understanding of the Southern California healthcare landscape, including referral ecosystems, community organizations, providers, and health plan dynamics
- Comfortable operating both strategically and hands-on in field-based environments
- Highly organized, self-directed, and able to thrive in fast-paced, evolving environments
- Experience working cross-functionally to improve conversion, enrollment, or operational outcomes
- Reliable transportation and willingness to travel extensively throughout assigned territory
- Experience with ECM, CalAIM, Medicaid, or community-based care models
- Existing relationships within healthcare, community organization, or referral ecosystems
- Experience managing or mentoring frontline outreach, enrollment, or growth-focused teams
- Experience in startup or high-growth environments preferred
- Bilingual English-Spanish strongly preferred
Benefits
- Equity compensation package
- Comprehensive benefits including medical, dental, and vision
- 401k
- Flexible PTO policy - take the time you need to recharge
- $1,000 home office stipend
- We provide the equipment needed for this role.
- Opportunity for rapid career progression with plenty of room for personal growth.
Company Overview