Organization: Institute for Healthcare Improvement

Location: Cambridge, MA

Express Interest

About Institute for Healthcare Improvement:

The Institute for Healthcare Improvement (IHI) is a leading innovator in health and health care improvement worldwide. For more than 25 years, IHI has partnered with visionaries, leaders, and front-line practitioners around the globe to spark bold, inventive ways to improve the health of individuals and populations. Recognized as an innovator, convener, trustworthy partner, and driver of results, we are the first place to turn for expertise, help, and encouragement for anyone, anywhere who wants to change health and health care profoundly for the better.

IHI works in more than 30 countries across five Regions: Africa, Latin America, Middle East, Asia Pacific and North America. The 160 members of IHI staff and leadership comprise a diverse community of clinicians; public health, education, and social work professionals; improvement, measurement, and statistical experts; research and evaluation specialists; and innovators. IHI works in partnership with nations, regions and organizations to help them attain their improvement aims for the people they serve. IHI cultivates partnerships with hundreds of expert faculty members who spread their ideas and methods around the world. IHI engages a vital group of Improvement Advisors, who are individuals with broad expertise in improving. IHI also retains Senior Fellows, influential leaders who add substantially to the intellectual capital of the organization.

For more information about Institute for Healthcare Improvement, please visit

The Opportunity:

As an integral member of the IHI New Business Team, the Business Development Manager will meet business goals, develop new business, including management of large, complex proposals, develop and improve standard business processes, and contribute to financial sustainability across the organization. This role will work as part of a high performing team, reporting directly to the New Business Development Director and establish relationships with internal subject matter experts, regional and operational leads, and functional areas (e.g. finance, publications, multi-media, marketing, evaluation) and external partners and potential customers.

The Business Development Manager will be responsible for the following:

  • Collaborate with subject matter experts, operational leads, and functional areas (e.g. finance, publications, multi-media, marketing, evaluation) to lead proposal development teams and contribute to the design and content of proposals and concept papers submitted to public entities (including US and foreign governments and states), private grant-making entities (such as foundations and corporations), and healthcare organizations (such as health systems, payers, and professional associations);
  • Develop compelling concept papers and proposals that clearly articulate the value of IHI’s offerings and meet the needs of customers and funding organizations;
  • Develop business models and detailed budgets for new funded projects; derive pricing for customized offerings for clients;
  • Coordinate with partner organizations on large bids to secure or provide all organizational, program, and budget information required for proposal submission, and ensure that that inputs are compliant and competitive;
  • Drive complex contracting and negotiation processes post-award;
  • Effect a smooth post-award handoff from project development teams to the project teams that will execute new programs or projects;
  • Triage requests from potential customers, funders, and partners; facilitate consultative conversations to better understand requests;
  • Undertake market research and analysis as needed (e.g. new or changing clients, funders, partners, competitive landscape, regulatory environment);
  • Support the day-to-day operations and management of business development, including managing the vetting process for new opportunities; monitoring a portfolio of pipeline projects; contributing to organizational strategy development; contributing to projections for staffing needs and revenue expectations; creating and updating standard proposal language; regular communications with regional teams, content leads, and functional areas; and
  • Support data analysis, reporting, and knowledge management to inform business development strategy and operations.

Candidate Profile:

The ideal candidate will have the following personal competencies and characteristics:

  • Strong project management skills, including being detail-focused and managing towards aggressive timelines;
  • Ability to think at a system level: process level thinking, ability to optimize system and resources, think ahead to next steps, and transform concepts into action;
  • Capacity for business development, including an understanding of organizational capabilities, market needs, and optimal business models;
  • Excellent interpersonal skills with demonstrated ability to manage proposal processes and team relationships to ensure effective collaboration by various contributors to the process, including contributors from multiple offices/units and at all levels of the organization;
  • Demonstrated ability to handle the high stress, fast-moving environment of business development with grace and a sense of humor;
  • Demonstrated ability to successfully negotiate with external organizations strongly preferred;
  • Superb writing, presentation, and verbal communication skills, particularly in describing large and complex sets of business information.
  • Demonstrated good judgment, decision-making skills, and ability to prioritize multiple tasks simultaneously and work proactively; and
  • Willingness to undertake tasks at all levels when necessary.

Position Qualifications

  • Minimum of five years of experience with proposal writing and developing new business or programs required;
  • Minimum of two years of experience in managing the development of large and complex proposals preferred (e.g. USAID, CMS, Bill and Melinda Gates Foundation);
  • Bachelor’s degree required, Master’s degree in communication, marketing, nonprofit management, or business strongly preferred;
  • Must have knowledge of contracting, financial analysis and budgeting;
  • Knowledge of improvement methodology and implementation preferred;
  • Healthcare experience preferred; and
  • Fluency in spoken and written English required. Other languages a plus.


The Institute for Healthcare Improvement has engaged Turner Delano of Koya Leadership Partners to help in this hire. Please submit a compelling cover letter and resume here.

The Institute for Healthcare Improvement provides equal employment opportunity without regard to race, color, sex, age, disability, religion, national origin, marital status, sexual orientation, ancestry, political belief or activity, or status as a veteran.

About Koya Leadership Partners

Koya Leadership Partners is a national retained executive search and human capital consulting firm that works exclusively with mission-driven organizations, institutions of higher education and social enterprises. We deliver measurable results, finding exceptionally talented people who truly fit the unique culture of our client organizations and ensuring that organizations have the resources and strategies to support them. For more information, visit