Director of Business Development - De Novo Market
About The Position
The Director of Business Development — De Novo Markets is a senior-level field operator responsible for building referral infrastructure from the ground up across multiple Alsos Behavioral Health facilities in new or early-stage markets. This role carries direct accountability for driving admissions ramp performance across a portfolio of de novo facilities simultaneously, entering each market without established referral relationships, building clinical community presence, and achieving defined census milestones within structured ramp timelines. This position functions as a market builder and portfolio operator simultaneously. The Director must hold strategic context across multiple geographies, prioritize outreach intelligently when resources are stretched, and operate with significant autonomy while maintaining tight alignment with the Chief Revenue Officer and facility leadership. This is not a market maintenance role and is not suited for someone with single-market ramp experience only. We are looking for someone who has opened multiple markets and can manage several ramps concurrently without loss of execution quality. The Director is expected to self-direct, operate without routine supervisory guidance, and take full ownership of admissions outcomes across all assigned markets. This role carries direct accountability for census ramp milestones and is expected to exercise independent judgment across account prioritization, outreach sequencing, referral source development, and escalation decisions.
Requirements
- Bachelor’s degree in business, marketing, healthcare administration, or a related field required
- Minimum 5 years of business development experience in behavioral health, SUD treatment, or closely adjacent healthcare (acute psychiatric, detox, transitional care).
- Demonstrated experience launching or ramping BD activity in new or de novo markets; multi-market ramp experience strongly preferred.
- Track record of hitting census or admissions targets in a field-based, quota-carrying role.
- Proficiency with Microsoft Office Suite (Excel, Word, PowerPoint, Outlook).
- Proficiency with CRM platforms and field activity management tools; Badger Maps experience preferred.
- Comfortable working within electronic health records platforms as needed for coordination with clinical and admissions teams.
- Valid driver’s license, clean Motor Vehicle Report (MVR), and proof of insurance for personal vehicle use required.
- Ability to travel extensively within and across assigned regions (up to 80%) required.
Nice To Haves
- Master’s degree or clinical licensure preferred.
- Existing referral relationships in one or more Alsos operating markets (OH, KY, IN, CO, AR) strongly preferred.
- Badger Maps experience preferred.
- Familiarity with residential SUD treatment clinical criteria, levels of care (ASAM), and EKRA-compliant referral practices preferred.
- Clinical background (LCSW, LCDC, LPC, RN, or equivalent) with transition into BD preferred.
- Personal alignment with or meaningful connection to behavioral health, recovery, or mental health services strongly preferred.
- Familiarity with Sunwave or equivalent SUD-specific EHR/CRM platforms preferred.
Responsibilities
- Develop and execute individualized market entry BD plans for each assigned de novo facility, including referral source identification, segmentation, and outreach sequencing prior to facility open.
- Build net-new referral relationships with hospitals, emergency departments, detox programs, courts, EAPs, physician groups, mental health providers, and community organizations across multiple geographies concurrently.
- Achieve defined admissions ramp targets, including census milestones at 30, 60, 90, and 180 days post-open, for each facility in the assigned portfolio.
- Conduct pre-launch market analysis for each facility to identify priority referral corridors, competitive positioning gaps, high-volume source categories, and geographic outreach sequencing.
- Coordinate pre-open BD activity to ensure referral pipelines are seeded and active relationships are in place before each facility accepts admissions.
- Manage a portfolio of de novo facilities at varying ramp stages simultaneously, allocating time and travel to match each facility’s census position and urgency without allowing any active ramp to fall below target trajectory.
- Serve as the primary external-facing BD representative for all assigned facilities during pre-open and early-ramp phases.
- Host facility tours, clinical in-services, and community education events across markets; manage logistics, communications, and follow-up for all BD-facing events.
- Maintain a structured account management cadence in Badger Maps; log all activity completely and consistently to support pipeline visibility and incentive compensation accuracy.
- Transition mature referral accounts to facility-level Market Directors as markets stabilize; maintain oversight through handoff to ensure no pipeline degradation during transition.
- Collaborate with Admissions to ensure referral source expectations are aligned with intake capacity and clinical criteria at each assigned facility.
- Partner with Marketing on local digital presence, event strategy, and market-specific collateral for each assigned de novo market.
- Provide the Chief Revenue Officer with weekly pipeline status updates, ramp trajectory summaries, referral source development progress, and barrier-to-admission analysis across all active facilities.
- Surface operational or clinical issues identified through referral source feedback and escalate through appropriate channels with sufficient documentation to support resolution.
- Participate in ELT and Revenue Management reporting cycles as requested; contribute market-level intelligence to organizational growth planning.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
