Regional Business Development Director

Hightop Health•Remote, Remote

5d•Hybrid

About The Position

The Business Development Director provides strategic and operational leadership for patient demand generation and referral network development across a State-wide market or service lines. This role is responsible for designing, leading, and evaluating outreach and relationship-building strategies with community referral sources (e.g., primary care, specialty groups, hospital systems, therapists) and other key stakeholders (e.g., schools, employers, community organizations, and government-related entities) to drive appropriate referrals and growth for Hightop Health services. This role will supervise Business Development Representatives, Business Development Managers and/or other outreach staff, providing direction, coaching, and performance oversight. The Regional Business Development Director serves as an external-facing representative of Hightop Health and is accountable for achieving growth targets while ensuring all activities are consistent with Hightop Health policies; applicable laws and regulations; ethical standards; and accreditation requirements (including those of The Joint Commission, as applicable), particularly in areas related to patient rights, privacy, marketing, and ethical business practices.

Requirements

5-7+ years of progressive experience in healthcare business development, physician relations, or strategic outreach required; experience in behavioral health or outpatient healthcare strongly preferred.
Demonstrated track record of successfully growing referral networks and service volumes in a healthcare setting.
3-5+ years prior experience in a supervisory or leadership role overseeing business development or outreach staff required.
Proficiency with CRM platforms and comfort using data to drive decisions, monitor performance, and report outcomes to leadership.
Strong presentation, negotiation, and relationship-building skills, including comfort engaging with senior leaders, clinicians, and community stakeholders.
Solid understanding of outpatient healthcare operations, referral processes, and the basics of insurance coverage and access (with the ability to defer detailed clinical/financial questions appropriately).
Proficiency with standard office and collaboration software (e.g., email, word processing, spreadsheets, presentation tools, virtual meeting platforms).

Nice To Haves

experience in behavioral health or outpatient healthcare strongly preferred.

Responsibilities

Develop, implement, and periodically update strategic business development plans for assigned markets, locations, and/or service lines (e.g., outpatient clinics, IOP/PHP, clinical research), in alignment with Hightop Health’s overall growth objectives.
Analyze market trends, referral patterns, competitor activity, and service utilization data to identify opportunities for growth and areas of risk.
Set clear outreach, referral, and volume targets for assigned markets and for all supervised Business Development Representatives; monitor performance and adjust strategies as needed. Supervise CRM documentation, tracking and compliance.
Provide field supervision, regular coaching and all onboarding of new business development personnel training.
Provide monthly data reporting on team performance and outcomes towards agreed upon BD EBITDA annual goals
Collaborate with clinical, operational, and marketing leadership to prioritize initiatives and ensure alignment between growth strategies and clinical capabilities, capacity, and quality goals.
Lead the development and maintenance of strong, strategic relationships with key referral partners, including physicians, advanced practice providers, therapists, hospitals, schools, employers, and community organizations.
Conduct regular high-level meetings with current and potential high-value partners to promote Hightop Health services, understand their needs, overcome barriers, and jointly develop referral pathways.
Oversee and directly participate in outreach activities such as practice visits, presentations, lunch-and-learns, and virtual or in-person meetings.
Support planning and execution of strategies for new locations, program launches (e.g., IOP/PHP), and service expansions, working closely with Marketing, Operations, and Clinical Leadership as assigned by SVP.
Ensure that all outreach and referral development activities use approved messaging and materials and comply with Hightop Health policies and applicable regulations (e.g., Stark, Anti-Kickback, state rules).
Maintain a personal book of business through regular business development activities weekly as needed to supplement Business Development representatives and to assist with opening new territories and carrying higher level accounts that may benefit from management level contact.
Promote a high level of service and responsiveness to referral partners, ensuring timely follow-up, professional communication, and effective problem resolution.
Coordinate with clinical and operations leaders to support clinic tours, open houses, and program introductions, especially for intensive programs, ensuring a professional, safe, and informative experience.
Help establish and monitor referral partner and patient satisfaction indicators that relate to business development activities; collaborate with internal stakeholders to address opportunities for improvement.
Encourage and support patient and partner education efforts that accurately describe Hightop Health’s services, access processes, and treatment pathways.
Maintain and Monitor referral source communication processes for proper communication with our professional partners.
Supervise Business Development Representatives and/or other outreach staff, including hiring, onboarding, training, coaching, performance feedback, and annual evaluations in accordance with Hightop Health policies.
Set clear goals and expectations for team members, monitor performance metrics, and provide timely, constructive feedback and support.
Promote a culture of ethical marketing, accountability, collaboration, and continuous improvement within the business development team.
Oversee accurate and timely documentation of outreach activities, contacts, referral pipelines, and outcomes in Hightop Health’s CRM or designated systems; ensure data is used to inform strategy and decision-making.
Prepare and present regular reports on referral trends, outreach activity, conversion rates, and growth performance to leadership, recommending adjustments as needed. Assist the SVP of Business development and Intake in preparing state and regional level reporting that may be needed for Board presentations, expansion presentations and payer contracting and marketing.
Collaborate with clinical, intake, operations, and billing teams to identify and address barriers affecting referral conversion and patient access.
Support Joint Commission and other accreditation readiness by ensuring business development processes, materials, and communications adhere to Hightop Health policies and relevant standards.
Protect patient privacy and confidentiality at all times, adhering strictly to HIPAA and Hightop Health privacy/security policies; ensure that team members do the same and that PHI is not inappropriately used or disclosed during marketing and outreach activities.
Promptly report suspected compliance issues, ethical concerns, or safety risks through Hightop Health’s designated reporting channels.