Senior Director of Business Development – Contra Costa/Alameda Region

Hope Hospice & Health Services•Pleasanton, CA

25d

About The Position

The Senior Director of Business Development owns execution and performance that drive census and is responsible for strategic facility and provider growth, monitoring, and management. The role drives census growth, expands referral networks, and strengthens market presence through team leadership, field presence, new partnerships, and data-informed strategies. The office is located in Pleasanton, California, with field-based expectations across Alameda and Contra Costa Counties. The position leads growth and market expansion strategies, referral development, and the provider and community relations team. It partners with clinical, admissions, operations, and organizational leadership to support effective intake and service delivery, while aligning business development with organizational capacity, quality standards, hospice regulations, ethical marketing practices, and organizational policies. The role tracks performance metrics and uses CRM systems and analytics tools to optimize outreach and engagement.

Requirements

Bachelor’s degree required.
At least 5 years of progressive experience in healthcare business development.
At least 2 years of experience in a management role.
Strong understanding of hospice philosophy, regulations, and reimbursement models.
Proven success in driving census growth and building referral networks.
Excellent leadership, communication, and negotiation skills.
Strategic thinking and strong analytical and problem-solving abilities.
Ability to thrive in a fast-paced, mission-driven environment.

Nice To Haves

Master’s degree in business administration, healthcare administration, or a related field.
Healthcare business development experience in hospice, home health, or post-acute care.

Responsibilities

Lead the team through business development strategies to achieve census and revenue targets.
Identify new market and geographic expansion opportunities.
Analyze market trends and referral patterns to inform standard work for the team.
Shadow team members in the field to mentor and coach them on sales and marketing practices.
Collaborate with leadership on strategic planning.
Build and maintain relationships with hospitals, physicians, skilled nursing facilities, assisted living facilities, and community partners through field-based meetings and in-services.
Oversee referral pipeline management and support consistent growth in admissions.
Represent the organization at industry events, community outreach activities, and networking opportunities.
Ensure high levels of customer satisfaction among referral sources.
Lead, mentor, and develop the provider and community relations team.
Set performance expectations, monitor KPIs, and drive team accountability.
Coach team members on relationship building, sales strategies, and techniques.
Foster a culture of collaboration, integrity, and mission-driven performance.
Collaborate with clinical, admissions, and operations teams to support seamless intake and service delivery.
Align business development efforts with organizational capacity and quality standards.
Ensure compliance with hospice regulations, ethical marketing practices, and organizational policies.
Track and report metrics including census growth, referral conversion rates, and market share.
Use CRM systems and analytics tools to optimize outreach and engagement strategies.
Prepare regular reports and presentations for executive leadership.