Senior Director of Business Development – Santa Clara Region

Hope Hospice & Health Services•Pleasanton, CA

8d•Hybrid

About The Position

We have been a trusted community resource since 1980. Our reputation has been built on consistency, responsiveness, and quality. As a non-profit, community-led agency, we are able to focus on providing quality care to patients and families when they need it most, rather than being driven by profit or financial demand. This full-time position offers competitive pay, generous benefits and a supportive work environment. The Senior Director of Business Development will own the execution and performance that drives census. The Senior Director is responsible for strategic facility and provider growth, monitoring, and management. This role drives census growth, expands referral networks, and strengthens market presence through team leadership, field presence, new partnerships, and data-informed strategies. Office Location: Pleasanton, CA Location: Field-based expectations to Santa Clara County Hope Hospice follows all CDPH vaccine requirements for healthcare personnel.

Requirements

Bachelor’s degree required
5+ years of progressive experience in healthcare business development, preferably in hospice, home health, or post-acute care
2+ years 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 thinker with strong analytical and problem-solving abilities
Ability to thrive in a fast-paced, mission-driven environment

Nice To Haves

Master’s degree (MBA, MHA, or related field) preferred

Responsibilities

Lead team through comprehensive 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 in the field to mentor and coach on best sales and marketing practices
Collaborate with leadership on strategic planning
Build and maintain strong relationships with hospitals, physicians, SNFs, ALFs, and community partners through field-based meetings and in-services
Oversee referral pipeline management and ensure consistent growth in admissions
Represent the organization at industry events, community outreach, and networking opportunities
Ensure high levels of customer satisfaction among referral sources
Lead, mentor, and develop the provider and community relations team
Drive team accountability through set performance expectations and monitoring KPIs
Provide coaching on relationship building, and sales strategies and techniques
Foster a culture of collaboration, integrity, and mission-driven performance
Partner with clinical, admissions, and operations teams to ensure 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 key performance metrics including census growth, referral conversion rates, and market share
Utilize CRM systems and analytics tools to optimize outreach and engagement strategies
Prepare regular reports and presentations for executive leadership