Senior Director of Business Development – Napa/Solano Region
About The Position
By The Bay Health, a non-profit established in 1975, set the standard for hospice in the U.S. by emphasizing the role of the patient in making important medical decisions. Our spectrum of home-based services now includes Skilled Home Health Care, Palliative Care, Adult Hospice Care and Pediatric Care. Our team approach strives to address practical, social, emotional and spiritual aspects of care, with the goal to maximize quality of life for our patients, caregivers and families. 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.
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
Benefits
- Competitive pay
- Generous benefits
- Supportive work environment
- Bonus potential
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What This Job Offers
Job Type
Full-time
Career Level
Senior
