Senior Director of Business Development – Napa/Solano Region

By the Bay Health • Napa, CA

11d • $160,000 - $180,000

About The Position

By The Bay Health is hiring a full-time Senior Director of Business Development to lead growth across Napa, Solano, and the greater Bay Area. Based at the Sonoma, California office, the role has field expectations in Napa and Solano Counties. The Senior Director will lead market expansion, strengthen referral networks, develop strategic partnerships, and help position the organization as a preferred partner for hospitals, physicians, post-acute providers, and community organizations. The role works closely with executive, clinical, admissions, and operational leaders to pursue sustainable growth while advancing the organization’s mission and patient-centered care.

The position leads and develops the provider and community relations team, setting expectations, performance measures, and coaching practices. It uses market, census, referral, conversion, and market-share data, along with CRM systems and analytics, to guide outreach and growth decisions. The Senior Director also ensures that growth aligns with organizational capacity and care quality, and that business development activities comply with hospice regulations, ethical marketing practices, and organizational policies.

By The Bay Health is a nonprofit founded in 1975 that provides Skilled Home Health Care, Palliative Care, Adult Hospice Care, and Pediatric Care. The organization describes this as a visible leadership opportunity to shape its growth and expand access to compassionate, high-quality care across the Bay Area. Compensation is $160,000–$180,000 annually, with bonus potential.

Requirements

• Bachelor’s degree or comparable years of direct experience.
• At least 5 years of progressive healthcare business development experience, preferably in hospice, home health, or post-acute care.
• At least 2 years of management experience.
• Strong understanding of hospice philosophy, regulations, and reimbursement models.
• Demonstrated success driving census growth and building referral networks.
• Excellent leadership, communication, and negotiation skills.
• Strategic thinking, analytical ability, and problem-solving skills.
• Ability to lead with agility, accountability, and purpose in a fast-growing, mission-driven environment.

Nice To Haves

• Master’s degree in business administration, healthcare administration, or a related field.

Responsibilities

• Set the vision and lead business development strategies to accelerate census and sustainable revenue growth.
• Identify and help activate new market, partnership, and geographic expansion opportunities.
• Analyze market trends and referral patterns to inform team standard work.
• Engage visibly in the field, coaching team members and modeling strong relationship development and market engagement.
• Serve as a strategic growth partner to executive and regional leadership.
• Develop relationships with hospitals, physicians, skilled nursing facilities, assisted living facilities, and community partners through field engagement, education, and collaboration.
• Lead referral pipeline strategy and develop disciplined approaches to converting relationships into sustainable admissions growth.
• Represent By The Bay Health at industry events, community forums, and strategic networking opportunities.
• Ensure high customer satisfaction among referral sources.
• Lead, mentor, and develop the provider and community relations team.
• Build a high-performance culture through clear expectations, KPIs, accountability, recognition, and coaching.
• Develop team expertise in consultative relationship building, strategic selling, and healthcare partnership development.
• Foster a collaborative, people-first culture grounded in integrity, mission, and shared accountability.
• Partner with clinical, admissions, and operations leaders to create an exceptional referral, intake, and service experience.
• Align growth strategy with organizational capacity, care excellence, and quality standards to support responsible expansion.
• Ensure compliance with hospice regulations, ethical marketing practices, and organizational policies.
• Use census, referral, conversion, and market-share data to identify opportunities, remove barriers, and focus team resources.
• Use CRM systems and analytics to strengthen market intelligence, outreach strategy, and relationship management.
• Translate performance data and market insights into recommendations for executive leadership.

Benefits

• Competitive pay and bonus potential.
• Generous benefits.
• Ongoing leadership and professional development.
• Opportunities to expand skills, grow a career, and pursue leadership opportunities across the organization’s growing network of care.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior