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.
Position Summary
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:
Sonoma, CA
Location:
Field expectations to Napa and Solano Counties
By the Bay Health follows all CDPH vaccine requirements for healthcare personnel.
Essential Duties & Responsibilities include the following. Other duties may be assigned.
Strategic Growth & Market Expansion
- 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
Referral Development & Relationship Management
- 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
Leadership & Team Management
- 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
Operational Collaboration
- 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
Data & Performance Management
- 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
Qualifications
Education & Experience
- Bachelor’s degree required; Master’s degree (MBA, MHA, or related field) preferred
- 5+ years of progressive experience in healthcare business development, preferably in hospice, home health, or post-acute care
- 2+ years in a management role
Skills & Competencies
- 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
Key Performance Indicators (KPIs)
- Census growth and average daily census (ADC)
- Referral volume and conversion rates
- Team performance and retention
Why Join Us
- Opportunity to lead growth for a mission-driven hospice organization
- Collaborative executive leadership team
- Competitive compensation and benefits
- Meaningful work supporting patients and families
Pay Range:
$160K - $180K annually, with bonus potential
By the Bay Health is proud to serve our community as an equal employment opportunity employer. Everyone is valued and welcome at BTBH. Our organization is committed to diversity, equity and continues to build a culture of inclusion by recruiting, screening, hiring and retaining any qualified individual without regard to age, race, color, ethnicity, religion, gender, gender identity or expression, sexual orientation, disability, marital status, registered domestic partner status, citizenship, physical or mental disability, legally protected medical condition, family care status, military care status, veteran status or any other consideration made unlawful by Federal, state, or local laws.
Skills Required
- Bachelor's degree
- Master's degree (MBA, MHA, or related)
- 5+ years progressive healthcare business development experience
- Experience 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 driving census growth and building referral networks
- Excellent leadership, communication, and negotiation skills
- Ability to use CRM systems and analytics tools for reporting and outreach
- Ability to work field in Napa and Solano Counties (regional travel/field presence)
- Meet CDPH healthcare personnel vaccine requirements
What We Do
By the Bay Health is a nonprofit organization providing compassionate hospice, palliative, pediatric, and skilled home healthcare services. Formerly known as Hospice by the Bay, the organization focuses on delivering high-quality end-of-life care and support for patients and their caregivers across the San Francisco Bay Area, aiming to be a premiere provider of comprehensive serious illness services.
