Director of Business Development

Crawford Thomas Recruiting; Culver City (CA); On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

Commission

Benefits

Job summary

Our client, a leading home infusion pharmacy in Southern California, seeks a Director of Business Development to lead sales, business development, and strategic growth across acute and chronic infusion therapies.

This senior role requires expertise in referral-based healthcare sales, provider relationships, and executive-level networking. You will build partnerships with hospitals, health systems, and payers while guiding a high-performing sales team towards market expansion.

Qualifications

• 7+ years of progressive healthcare sales or business development experience.
• 3+ years of experience leading multi-person sales teams.
• Proven success selling healthcare services to hospitals, physician practices, health systems, managed care organizations, and/or payers.
• Strong understanding of referral-based healthcare sales and business development.
• Demonstrated ability to build executive-level healthcare relationships.
• Proven experience coaching and developing successful sales professionals.
• Strong strategic planning, forecasting, communication, and leadership skills.
• Bachelor's degree required.

Responsibilities

• Develop and execute regional business development and sales strategies aligned with company growth objectives.
• Drive revenue growth and expand market share throughout Southern California.
• Identify new referral sources, strategic partnerships, service lines, and therapeutic opportunities.
• Expand the organization''s established acute infusion business while accelerating growth in chronic infusion therapies.
• Analyze referral trends, competitive activity, market opportunities, and payer dynamics.
• Partner with executive leadership on sales goals, forecasting, territory strategy, and performance metrics.
• Lead, coach, mentor, and develop the business development team.
• Establish clear sales expectations, KPIs, referral targets, and territory goals.
• Conduct field coaching, sales training, and performance reviews.
• Monitor pipeline activity, referral growth, account development, and individual performance.
• Recruit, develop, and retain high-performing sales professionals.
• Build and strengthen relationships with hospitals, health systems, physician groups, specialty practices, case managers, and discharge planners.
• Develop strategic partnerships with managed care organizations, commercial payers, and government payers.
• Establish relationships with C-suite executives and senior healthcare decision-makers.
• Grow referral networks and increase awareness of the organization''s infusion capabilities.
• Represent the company at healthcare conferences, networking events, and industry meetings.
• Partner with clinical and operational teams to ensure a seamless referral and patient experience.
• Collaborate on provider education, outreach, marketing, and brand awareness initiatives.
• Support strategies related to reimbursement, payer relationships, referral management, and care transitions.
• Ensure commercial growth initiatives align with operational capabilities and clinical standards.

Skills

Healthcare sales

Leadership

Strategic planning

Relationship building

Forecasting

Education

Bachelor's degree

Job description

Director of Business Development – Home Infusion

Location: Culver City, CA | Greater Los Angeles Area
Schedule: Full-Time | Local Southern California Candidates Only
Compensation: $150,000–$180,000 Base Salary + Commission

Position Overview

Our client, a leading home infusion pharmacy, is seeking an experienced Director of Business Development to lead sales, business development, and strategic growth initiatives throughout Southern California.

This is a senior leadership opportunity for a proven healthcare sales professional who understands referral-based healthcare sales, home infusion, specialty pharmacy, and provider relationships. The Director will lead the business development team while expanding referral volume, market share, and strategic partnerships across both acute and chronic infusion therapies.

Key Responsibilities

Sales & Growth Strategy

• Develop and execute regional business development and sales strategies aligned with company growth objectives.
• Drive revenue growth and expand market share throughout Southern California.
• Identify new referral sources, strategic partnerships, service lines, and therapeutic opportunities.
• Expand the organization's established acute infusion business while accelerating growth in chronic infusion therapies.
• Analyze referral trends, competitive activity, market opportunities, and payer dynamics.
• Partner with executive leadership on sales goals, forecasting, territory strategy, and performance metrics.

Sales Team Leadership

• Lead, coach, mentor, and develop the business development team.
• Establish clear sales expectations, KPIs, referral targets, and territory goals.
• Conduct field coaching, sales training, and performance reviews.
• Monitor pipeline activity, referral growth, account development, and individual performance.
• Recruit, develop, and retain high-performing sales professionals.

Healthcare Business Development

• Build and strengthen relationships with hospitals, health systems, physician groups, specialty practices, case managers, and discharge planners.
• Develop strategic partnerships with managed care organizations, commercial payers, and government payers.
• Establish relationships with C-suite executives and senior healthcare decision-makers.
• Grow referral networks and increase awareness of the organization's infusion capabilities.
• Represent the company at healthcare conferences, networking events, and industry meetings.

Cross-Functional Leadership

• Partner with clinical and operational teams to ensure a seamless referral and patient experience.
• Collaborate on provider education, outreach, marketing, and brand awareness initiatives.
• Support strategies related to reimbursement, payer relationships, referral management, and care transitions.
• Ensure commercial growth initiatives align with operational capabilities and clinical standards.

Required Qualifications

• 7+ years of progressive healthcare sales or business development experience.
• 3+ years of experience leading multi-person sales teams.
• Proven success selling healthcare services to hospitals, physician practices, health systems, managed care organizations, and/or payers.
• Strong understanding of referral-based healthcare sales and business development.
• Demonstrated ability to build executive-level healthcare relationships.
• Proven experience coaching and developing successful sales professionals.
• Strong strategic planning, forecasting, communication, and leadership skills.
• Bachelor's degree required.
• Must currently reside in the Southern California/Greater Los Angeles market.

Highly Preferred Experience

• Home infusion or infusion therapy services.
• Specialty pharmacy or specialty biologics.
• Home health or alternate-site care.
• Acute and chronic infusion business development.
• Established healthcare relationships throughout Southern California.
• Reimbursement and payer strategy.
• Referral management and care transition processes.

Compensation

• $150,000–$180,000 base salary.
• Commission opportunity in addition to base compensation.
• Competitive benefits package.

Why This Opportunity?

This is an opportunity to take a leadership role within a growing home infusion organization and directly influence its expansion throughout Southern California. You'll have the ability to lead and develop the sales team, strengthen major healthcare partnerships, expand chronic infusion services, and drive significant revenue growth across an established and growing market.