Executive Director of Business Development

By the Bay Health; Larkspur (CA); On-site; USD 210,000 - 275,000; Full time

Job summary

By The Bay Health, a nonprofit established in 1975, seeks an Executive Director of Business Development to own growth initiatives across hospice, home health, and facility‑based programs in California. This leader will build strategies to expand census, develop a wide referral network with hospitals and physicians, and drive key partnerships with data‑driven decisions.

A Bachelor’s degree and 7–10+ years of healthcare business development are required; a Master’s degree is preferred, with strong

Qualifications

• Bachelor’s degree required; Master’s degree (MBA, MHA, or related) preferred.
• 7–10+ years of progressive experience in healthcare business development, preferably in hospice, home health, or post‑acute care
• 3–5+ years in a leadership or senior management role

Responsibilities

• Develop and execute comprehensive business development strategies to achieve census and revenue targets.
• Identify new market opportunities, service lines, and geographic expansion initiatives.
• Lead, mentor, and develop the business development and outreach team.

Skills

Leadership

Strategic thinking

Negotiation

Communication

Education

Bachelor’s degree

MBA/MHA preferred

Tools

CRM systems

Analytics tools

Job description

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

Executive Director of Business Development will own the development, execution, and performance that drives census. The Executive Director is responsible for strategic facility growth program creation, rollout, monitoring, and management. This role will lead growth initiatives for our organization, including hospice, home health, and specifically facility‑based programs. This role drives census growth, expands referral networks, and strengthens market presence through new and innovative partnerships and data‑informed strategies.

This role is ideal for a builder; combining deep program creation and management expertise, strong leadership skills, and hospice or post‑acute care marketing knowledge with a proven track record in business development.

Essential Duties & Responsibilities

Include the following. Other duties may be assigned.

Strategic Growth & Market Expansion

• Develop and execute comprehensive business development strategies to achieve census and revenue targets
• Identify new market opportunities, service lines, and geographic expansion initiatives
• Analyze market trends, competitor activity, and referral patterns to inform growth strategy
• Collaborate with executive leadership on long‑term strategic planning

Referral Development & Relationship Management

• Build and maintain strong relationships with hospitals, physicians, SNFs, ALFs, and community partners
• 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 business development and outreach team
• Set performance expectations, monitor KPIs, and drive accountability
• Provide coaching on sales strategy, relationship building, and closing 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
• 7–10+ years of progressive experience in healthcare business development, preferably in hospice, home health, or post‑acute care
• 3–5+ years in a leadership or senior 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
• Market share expansion
• Revenue growth aligned with organizational goals
• 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

By the Bay Health follows all CDPH vaccine requirements for healthcare personnel.

Pay Range

$210K - $275K annually

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.