Hospice Growth Director – Napa & Solano Region

By the Bay Health; Napa (CA); On-site; USD 160,000 - 180,000; Full time

Job summary

By The Bay Health in Napa/Solano Region seeks a Senior Director of Business Development to own census growth, expand referral networks, and strengthen market presence. You will lead field-based growth initiatives, partner with hospitals and community providers, and drive data-informed strategies with a mission-driven team.

The role offers full-time, on-site work in Napa/Sonoma County, with a focus on strategic planning, field leadership, and collaboration across clinical, admissions, and

Qualifications

• 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
• 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

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.
• 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

Skills

Leadership

Communication

Negotiation

Strategic thinking

Analytical

Problem solving

Team management

Education

Bachelor’s degree

Master’s degree (MBA, MHA, or related field) preferred

Job description

By The Bay Health in Napa/Solano Region seeks a Senior Director of Business Development to own census growth, expand referral networks, and strengthen market presence. You will lead field-based growth initiatives, partner with hospitals and community providers, and drive data-informed strategies with a mission-driven team.

The role offers full-time, on-site work in Napa/Sonoma County, with a focus on strategic planning, field leadership, and collaboration across clinical, admissions, and