Senior Director of Business Development – Santa Clara Region
Mission Hospice & Home Care serves patients and families in the San Francisco Peninsula and South Bay with quality care and compassionate end-of-life support and education. Founded in 1979, we are a local, independent nonprofit that has provided thousands of patients and their families with physical, emotional, and spiritual support throughout the journey from a life-threatening diagnosis through death and bereavement.
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.
Location:
Pleasanton, CA headquarters with field-based expectation
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
Mission Hospice and Home Care is proud to serve our community as an equal employment opportunity employer. Everyone is valued and welcome at MHHC. 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.
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First Name, Last Name, Email, Phone, Resume/CV, Cover Letter
- Do you have experience in Healthcare Business Development?
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- I authorize By the Bay Health to contact any of my schools, current and former employers, and/or other references for the purpose of collecting information and an account of my work experience and education. I agree to hold any or all of them blameless and free of any liability for releasing such information. I understand that all offers of employment are conditioned on: • Provision of satisfactory proof of identity and legal authority to work in the United States, • Completion of a post-offer, pre-employment criminal background investigation (including, but not limited to, a social security search, employment verification, and criminal records search), and • Completion of a post-offer, pre-employment medical assessment. If employed, I agree to observe all rules, regulations, and policies of By the Bay Health. I recognize that this application does not bind either me or the employer for any specific period regarding employment, and that employment with By the Bay Health is “at-will,” which means that either me employer or I may end the relationship at any time and for any lawful reason, with or without notice. The “at-will” employment relationship cannot be modified except in a written document signed by the CEO. I certify that the information contained in this application form is true and correct and that any omission, misrepresentation or misstatement may result in an offer of employment being rescinded and is grounds for immediate termination upon discovery at any time during employment. choose one · optional