Senior Director of Business Development – Napa/Solano Region

bythebayhealth

Napa · United States

Posted Aug 4, 2026

Full-time
Administration

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

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.