Senior Director of Business Development – Santa Clara Region

We have been a trusted community resource since 1980. Our reputation has been built on consistency, responsiveness, and quality. As a non-profit, community-led agency, we focus on providing quality care to patients and families when they need it most, rather than being driven by profit or financial demand. This full-time position offers a supportive work environment.

About the Role

The Senior Director of Business Development will own the execution and performance that drives census. This role is responsible for strategic facility and provider growth, monitoring, and management. It drives census growth, expands referral networks, and strengthens market presence through team leadership, field presence, new partnerships, and data-informed strategies.

Office Location: Pleasanton, CA. Field-based expectations to Santa Clara County. Hope Hospice follows all CDPH vaccine requirements for healthcare personnel.

Responsibilities

• 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

Requirements

• 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

$160K - $180K annually, with bonus potential