Senior Director of Business Development – Napa/Solano Region

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 leadership position offers competitive pay and bonus, generous benefits, and the opportunity to help shape the next chapter of one of Northern California’s fastest-growing independent nonprofit hospice providers.

Position Summary

This is more than a business development leadership role. It is an opportunity to build, lead, and grow a high-performing team while expanding access to exceptional, mission-driven care across Napa, Solano, and the greater Bay Area. The Senior Director of Business Development will play a highly visible role in By the Bay Health’s continued growth, strengthening referral networks, developing new strategic partnerships, and helping position the organization as the partner of choice for hospitals, physicians, post-acute providers, and community organizations. Working closely with executive, clinical, admissions, and operational leaders, this role will translate market opportunity into sustainable growth while advancing the quality, integrity, and patient-centered approach that define By the Bay Health.

Office Location:

Sonoma, CA

Location:

Field expectations to Napa and Solano Counties 

Essential Duties & Responsibilities include the following. Other duties may be assigned.

Shape Growth & Market Expansion

• Set the vision and lead comprehensive business development strategies that accelerate census and sustainable revenue growth
• Identify and help activate new market, partnership, and geographic expansion opportunities
• Analyze market trends and referral patterns to inform standard work for the team
• Be visible in the field, coaching and developing team members while modeling best-in-class relationship development and market engagement
• Serve as a strategic growth partner to executive and regional leadership

Build Influential Healthcare Partnerships

• Develop trusted, high-value relationships with hospitals, physicians, SNFs, ALFs, and community partners through consistent field engagement, education, and collaboration
• Lead referral pipeline strategy and create disciplined approaches that convert relationships into sustainable admissions growth
• Serve as a senior ambassador for By the Bay Health at industry events, community forums, and strategic networking opportunities
• Ensure high levels of customer satisfaction among referral sources

Build & Develop a World-Class Team

• Lead, mentor, and develop the provider and community relations team, building the talent and capabilities needed for continued growth
• Create a high-performance culture through clear expectations, meaningful KPIs, accountability, recognition, and coaching
• Develop the team’s expertise in consultative relationship building, strategic selling, and healthcare partnership development
• Foster a collaborative, people-first culture grounded in integrity, mission, and shared accountability

Partner Across a High-Performing Organization

• Partner closely with clinical, admissions, and operations leaders to create an exceptional referral, intake, and service experience
• Connect growth strategy with organizational capacity, care excellence, and quality standards to support responsible expansion
• Ensure compliance with hospice regulations, ethical marketing practices, and organizational policies

Turn Insight Into Growth

• Use census, referral, conversion, and market-share data to identify opportunities, remove barriers, and focus team resources
• Leverage CRM systems and analytics to strengthen market intelligence, outreach strategy, and relationship management
• Translate performance data and market insights into clear recommendations for executive leadership

Qualifications

Education & Experience

• Bachelor’s degree required, or comparable year’s of direct experience 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

Leadership Profile

• 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 lead with agility, accountability, and purpose in a fast-growing, mission-driven environment

How Success Will Be Measured

• Census growth and average daily census (ADC)
• Referral volume and conversion rates
• Team performance and retention

What You’ll Gain by Joining By the Bay Health

• A leadership seat in a growing organization. Help shape growth strategy and market expansion for one of Northern California’s fastest-growing independent nonprofit hospice providers, with meaningful opportunity to influence how we serve communities across the Bay Area.
• The opportunity to build a world-class team. Recruit, coach, develop, and inspire a high-performing provider and community relations team while helping define the culture, standards, and practices that will support the organization’s next phase of growth.
• Relationships that matter. Build and deepen partnerships with many of the Bay Area’s largest healthcare providers, physicians, post-acute organizations, and community leaders, creating trusted relationships that improve access to care for patients and families.
• A mission with measurable community impact. Join an independent nonprofit organization focused on making a difference in the communities we serve by expanding access to compassionate, high-quality care for patients and families throughout the Bay Area.
• Clinical excellence you can stand behind. Be part of an organization offering one of the region’s most comprehensive interdisciplinary continuums of home-based care, with teams committed to setting a high bar for clinical excellence, collaboration, and compassionate service.
• A people-first culture that invests in you. By the Bay Health invests in ongoing leadership and professional development, creating opportunities to expand your skills, grow your career, and pursue new leadership opportunities across our growing network of care.
• Purpose and performance in the same role. Bring your growth expertise to an organization where business development directly supports a larger purpose: ensuring more people can access exceptional care when and where they need it.

Pay Range:

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

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

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.