Director of Business Development

Job Overview

Lighthouse Treatment, Inc. is seeking an experienced Director of Business Development to lead the organization’s business development department, regional outreach strategy, and referral partnerships.

The Director is responsible for building and managing a high-performing team, establishing territory plans, developing strategic accounts, and directing the resources and activities that support sustainable admissions and census growth. This position combines department leadership with direct involvement in major referral relationships and market expansion.

Working closely with Admissions, Clinical, Marketing, and Executive Leadership, the Director translates organizational growth objectives into clear regional strategies, individual performance expectations, and measurable results. Success requires the ability to lead people, evaluate markets, strengthen referral channels, and hold the department accountable for execution.

Essential Responsibilities

Department Leadership & Team Development

• Lead, manage, and develop business development representatives, outreach personnel, and other assigned staff.
• Establish the department’s structure, staffing plan, responsibilities, and operating standards.
• Recruit, onboard, train, and coach team members in partnership with Human Resources and Executive Leadership.
• Set individual and team goals, communicate expectations, and conduct regular performance reviews.
• Lead team meetings, individual coaching sessions, field visits, and account reviews to strengthen execution and relationship development.
• Address performance gaps through clear feedback, documented improvement plans, and appropriate personnel recommendations.
• Build a culture of accountability, collaboration, professional conduct, and ethical growth.

Regional Strategy & Territory Management

• Develop and execute annual and quarterly business development plans aligned with organizational priorities, program capacity, and growth objectives.
• Design and assign territories based on market opportunity, geography, referral potential, and available resources.
• Establish territory-specific priorities, target accounts, outreach plans, and performance expectations.
• Evaluate territory coverage, representative workloads, account ownership, and travel efficiency; adjust assignments as needed.
• Assess competitive activity, referral patterns, payer mix, market demand, and barriers to growth.
• Recommend regional expansion, new outreach channels, and staffing investments supported by market analysis and operating readiness.
• Establish clear account ownership and coordination practices to prevent duplicate outreach and maintain continuity in partner relationships.

Strategic Partnerships & Key Accounts

• Direct the development and retention of referral relationships with hospitals, healthcare providers, treatment programs, clinicians, community organizations, and other appropriate partners.
• Personally manage major accounts, executive relationships, and strategically important partnerships.
• Coach representatives on account planning, relationship development, service presentations, and partner follow-through.
• Establish plans to activate new accounts, strengthen productive relationships, and reengage inactive referral sources.
• Develop dependable referral pathways that support appropriate access to treatment, continuity of care, and transitions between services.
• Resolve significant partner concerns in coordination with the appropriate department leaders.
• Represent Lighthouse at selected conferences, industry meetings, and community events.

Performance Management & Reporting

• Establish a department scorecard covering outreach activity, active referral accounts, qualified referrals, admissions, conversion trends, and account retention.
• Set appropriate individual, territory, and department targets aligned with approved business objectives and compliance requirements.
• Require timely, accurate CRM documentation and consistent tracking of account ownership, contacts, activities, referrals, and follow-up.
• Review results by representative, territory, account, and referral channel to identify opportunities and performance gaps.
• Evaluate referral quality, conversion barriers, and the effectiveness of outreach investments with Admissions and Executive Leadership.
• Present regular performance reports, forecasts, and corrective action plans to the CEO.
• Use data to guide resource allocation, coaching, account priorities, and strategic adjustments.

Cross-Department Leadership

• Coordinate with Admissions to align outreach priorities with current availability, admission requirements, payer participation, and response capacity.
• Establish a consistent feedback process between Admissions and Business Development regarding referral outcomes, partner communication, and service issues.
• Work with Clinical and Operations leadership to ensure the team accurately represents available programs, capabilities, and admission criteria.
• Partner with Marketing on regional campaigns, sales materials, events, brand positioning, and referral partner communications.
• Contribute market intelligence to leadership discussions about program development, service expansion, and growth planning.
• Support new program launches through coordinated territory plans, team training, and partner outreach.

Budget & Resource Management

• Develop and manage the department’s proposed budget, subject to executive approval.
• Oversee approved spending for travel, events, sponsorships, memberships, outreach materials, and other department activities.
• Evaluate spending against results and recommend changes to improve resource effectiveness.
• Review expense submissions and enforce company approval and documentation requirements.
• Recommend staffing, tools, training, and other investments needed to achieve department objectives.

Ethical Outreach & Department Oversight

• Ensure team activities follow applicable requirements and company policies governing healthcare marketing, referral relationships, privacy, gifts, entertainment, and expenses.
• Train and monitor staff on approved outreach practices, accurate service representations, and professional boundaries.
• Coordinate proposed referral arrangements, sponsorships, and other sensitive activities with designated leadership and compliance personnel before commitments are made.
• Ensure business development personnel respect clinical admission decisions and do not promise acceptance, coverage, treatment outcomes, or services beyond their authority.
• Identify and promptly escalate potential compliance concerns, inaccurate representations, or inappropriate referral practices.

Qualifications:

Required

• At least five years of progressive business development experience in behavioral health, substance use treatment, healthcare, or a closely related field.
• At least two years of direct responsibility for managing business development or outreach staff, including goal setting, coaching, and performance management.
• Demonstrated success developing regional strategies, managing territories, and growing productive referral relationships.
• Experience translating organizational growth objectives into actionable team plans and measurable results.
• Strong understanding of referral development, admissions workflows, payer considerations, and ethical healthcare outreach.
• Ability to analyze performance data, manage budgets, and present clear recommendations to executive leadership.
• Strong leadership, communication, relationship management, and organizational skills.
• Proficiency with CRM systems, reporting tools, and Microsoft Office.
• Ability to travel regularly throughout assigned markets.

Preferred

• Experience leading a business development team across multiple territories or locations.
• Established relationships within Southern California healthcare and behavioral health networks.
• Experience supporting multiple levels of substance use treatment.
• Familiarity with The ASAM Criteria and clinically appropriate referral pathways.
• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field, or equivalent relevant experience.

Work Environment

This is a remote leadership position with frequent travel throughout assigned markets. Responsibilities include team supervision, field coaching, partner meetings, and attendance at selected industry and community events. Occasional evening or weekend availability is required.

The position involves regular computer and phone use, travel, walking, standing, and participation in off-site meetings, with reasonable accommodation as applicable.

Why Join Lighthouse Treatment, Inc.?

The Director of Business Development will help shape Lighthouse’s growth by building a strong team, establishing clear regional priorities, and developing lasting referral partnerships. This is an opportunity for an experienced leader to take ownership of a department and contribute directly to organizational performance and access to treatment.

Pay:

$120,000.00 - $150,000.00 per year

Benefits:

• Dental insurance
• Health insurance
• Vision insurance

Work Location:

Remote