Role Overview
The Regional Business Development Director owns the referral pipeline for one geographic region (typically 3–7 offices). This leader manages a team of BD Liaisons on the ground, personally handles key accounts (large pediatric groups and Regional Centers), and ensures the region hits its monthly client start quota.
Reports To: Statewide Business Development Executive
Direct Reports: 2–4 Business Development Liaisons (varies by region)
Location: Assigned region (Northern, Central, SoCal, or Inland Empire) – extensive local travel required
Key Responsibilities
1. Regional Strategy & Quota Attainment
- Own the region's monthly client start quota (typically 20–50 clients/month depending on region).
- Deploy liaisons to highest-ROI referral sources based on data.
- Balance referrals across all offices in the region to match clinical capacity.
2. Team Management (BD Liaisons)
- Hire, train, and coach 2–4 BD Liaisons.
- Conduct weekly one-on-one pipeline reviews per liaison.
- Enforce daily activity standards (e.g., 8–10 physician office visits per week per liaison).
- Approve liaison commission and retention bonus submissions.
3. Key Account Management
- Personally manage top 5–10 referral accounts in the region (e.g., largest pediatric groups, Regional Center Service Coordinators).
- Conduct quarterly business reviews with high-volume referrers.
- Resolve referral friction (e.g., slow auth turnaround, communication gaps).
4. Performance Tracking
- Report weekly to Statewide Executive on:
- Referrals generated (by source)
- Client starts (by liaison and office)
- 60-day retention rate
- Pipeline aging (referrals pending >14 days)
5. Market Intelligence
- Track competitor activity (new ABA centers opening, poaching referrers).
- Identify new pediatric groups or Regional Center contacts.
- Relay payer issues (denials, auth delays) to RCM team.
Requirements
Qualifications
Category Requirements:
- Experience 3–5 years in healthcare/ABA business development, with 1+ years managing a team
- Education bachelor's degree preferred (or equivalent experience)
- Local Knowledge Existing relationships with Regional Centers and pediatricians in the assigned region
- Tech Skills CRM proficiency; ability to pull own reports from practice management system
- Travel Daily local travel; occasional overnight for regional meetings
Benefits
Compensation Structure
Component Details
Base Salary $80,000 – $110,000
Team Commission Override 2–5% of all commissions earned by liaisons in the region
Personal Key Account Commission Same as liaison rate (10–15% of first-month collections)
Retention Bonus $25–$50 per client in region who stays >60 days
Total OTE $110,000 – $160000
Full Time Employees are eligible for:
- 401(k)
- Dental insurance
- Health insurance
- Life insurance
- Vision insurance