Regional Director Business Development

Regional Director of Business Development

Release Date: October 2026

POSITION TITLE

The Regional Director of Business Development job description will provide the scope of the position for Mission Park Healthcare Center (Santa Barbara), Santa Maria Post Acute (Santa Maria) and Valley Oak Post Acute (Santa Maria).

Department: Administration

Reports to: Facility Administrators and VP of Business Development

FLSA: Exempt

POSITION SUMMARY

The Regional Director of Business Development is responsible for driving census for Mission Park Healthcare Center (Santa Barbara), Santa Maria Post Acute (Santa Maria) and Valley Oak Post Acute (Santa Maria). The position builds and manages referral relationships with hospitals, physicians, payers and community sources throughout Santa Barbara, Ventura and San Luis Obispo counties, splits time

among the three facilities and oversees each facility's referral and admissions process. Meet regional and facility census goals by routing each referral to the best-fit facility and working with each facility's interdisciplinary team, hospitals and community entities to coordinate customer flow into and through the facilities.

POSITION RELATIONSHIP

Collaborates with the VP of Business Development, the facility Administrators, Directors of Nursing, Admissions Coordinators, business office staff, physicians and consultants, and provides education to

the facilities. The reporting relationship includes but is not limited to:

• Clarification of admission roles and responsibilities at each facility;

• Advice and direction relating to regional and facility admission performance improvement;

• Direction on leading "Team Sales" across the three facilities;

• Development of sales, service and relationship management expertise in facility admissions staff;

• Guidance through weekly meetings to achieve business and personal professional goals;

• Identification of opportunities for improvement to address admission barriers and create improvement plans.

QUALIFICATIONS

1. PROFESSIONAL

a. Minimum of three (3) years' marketing or business development experience in skilled nursing or post-acute care.

b. Established relationships with hospitals, physicians or payers in Santa Barbara, Ventura or San Luis Obispo counties preferred.

c. Working knowledge of Medicare, Medicare Advantage, Medi-Cal, managed care and CalAIM.

d. Valid California driver's license, current auto insurance and a reliable vehicle.

e. Ability to adjust work schedule based on the business needs of all three facilities, specifically incoming admissions.

2. PERSONAL

a. Must have strong communication skills, both oral and written.

b. Must have knowledge and awareness of the care needs of the elderly and/or chronically ill.

c. Must have knowledge and ability to teach adult learners and coach admissions staff.

d. Must have proficiency with EMR, referral platforms, CRM and Microsoft Office.

e. Must be self-directed and organized, and able to manage a multi-county territory with minimal supervision.

3. POSITION RESPONSIBILITIES

a. Set referral response standards for all three facilities; ensure facility admissions staff assess

inquiries, respond to referrers based on protocol, communicate admission decisions and ensure a positive admission experience for customer and family.

b. Ensure an immediate response to phone, fax, electronic and walk-in inquiries and referrals at each facility, and notify the respective Administrator and the VP of Business Development of significant referrals and denials.

c. Ensure the tour and sales process with customers, families and referrers is coordinated, either

personally or through the facility Admissions Coordinator.

d. Audit and conduct follow-up on all inquiries which have not yet been converted to admissions;

track lost referrals and the reasons for them.

e. Coverage: When an Admissions Coordinator at any of the three facilities is absent, fill in and

perform that coordinator's duties, including referral intake, tours, admission paperwork and sign-in, and meeting new residents and families upon admission.

f. Identify, train, mentor and coordinate the facility Admissions Coordinators and liaisons.

g. Ensure comprehensive and accurate documentation of referral and admission data in the EMR and referral platforms and log all sales activity in the CRM.

h. Route each referral to the best-fit facility based on clinical capability, bed availability and payer, so the three facilities do not compete and regional census is maximized.

i. Facilitate sales opportunities by identifying initiating, nurturing and maintaining contact with physicians, hospitalists, case managers, social workers, discharge planners and utilization review nurses at all hospitals in Santa Barbara, Ventura and San Luis Obispo counties.

j. Build relationships with managed care plans, IPAs, medical groups and ACOs, including CenCal Health, Gold Coast Health Plan, Medicare Advantage plans and CalAIM ECM/Community Supports providers.

k. Develop community referral sources, including home health, hospice, assisted living, clinics and senior centers.

l. Stay abreast of services and clinical capabilities available at all three facilities in order to serve as liaison to hospital discharge planners, utilization review nurses, physicians and other professionals.

m. Provide information to referral sources of customers' progress as appropriate within HIPAA guidelines.

n. Maintain required vendor credentialing at each hospital, including vaccinations and badges.

o. Develop and implement a regional sales plan and a plan for each facility, both long-range and

short-term.

p. Review performance statistics by facility, including customer flow, pending and lost inquiries,

denials, hospital discharges and sales activity.

q. Attend each facility's census, Medicare/UR, admission, discharge and transfer meetings on a rotating schedule, in person or virtually.

r. Submit weekly activity and pipeline reports and present a monthly report to the VP of Business Development and the Administrators.

s. Meet census targets set by the VP of Business Development, measured by average daily

census (regional and by facility), skilled mix, referral-to-admission conversion rate, referral

response time, admissions by referral source, and lost referrals and denial reasons.

t. Track competitor facilities and report service gaps (e.g., trach, dialysis, IV therapy) to leadership.

u. Manage the marketing budget and collateral.

v. Coordinate and participate in presentations about the facilities. Work with the Administrators to ensure customer satisfaction and to assess and respond to customer satisfaction surveys.

w. Comply with federal and state anti-kickback and Stark laws; offer no inducements to referral sources.

x. Concern his/herself with the safety of all facility customers in order to minimize the potential for fire and accidents. Ensure that the facilities adhere to legal, safety, health, fire and sanitation codes by being familiar with his/her role in carrying out each facility's fire, safety and disaster plans and with current SDS.

y. Put Customer Service First: Ensure that customers and families receive the highest quality of service in a caring and compassionate atmosphere which recognizes the individuals' needs and rights.

z. Perform other duties as requested.