OverviewPosition Title: Director of Business Development
Position Summary: Intention Healthcare is seeking a senior, market-facing Director of Business Development (Account Manager) to lead referral growth, provider partnerships, and market expansion across New Jersey. This role is responsible for developing, managing, and growing a personal book of business within the Medicaid-focused home care and long-term services & supports (LTSS) ecosystem.
The ideal candidate brings deep local market knowledge, established relationships with New Jersey home care agencies, long-term care providers and payers, and a proven track record of referral-driven growth. This is a highly autonomous role requiring strong ownership, accountability, and the ability to operate effectively in a fast-paced, “start-up”-like environment.
Reports To: Chief Strategy Officer (CSO), Intention Healthcare
Location: Remote (Essex County / Hudson County, NJ preferred)
Responsibilities
Business Development & Market Growth
- Develop and execute business development strategy for the New Jersey market aligned with Intention Healthcare’s growth objectives
- Build, maintain, and expand a robust referral network of home care agencies, LTSS providers, and community-based organizations and facilitate plan contracting efforts
- Own and actively manage a personal book of business, driving measurable referral and revenue growth
Account Management & Provider Relations
- Serve as the primary relationship owner for key NJ referral partners and provider accounts
- Maintain frequent in-person engagement with partners to strengthen relationships and drive performance
- Support contracting, onboarding, and ongoing partner success in collaboration with internal teams
Performance Management & Reporting
- Own performance metrics tied to referral volume, account productivity, and incentive compensation
- Track pipeline activity, referrals, and partner performance using Salesforce and internal reporting tools
- Provide regular performance updates, forecasts, and insights to the CSO and senior leadership
Cross-Functional Collaboration
- Operate effectively in a matrix environment, partnering with Operations, Clinical, Compliance, and Finance teams
- Ensure referral growth aligns with operational capacity, onboarding readiness, and service quality
- Act as an escalation point for partner-related issues impacting growth or access
Market Intelligence & Expansion
- Maintain deep, current knowledge of the New Jersey home care and LTSS landscape
- Identify and support opportunities for expansion into adjacent geographies, including Pennsylvania and Upstate New York
- Monitor Medicare, Medicaid, MLTSS, and regulatory trends in NJ and beyond impacting referral and partnership strategy
Qualifications
Education
- Bachelor’s degree required
Experience
- 10+ years of Medicaid/LTSS-focused healthcare business development, provider relations, or payer contracting experience
- Demonstrated success building and maintaining referral-driven books of business
- Deep existing relationships with New Jersey home care agencies, long-term care providers and MLTSS/Duals Plans
- Experience working in fast-paced, growth-oriented or start-up healthcare environments preferred
Technical Skills
- Salesforce or CRM experience required
- Strong ability to manage pipeline activity, reporting, and performance metrics
Key Competencies
- Strong customer and partner focus
- Results-oriented with accountability for growth outcomes
- Ability to develop, maintain, and expand a referral network
- Self-starter with high ownership and initiative
- Ability to manage performance in a matrix environment
- Deep local market knowledge
- Scrappy and resourceful (able to manage own calendar, materials, and follow-ups)
- Passion for care at home and improving access, quality, and outcomes
