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