Director of Business Development

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.

• 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.
• Coordinate with Admissions to align outreach priorities with current availability, admission requirements, payer participation,…