Job Description

Job Title/Position: Area Director of Business Development

Reports To: Chief Growth Officer

About Luminary Hospice:

At Luminary Hospice, we are a mission-driven organization that empowers our team members to shape our culture in order to allow them to provide the highest quality support to patients and families throughout their entire end-of-life journey.

Our mission is to deliver personalized care that radiates compassion and preserves dignity for all that we are honored to serve on their end-of-life journey. We are centered on caring for the whole person – with expert medical care, pain management as well as emotional and spiritual support along with resources, information, and emotional support for families and caregivers.

About the role:

The Area Director of Business Development is responsible for driving the overall business development performance within an assigned market. This role ensures market growth, referral source development, and achievement of admissions/census targets by creating and executing strategies that empower the Hospice Care Consultants (HCCs) to succeed, without direct management responsibility for their day-to-day activities.

The Area Director works closely with the Executive Director and other market leaders to ensure referral pipelines are healthy, performance goals are met, and market share is maximized through strategic planning, partnership cultivation, and accountability.

Job Responsibilities:

Market Strategy & Growth

• Develop and execute market-level business development strategies aligned with organizational goals.
• Conduct market assessments to identify growth opportunities, competitive threats, and emerging referral patterns.
• Set market-level volume and admissions targets in collaboration with the Executive Director.
• Partner with leadership to identify service expansion opportunities.

Performance Oversight & Accountability

• Work directly with agency Business Office Manager and key referral accounts to ensure account responsiveness and timely/accurate payments
• Monitor and analyze market performance metrics, identifying trends, gaps, and areas for improvement.
• Provide coaching, tools, and market insights to HCCs through the Executive Director and operational leadership.
• Ensure market admissions and census goals are consistently met or exceeded.

Referral Source Development

• Establish and strengthen relationships with key referral partners, including hospitals, physician groups, senior living communities, and community organizations.
• Represent the organization at strategic community events, professional associations, and networking opportunities.
• Support HCCs in navigating high-value or complex referral opportunities.

Education & Advocacy

• Champion the hospice mission and educate community stakeholders about the hospice benefit.
• Collaborate with clinical leaders to ensure messaging aligns with quality of care and patient/family experience goals.

Collaboration & Reporting

• Work in partnership with Executive Directors, Clinical Leaders, and HCCs to ensure alignment on goals and priorities.
• Provide regular market performance updates and recommendations to leadership.

The above statements are only meant to be a representative summary of the major duties and responsibilities performed by incumbents of this job.  The incumbents may be requested to perform job-related tasks other than those stated in this description. 

Job Qualifications:

1. Bachelor’s degree in Marketing, Business Administration, Healthcare Administration, or related field (preferred).
2. Minimum five (5) years of experience in healthcare sales or business development, with at least two (2) years in hospice, home health, or related field (preferred).
3. Proven track record of achieving market growth and exceeding sales targets.
4. Strong analytical skills and the ability to interpret data to drive strategy.
5. Exceptional relationship-building skills with the ability to influence without direct authority.
6. Proficient in MS Office applications and comfortable with CRM and analytics tools.
7. Excellent verbal and written communication skills.
8. High degree of professionalism, accountability, and emotional intelligence.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

1. Regularly required to sit, stand, and travel within the market.
2. Must occasionally lift and/or move up to 25 pounds.

Equal Employment Opportunity:

Luminary Hospice is an equal opportunity employer and is committed to creating a diverse and inclusive workplace. We do not discriminate against any applicant or employee based on race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by federal, state, or local laws. We are committed to providing a work environment free from discrimination and harassment, where all individuals are treated with respect and dignity. All employment decisions at Luminary Hospice are based on business needs, job requirements, and individual qualifications.

Compensation and Benefits:

Luminary Hospice offers a competitive compensation package, along with a comprehensive benefits package that includes health, dental, and vision insurance, retirement savings options, and more. Our benefits are designed to support your health, well-being, and long-term financial goals.