[Hiring] Director of Business Development @Essen Medical Associates

Role Description

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 York. 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 York 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.

Responsibilities

• Business Development & Market Growth:
  • Develop and execute business development strategy for the New York 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 NY 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 York 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 NY and beyond impacting referral and partnership strategy.

Qualifications

• Bachelor’s degree required.
• 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 York home care agencies, long-term care providers and MLTSS/Duals Plans.
• Experience working in fast-paced, growth-oriented or start-up healthcare environments preferred.
• 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.

Equal Opportunity Employer

ESSEN HEALTH CARE IS PROUD TO BE AN EQUAL OPPORTUNITY EMPLOYER. Essen Health Care is proud to be an equal opportunity employer, and we seek candidates who desire to work in and serve an ethnically diverse population.