Role Overview
The Statewide Business Development Executive is responsible for adding 100+ new ABA clients per month across California. This leader manages a tiered team of Regional Directors and BD Liaisons, driving referrals from Regional Centers, pediatrician offices, and insurance preferred provider lists. Success is measured by monthly client starts, retention beyond 60 days, and profitable revenue growth.
Location: California (Remote with extensive travel to all 20+ offices and key referral sites)
Direct Reports: 3–4 Regional Business Development Directors
Indirect Reports: 10–12 Business Development Liaisons
Key Responsibilities
1. Strategy & Execution
- Design and execute a statewide referral strategy to meet monthly intake targets (100+ new clients).
- Prioritize territories based on population density, Regional Center activity, and payer contracts.
- Align BD efforts with clinical capacity to avoid over-promising or under-delivering.
2. Team Leadership (Tiered Structure)
- Manage Regional BD Directors (3–4): Set quotas, review weekly pipelines, and coach on territory management.
- Oversee BD Liaisons indirectly via Regional Directors: Ensure each liaison manages 8–10 pediatrician offices and 2–3 Regional Centers effectively.
- Implement a standardized commission and retention bonus plan (e.g., pay for client start + 60-day stay bonus)
3. Referral Partner Relationships
- Build executive-level relationships with Regional Center Executive Directors and large pediatric groups (e.g., CHLA, Sutter, Stanford Children's).
- Negotiate Preferred Provider List (PPL) placements with major insurers (Anthem, Aetna, HealthNet, Medi-Cal plans).
- Represent the company at statewide ABA and pediatric conferences.
4. Performance Management
- Track and report weekly KPIs per region:
- Referrals generated
- Client starts
- 60-day retention rate (target >85%)
- Conversion rate (referral → authorization → start)
- Identify underperforming regions and deploy remediation plans.
5. Financial Accountability
- Own the statewide BD budget (travel, marketing collateral, events, commissions).
- Work with FP&A to forecast client starts and associated revenue.
- Ensure commission accruals are accurate and paid on time.