Division Director of Business Development

Division Director of Business Development

Reporting Relationships

Reports To

• Vice President of Business Development
• Partners with and dotted line reports to: Division President

 

Direct Reports

• Directors of Business Development – Division

Position Summary

The Division Director of Business Development is responsible for leading the business development strategy and execution across Surgery Partners' Division, supporting both Surgical Hospitals and Ambulatory Surgery Centers.

This leader is accountable for driving profitable growth through physician recruitment, physician engagement, physician retention, market development, and execution of divisional growth initiatives. The Division Director partners closely with Division Presidents, Market CEOs, Facility Administrators, and Operations Leadership to develop and execute annual growth strategies, establish financial targets, monitor performance, and ensure successful execution across the division.

As the senior Business Development leader for the division, this role serves as a strategic advisor to divisional leadership while functioning as a player-coach. The Division Director directly manages and develops a team of Directors of Business Development while remaining actively engaged in the business through field coaching, joint physician meetings, strategic account planning, and executive-level physician recruitment. This leader partners with Operations to remove barriers to growth, accelerate key business development opportunities, and ensure consistent execution across all markets.

Key Role Outcomes

• Primary Outcome
• Drive profitable growth through physician recruitment, physician retention, increased physician utilization, and strategic business development initiatives across the West Division.
• Supporting Outcomes
• Achievement of divisional case volume, net revenue, and AEBITDA growth targets.
• Achievement of annual physician recruitment and retention goals.
• Accurate annual growth budgets and rolling forecasts.
• Successful execution of divisional business development strategy.
• Development and performance of Directors of Business Development.
• Physician satisfaction and long-term physician engagement.
• Identification and execution of physician syndication opportunities.
• Identification of acquisition, de novo, and strategic partnership opportunities.
• Consistent KPI reporting and executive communication.

Primary Responsibilities

Strategic Growth Leadership

• Develop and execute the Division business development strategy aligned with enterprise growth objectives.
• Partner with Division Presidents, Market CEOs, Facility Administrators, and Operations Leadership to identify growth opportunities and establish annual strategic priorities.
• Partner with Strategy team on development of market growth strategies and the Development team on identification and execution of in market Acquisitions, DeNovos, and Health System partnership opportunities.
• Lead development of annual physician recruitment goals, divisional growth plans, revenue targets, case volume projections, and strategic initiatives.
• Partner with divisional leadership to establish annual growth budgets and maintain rolling forecasts.
• Act as the strategic Business Development advisor to Division Presidents and Market Leadership by proactively identifying opportunities to accelerate growth, improve market performance, and strengthen physician alignment.
• Identify emerging opportunities related to physician recruitment, physician syndication, acquisitions, referral relationships, service line expansion, and de novo development.
• Ensure alignment between operational priorities and business development initiatives throughout the division.

Leadership, Coaching & Growth Execution

• Lead, coach, mentor, and develop a high-performing team of Directors of Business Development across the Division.
• Serve as a player-coach, balancing strategic leadership with direct involvement in physician recruitment and market development activities.
• Conduct regular ride-alongs and field coaching to improve physician engagement, consultative selling, relationship development, and recruitment effectiveness.
• Partner alongside Directors during executive-level physician meetings, strategic recruitment opportunities, and complex negotiations to accelerate business growth.
• Assist Directors with developing strategic account plans and removing barriers to closing high-value physician recruitment opportunities.
• Establish performance expectations, monitor progress through KPIs, and conduct regular coaching and performance reviews.
• Recruit, onboard, and develop Business Development talent while building future leadership capability within the organization.
• Foster collaboration, accountability, and best-practice sharing across markets.

Physician Recruitment & Relationship Management

• Provide strategic oversight for physician recruitment efforts across the Division markets.
• Support Directors in identifying, prioritizing, and securing high-value physician recruitment opportunities.
• Personally participate in recruitment and retention efforts for the division's highest-value physician opportunities and strategic accounts.
• Provide executive-level support during complex physician recruitment efforts, physician partnership discussions, and physician syndication opportunities.
• Coach Directors through challenging recruitment situations and assist in developing creative growth strategies for targeted physicians, physician groups, and service lines.
• Partner with Division Presidents, Market CEOs, Facility Administrators, and physician leaders to strengthen physician relationships and improve physician retention.
• Ensure consistent execution of physician relationship management processes across the division.

Business Performance Management & Analytics

• Develop, monitor, and communicate key performance indicators that measure physician recruitment effectiveness, physician productivity, business development activity, pipeline health, case volume, revenue growth, and market performance.
• Lead monthly forecasting processes and provide variance analysis against budget and forecast.
• Develop and maintain divisional dashboards and performance reporting.
• Analyze physician recruitment pipeline performance and identify opportunities to improve conversion rates and overall business development effectiveness.
• Utilize CRM, business intelligence platforms, and financial reporting tools to drive data-informed decision making.
• Monitor market trends, physician movement, competitive activity, and growth opportunities.

Executive Reporting & Strategic Communication

• Participate in Monthly Operational Reviews (MORs), presenting business development performance, physician recruitment activity, growth initiatives, risks, opportunities, and action plans.
• Prepare monthly, quarterly, and annual divisional business development reports.
• Partner closely with the Vice President of Business Development to prepare executive updates, strategic recommendations, Board materials, and leadership presentations.
• Communicate divisional performance trends, physician recruitment results, market intelligence, competitive insights, and strategic recommendations to executive leadership.
• Present business development performance and growth initiatives to senior leadership as requested.

Cross-Functional Leadership

• Collaborate closely with Division Presidents, Market CEOs, Facility Administrators, Marketing, Finance, Corporate Development, Physician Recruitment, Physician Relations, Operations, and Executive Leadership.
• Ensure business development initiatives are integrated into operational planning and execution.
• Support enterprise-wide growth initiatives and strategic priorities.
• Promote a culture of collaboration, accountability, and continuous improvement throughout the division.

 

 

Key Performance Indicators- Performance will be measured through:

• Physician recruitment performance
• Net physician growth
• Case volume growth
• Net revenue growth
• Existing physician utilization growth
• Physician retention

• Annual growth budget achievement

 

Qualifications

Required

• Bachelor's degree in Business, Healthcare Administration, Marketing, Finance, or related field.
• 10+ years of progressive healthcare business development, physician relations, healthcare operations, or sales leadership experience.
• 5+ years of experience leading business development, physician recruitment, or sales teams.
• Demonstrated success driving physician recruitment and market growth initiatives.
• Strong financial acumen with experience developing budgets, forecasts, business cases, and performance reporting.
• Experience presenting to executive leadership and influencing organizational strategy.

• Excellent communication, negotiation, leadership, and relationship management skills.
• Ability to travel extensively throughout the West Division.

 

Preferred

• Master's degree (MBA, MHA, or related field).
• Experience in ambulatory surgery centers, surgical hospitals, physician practice management, or healthcare services.
• Experience leading geographically dispersed teams.
• Experience utilizing CRM systems, business intelligence platforms, and healthcare analytics.

 

Benefits:

• Comprehensive health, dental, and vision insurance
• Health Savings Account with an employer contribution
• Life Insurance
• PTO
• 401(k) retirement plan with a company match
• And more! 
   

Equal Employment Opportunity & Work Force Diversity

Our organization is an equal opportunity employer and will not discriminate against any employee or applicant for employment based on race, color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, parental status, sexual orientation, veteran status, genetic testing results or any other consideration made unlawful by federal, state or local laws.  This practice relates to all personnel matters such as compensation, benefits, training, promotions, transfers, layoffs, etc.  Furthermore, our organization is committed to going beyond the legal requirements of equal employment opportunity to take positive actions which ensure diversity in the workplace and result in a multi-cultural organization.