What are the responsibilities and job description for the Business Development Manager – Hospital & IPA Partnerships (Riverside & San Bernardino Counties) position at Heritage Health Network?
About Heritage Health Network
Heritage Health Network (HHN) is a fast-growing provider of Enhanced Care Management (ECM) and Behavioral Health services under California’s CalAIM initiative. We partner with Medi-Cal Managed Care Plans, hospitals, IPAs, medical groups, and community-based organizations to deliver whole-person care for underserved populations. Our mission is to become the largest ECM and Behavioral Health provider in California.
The Business Development Manager will drive hospital and IPA partnership growth for HHN. This role is focused on securing referral agreements, building executive and frontline hospital relationships, and generating new member enrollments through hospital discharge and IPA referral pathways.
The Manager will execute a quota-driven sales and partnership plan, working directly with discharge planners, case managers, IPA administrators, and Managed Care Plan liaisons to position HHN as the preferred ECM partner in Southern California.
Partnership Development & Contracting
Secure referral agreements and MOUs with hospitals, Skilled Nursing Facilities, Emergency Departments, and IPAs.
Build relationships with hospital discharge planners, case management teams, and IPA provider relations staff.
Collaborate with Medi-Cal Managed Care Plans (IEHP, Molina, Health Net, Anthem, CalOptima) to align enrollment workflows.
Referral & Enrollment Growth
Develop and maintain a steady pipeline of hospital and IPA referral sources.
Consistently meet or exceed monthly targets for new referral partnerships and member enrollments.
Implement HHN’s hospital discharge capture program to increase Medi-Cal member enrollment.
Community Outreach & Representation
Represent HHN at hospital meetings, IPA forums, and community health events.
Conduct outreach presentations and informational sessions to drive awareness of ECM services.
Strengthen HHN’s visibility among case managers, ED teams, and provider networks.
Sales Operations & Reporting
Manage opportunities in CRM, track pipeline activity, and maintain accurate reporting.
Provide weekly performance updates to the CEO on referral growth, partnerships, and enrollment targets.
Use stakeholder feedback to refine outreach and contracting strategies.
Requirements
Qualifications
- Bachelor’s degree in Business, Marketing, Healthcare Administration, or equivalent experience.
- 3 years of business development, provider relations, or healthcare sales experience.
- Familiarity with Medi-Cal programs, Hospitals, and Skilled Nursing Facilities preferred.
- Strong communication, negotiation, and relationship-building skills.
- Proven ability to meet or exceed sales and partnership goals.
- Willingness to travel frequently throughout Southern California.
Benefits
Compensation & Benefits
- Compensation & Incentives: Competitive base salary with annual merit increases and performance bonuses.
- Health Insurance: Medical, dental, and vision coverage effective the first of the month following or coinciding with start date.
- Paid Time Off: Sick time, paid holidays, and vacation to support work-life balance.
- Flexibility: Hybrid model with work-from-home options several days per week.
- Professional Growth: Career advancement opportunities and ongoing professional development.
Salary : $85,000 - $120,000