What are the responsibilities and job description for the Director of Business Development position at Kansas City Orthopedic Alliance?
Kansas City Orthopedic Alliance is the largest, independently owned orthopedic specialty practice in the Kansas City metro area. We have 36-physician orthopedic and PM&R practice serving the greater Kansas City metropolitan area.
We are seeking an experienced Director of Business Development to join our team, reporting directly to the Chief Operating Officer (COO). This person will be responsible for growing new-patient volume across the Kansas City market.
The role is designed as a single growth function with three connected arms: relationship-driven referral growth, direct-to-employer partnerships, and whole-practice brand and community presence. This individual will serve as the face of the practice outside its walls, introduces new physicians to the referral community, launch new practice locations, and translates market intelligence into actionable growth strategies for practice leadership.
The ideal candidate combines healthcare business development experience with genuine relationship-building skills, a strong understanding of physician referral dynamics, the workers’ compensation ecosystem, and direct-to-employer care, and a working knowledge of healthcare compliance. The Director owns strategy and relationships, manages agency and vendor partners for marketing execution, and operates independently in the field while remaining accountable to measurable growth targets.
Essential Functions
Referral Development
We are seeking an experienced Director of Business Development to join our team, reporting directly to the Chief Operating Officer (COO). This person will be responsible for growing new-patient volume across the Kansas City market.
The role is designed as a single growth function with three connected arms: relationship-driven referral growth, direct-to-employer partnerships, and whole-practice brand and community presence. This individual will serve as the face of the practice outside its walls, introduces new physicians to the referral community, launch new practice locations, and translates market intelligence into actionable growth strategies for practice leadership.
The ideal candidate combines healthcare business development experience with genuine relationship-building skills, a strong understanding of physician referral dynamics, the workers’ compensation ecosystem, and direct-to-employer care, and a working knowledge of healthcare compliance. The Director owns strategy and relationships, manages agency and vendor partners for marketing execution, and operates independently in the field while remaining accountable to measurable growth targets.
Essential Functions
Referral Development
- Build, maintain, and deepen relationships with referral sources throughout the Kansas City metro (both Missouri and Kansas sides of the market), including primary care physicians, urgent care centers, emergency departments, physical therapists, chiropractors, athletic trainers, school and club athletic programs, podiatry, pain management, neurology, and workers’ compensation case managers.
- Conduct regular in-person visits to referring practices; serve as the primary point of contact for referral-related questions, service concerns, and access issues.
- Create an introduction plan for each new physician that highlights their subspecialty and surgical focus, with first priority on the practice’s newest physicians.
- Schedule introductions, lunches, and visits with the referral sources most relevant to each physician.
- Support physician profiles, announcements, and an open house or “meet the doctor” event for each new physician.
- Identify and approach target employers, including self-insured employers, manufacturers, construction, logistics, and public-sector employers. Develop a target employer list that prioritizes top local employers by headcount, self-insured employers, and employers with high rates of musculoskeletal claims.
- Build the practice’s employer offerings in stages, starting with the simplest and moving toward more complex arrangements as relationships mature: occupational injury programs (fast-access appointments, on-site or telehealth triage, return-to-work coordination); musculoskeletal access agreements (guaranteed appointment times and direct pathways for back, joint, and sports injuries); and centers of excellence or bundled pricing for joint replacement.
- Coordinate employer contract terms with administration, billing, and legal counsel, and manage each employer relationship after signing. The Director supports, but does not own, employer contract negotiation.
- Monitor changes in Missouri and Kansas workers’ compensation regulations, fee schedules, and networks that affect referral channels, and advise leadership accordingly.
- Represent the practice at community events, health fairs, employer wellness days, chamber of commerce functions, business networking groups, charity events, and professional association meetings throughout the metro.
- Develop and manage sponsorships and partnerships with local organizations, schools, sports clubs, and athletic programs, including coordination of sports medicine outreach and athletic training relationships where applicable.
- Plan and execute practice-hosted events, including new-physician and new-location open houses, referral-source lunches and dinners, educational seminars, community education programs, and physician and employee engagement events.
- Own brand, messaging, and marketing planning for the full practice, including development and execution of the annual marketing and business development plan and budget in collaboration with practice leadership.
- Oversee the practice’s brand presence across channels, including website content, search visibility, physician profile pages, online reviews and reputation management, social media, print collateral, and paid advertising.
- Once leadership has selected a new location, introduce the site to its local market through referral-source outreach, employer engagement, opening events, local marketing, and introducing physicians to the community.
- Begin launch work approximately 90 days before opening.