Business Development Manager – Private Pay & Veterans Care
Location: Metro Detroit, MI (Field-based, in person)
Target Sourcing Location: Metro Detroit (Oakland, Wayne, and Macomb counties), with a focus on candidates connected to major hospital systems and the John D. Dingell VA Medical Center. Candidates must be local to Metro Detroit.
Type: Full-time, direct hire
Salary: $65,000 – $85,000 base + commission (Estimated OTE: $100,000 – $130,000)
Our client is a fast-growing, founder-led home care agency providing non-skilled, in-home support across Michigan. Recognized on the Inc. 5000 list of fastest-growing private companies, the organization has expanded roughly tenfold over recent years and now employs over 100 team members.
Historically, the agency's rapid growth has been driven by Medicaid-funded behavioral health referrals. To support its next phase of expansion, the organization is launching its dedicated Private Pay / Private Duty division and scaling its Veterans Affairs (VA) Care programs. Built on the conviction that older adults and veterans live better lives when aging comfortably at home, our client is expanding its team to become the premier trusted home care agency for families, hospital systems, and clinicians across Metro Detroit.
This is a greenfield opportunity to build the organization’s Private Pay and VA referral engine from the ground up. As the first Business Development Manager dedicated to this space, you will establish, nurture, and own key relationships across major hospital systems, physician practices, rehabilitation centers, and VA community care teams.
On the VA Care side, the agency is already an approved provider—your objective will be to deepen existing relationships with VA social workers and case managers to increase veteran referrals. On the Private Pay side, you will build the territory from scratch: defining the outreach strategy, cultivating high-value clinical partnerships, and establishing our client’s brand presence in the local market.
Build and scale referral partnerships with hospitals, discharge planners, social workers, case managers, physician groups, and rehabilitation facilities across Metro Detroit.
Strengthen relationships with the John D. Dingell VA Medical Center, VA outpatient clinics, and regional VA Community Care social work teams to drive veteran referrals.
Generate a consistent pipeline of qualified Private Pay and VA in-home care referrals.
Serve as the face of the organization in the community through partner meetings, clinical in-services, lunch-and-learns, and senior care networking events.
Conduct initial consultations with prospective families and clinical partners to explain private pay options, care plans, and service delivery models.
Collaborate closely with internal intake and care operations teams to ensure seamless onboarding and rapid client start-of-care.
Track pipeline metrics, referral volume, and conversion rates while sharing market feedback directly with executive leadership.
Help shape the company’s go-to-market strategy, marketing initiatives, and outreach campaigns for Private Pay growth.
Established Clinical Network: Active, trusted relationships with hospital case managers, discharge planners, physician groups, senior living communities, or VA healthcare teams across Metro Detroit (Essential Requirement).
Healthcare BD Experience: Proven track record in business development, community liaison, or sales within private-duty home care, home health (Medicare Part A), hospice, senior living, or a related healthcare setting.
Track Record in Private Pay: Demonstrated success in growing private pay census or private-duty referral volume.
Market Knowledge: Deep understanding of the senior care continuum, post-acute transitions of care, and the needs of aging adults and veterans.
Entrepreneurial Mindset: Highly self-directed and energized by building a new service line rather than maintaining an existing territory.
Field Readiness: Valid driver’s license and reliable transportation for daily field visits across Oakland, Wayne, and Macomb counties.
Nice to Have:
Experience working directly with VA Community Care Network (CCN) programs or veteran service organizations.
Professional background in hospital social work, nursing, case management, or discharge planning.
Prior experience launching a new geographic territory or private-duty service line.
First 90 Days: Map primary clinical referral sources, introduce the agency to priority health systems, medical groups, and VA contacts, and secure first private pay client admissions.
First Year: Establish a predictable, high-converting pipeline of Private Pay and VA care referrals, creating a repeatable growth playbook for the region.
Competitive base salary plus uncapped performance commission structure.
Tailored base and variable mix based on candidate background and network strength.
Comprehensive health, paid time off, and retirement benefits package.
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