Director of Referral Development

Director of Referral Development  

Department:  Operations / Growth 
Reports To:  Vice President, Practice Growth 
FLSA Status: Exempt 
Location: Atlanta with 25-50% travel 

Position Summary 

The Director of Referral Development is responsible for driving sustainable new patient growth across Resolve Pain Solutions’ multi-state footprint through strategic referral source engagement. This leader oversees a team of six Physician Liaisons across four regions, soon-to-be a fifth region and seven Physician Liaisons. Role is accountable for referral volume, referral quality, and effective handoff into the patient scheduling funnel. 

Reporting to the VP of Practice Growth, this role blends field sales leadership, healthcare relationship management, and operational partnership to ensure referrals translate into scheduled and completed patient visits. 

This is a high-visibility leadership role requiring strong team management, data-driven accountability, and cross-functional collaboration.

Key Responsibilities

Strategic Referral Growth 

• Develop and execute a comprehensive referral growth strategy aligned with company targets 

• Establish regional referral goals by provider type (PCP, specialties, attorneys, workers’ comp, etc.) 

• Identify high-value referral opportunities and underserved markets 

• Analyze referral trends and competitive dynamics to inform strategy 

Team Leadership & Accountability 

• Lead, coach, and develop multi-state Physician Liaison team across regions 

• Set and manage KPIs including referral volume, active referral growth, retention, lead quality, and conversion rates 

• Conduct ride-alongs, pipeline reviews, and performance check-ins 

• Build a culture of professionalism, responsiveness, and compliance 

• Support recruiting, onboarding and training as the team grows 

Referral Quality & Funnel Integration 

• Define and enforce standards for qualified referrals 

• Partner with Scheduling, Operations, and Revenue Cycle to ensure complete and clean referral intake 

• Reduce leakage in the referral-to-visit process 

• Monitor conversion metrics and identify operational barriers 

• Drive continuous improvement across the referral lifecycle 

Relationship Management  

• Support the team in developing strong, compliant relationships with PCPs, specialists, attorneys, workers’ compensation stakeholders, and community partners 

• Assist with key account management and service recovery when needed 

Reporting & Communication  

• Develop standardized reporting dashboards for leadership 

• Deliver forward-looking referral forecasts 

• Surface market intelligence and competitive insights 

Qualifications

• Bachelor’s degree required 

• 5+ years of healthcare business development or physician liaison leadership experience 

• Strong preference for experience managing multi-region field teams 

• Strong understanding of referral-based healthcare growth 

• Experience working with CRM and performance dashboards 

• Willingness to travel across assigned regions 

• Experience in pain management, specialty physician practices, or ambulatory surgery environments 

• Preferred familiarity with attorney and workers’ compensation referral channels 

• Preferred experience in high-growth or private equity-backed healthcare platforms 

KPIs & Success Measures

• Net new patient growth attributable to referrals 

• Referral-to-scheduled conversion rate 

• Referral volume and diversification by region 

• Reduction in referral leakage 

• Referral source retention and engagement 

• Team performance and development