Community Liaision

About the Role

Responsible for building referral source relationships in a variety of settings, such as hospitals, clinics, and senior-service related organizations within the community. The role focuses on growing census and quality mix by developing the market, working with acute care and other referral sources, and providing prospective residents and/or responsible parties with appropriate information to assist in choosing the nursing center.

Responsibilities

• Drive business growth by meeting or exceeding census goals.
• Expand community base and develop referral relationships with senior-service organizations, case managers/discharge planners from hospitals, rehabs, nursing homes, adult day care centers, geriatric physicians, assisted living, and retirement communities.
• Understand local industry trends to represent and differentiate the company and its services in the market.
• Generate required reports and documentation of marketing activity, including weekly schedule, marketing action plan, and activity log, within designated time frames.
• Effectively utilize company resources to ensure an appropriate return on investment.
• Develop the marketing plan and budget with the VP of Business Development by assessing community needs, outlining marketing strategy/objectives, identifying major competitors, and specifying marketing action items with measurable goals.
• Develop and maintain relationships with a growing base of referral sources to ensure a consistent flow of quality referrals to the center.
• Allocate 95% of time to external sales development; actively seek and identify new referral sources to achieve census objectives.
• Utilize the company CRM tool to maintain accurate and up-to-date information.
• Maintain thorough knowledge of the center’s products, services, capabilities, and physician relations.
• Actively participate in business meetings, including weekly meetings with the Administrator/department heads to discuss marketing opportunities, concerns, and solutions.
• Meet regularly with nursing to discuss clinical service levels.
• Evaluate the center’s physical environment through weekly rounds and discuss findings with the Administrator.
• Maintain an educated understanding of all payer sources and their impact on revenue.
• Stay aware of admitting and attending physicians' opinions and challenges.
• Maintain active involvement in community organizations and associations.
• Use electronic admission tools to manage referral source sales.
• Maintain up-to-date customer profiles on existing referral sources.
• Conduct lead-generating seminars targeting potential quality inquiries.
• Schedule and lead effective presentations, capturing and following up on seminar leads.
• Actively manage long- and short-term inquiries to establish relationships resulting in quality admissions.
• Review discharges for possible re-admission and actively manage high-potential prospects.
• Use the account management system to prioritize and create appropriate follow-ups.
• Ensure admissions are qualified clinically and financially.
• Oversee the admission process and appropriate paperwork in partnership with the Admissions Coordinator.
• Use in-home/hospital assessments as a selling tool to present benefits based on understanding the customer’s situation and needs.
• Facilitate Admission Team performance and center referral development through training, monitoring, and rewarding.
• Assess team performance in handling inquiries, tours, and documentation.
• Perform other duties, responsibilities, and activities as assigned.

Performance Metrics

• Total Revenue at/above budget.
• Quality Mix (Private, Medicare, Insurance) at/above budget.
• Total occupancy at/above budget.
• Medicare-Private conversions meet objective.
• Sales calls meet/exceed goal.

Qualifications

• Bachelor’s Degree in marketing, healthcare, or related business field preferred.
• Minimum of 2 years of direct sales experience targeted to physicians, hospital personnel, and case managers preferred.
• Proven success in personally developing referrals for a medical product from healthcare target markets (physicians, hospitals, and case managers).
• Evidence of a local referral network from which to develop referrals.
• Professional image in both appearance and behavior, exhibiting high self-confidence, enthusiasm, assertiveness, and a desire to succeed.
• Must be a team player with the ability to establish working relationships both internally and externally.
• Experience with local community groups preferred.

Benefits

• Healthcare
• Dental
• Vision
• Paid Time Off (PTO)
• 401K