Director of Business Development and Hospital Programs

Under the director of the Chief Business Development Officer, this role is responsible for the overall strategic growth, operational performance, and clinical effectiveness of Gilchrist’s Hospital-based programs and partnerships.

Responsibilities

• Provide leadership, oversight, and development of Clinical Nurse Liaisons and hospital-based referral teams while serving as the primary strategic relationship manager for hospital programs.
• Develop and execute hospital growth strategies to increase referrals, admissions, market share, and access to hospice services.
• Ensure exceptional customer and patient experience, regulatory compliance, quality outcomes, and achievement of organizational growth initiatives.
• Direct supervision and management of Hospital Liaisons conducting Mobile Hospice Response referrals and admissions.
• Manage patient care delivery and referral source relationships through oversight of hospital-based liaison nurses and hospital liaison leads.
• Work with business development manager colleagues to ensure achievement of Gilchrist marketing goals and objectives.
• Ensure staff members establish and nurture external professional relationships, maintain awareness of local medical markets, and provide clinical assessments of prospective patients.
• Manage human, fiscal, and communication resources to facilitate exceptional customer service for the hospital referral process and patient admissions.
• Hospital Liaison Operations:
  • Directly supervise Clinical Nurse Liaison staff, including performance metrics and accountability standards.
  • Conduct recruitment, onboarding, retention, engagement, and success planning activities.
  • Perform annual and 90-day evaluations, along with ongoing performance coaching.
  • Provide expertise and consultation on goals of care conversations, MHRT workflow, hospice eligibility determinations, and reducing barriers to hospice services.
  • Review and follow up on all hospital referral "Unable to Serve" cases.
  • Monitor and complete Biweekly Leadership GEMBA for Better Health Admissions.
  • Conduct routine visitation at each hospital within the region monthly and provide support and feedback to the Chief Access Officer and Business Development team.
  • Monitor, analyze, and present referral/admission data at monthly meetings.
  • Facilitate Liaison staff meetings and huddles.
  • Coach Hospital Liaison Nurses on effective marketing and liaison visit scheduling techniques.
  • Educate teams on changes in program offerings and eligibility requirements.
  • Work with the EPIC team to maximize the use of all EPIC tools and functionality.
  • Ensure Liaison Nurses perform the functions of Hospice Liaison RN as necessary.
  • Present on the services of the organization to large groups of healthcare professionals.
  • Oversee Mobile Hospice Response referral and admission standard work and training for all Liaison staff.
• Strategic Hospital Growth and Business Development:
  • Develop and lead the comprehensive hospital growth strategy for Gilchrist Hospice.
  • Identify opportunities for expansion within existing health system partnerships.
  • Develop high-level relationships with hospital executive leadership.
  • Lead quarterly and annual business reviews with hospital partners.
  • Utilize referrals, admission, market share, and utilization data to drive growth strategies.
  • Achieve annual referral, admission, census, and market share goals.
  • Serve as a visible ambassador for Gilchrist with healthcare organizations and the community.
  • Assist with program development as appropriate.
  • Collaborate with the Chief Access Officer to manage the budget of the hospital liaison staff.
  • Develop an annual marketing plan to meet established referral and admissions budget from hospital referral sources.
  • Monitor ongoing compliance with the marketing plan.
  • Assist with the development of the department’s operating budget and make recommendations for capital budget expenditure.
  • Maintain ongoing analyses of department supply costs and services.
  • Ensure accounts payable issues are managed appropriately.
  • Process payroll for assigned areas.
  • Review staffing and productivity regularly to ensure appropriate use of resources.
  • Meet all referral, admissions, and staffing projections as outlined in the organization’s annual budget.
  • Collaborate with home care, RCC, and IPU teams to ensure safe patient transfers and positive customer service experiences while meeting regulatory and accreditation guidelines.
• Regulatory Compliance/Quality Improvement:
  • Ensure compliance with CMS, Medicare, CHAP, Joint Commission, and organizational requirements.
  • Monitor quality indicators associated with referral management and admissions.
  • Participate in quality and performance improvement efforts, evaluating the effectiveness of patient care and desired outcomes.
  • Oversee staff involvement in quality control, general safety, and infection control procedures.
  • Measure and monitor patient, family, physician, and referral source satisfaction, implementing changes to meet service excellence goals.
  • Create a culture of safety in all supervised work environments.
• Human Resource Functions:
  • Manage human resources within established productivity guidelines and the personnel budget.
  • Facilitate Liaison training and development efforts.
  • Assist with maintenance of employee competencies.
  • Interview and select staff as needed, ensuring competency and compliance of assigned staff.
  • Monitor and review work performance of staff.
• Service Excellence:
  • Monitor, investigate, and respond to customer feedback, modifying systems/processes as needed.
  • Recognize the role of insurers and the importance of their relationship to assigned operations.
  • Measure and monitor patient, family, physician, and referral source satisfaction, implementing changes to meet service excellence goals.
  • Establish and maintain effective vendor relationships to complement/enhance the hospice team (e.g., pharmacy and DME services).
  • Meet or exceed department metrics and goals.
• Demonstrate GBMC Values: Respect, Excellence, Accountability, Teamwork, Ethical Behavior, and Results.

Requirements

• Bachelor’s degree required (Nursing, Health-Related Field, Marketing, or equivalent). Master’s degree preferred.
• 7-10 years of progressive healthcare leadership experience.
• 3-5 years of progressively responsible management experience preferred.
• Previous marketing and sales experience.
• 5 years’ experience in caring for terminal patients and their families preferred.

Skills

• Advanced knowledge of all aspects of home health care and hospice.
• Strong presentation and public speaking abilities.
• Skill in data analysis and interpretation.
• Strong problem resolution skills.
• Knowledge of healthcare regulatory agency standards for hospice/healthcare organizations.
• Knowledge of Community Health Accreditation Partner (CHAP) and CMS principles and standards.
• Familiarity with Part A Hospice Medicare and insurance coverage processes preferred.
• Ability to operate independently and balance multiple priorities.
• Strong leadership, interpersonal, and influencing skills necessary to interact effectively with physicians, payers, regulatory agencies, staff, and other health professionals.
• Analytical skills necessary to organize and oversee the work of others and to administer sound policies, procedures, budgets, and clinical practices.
• Ability to market to and deal tactfully with customers (e.g., physicians, social workers, nurses, etc.), other possible referral sources, and the community.
• Executive relationship management skills.
• Strong computer skills including email, EMR, Word, Excel, and PowerPoint applications.

Qualifications

• Current Maryland state license as a Registered Nurse preferred.
• Valid driver’s license and automobile insurance required.

Pay

Pay Range: $102,875.17 - $185,175.30. Final salary offer will be based on the candidate's qualifications, education, experience, and alignment with organizational needs.