Kansas City Hospital Liaison

Full-time position focused on building and maintaining referral source relationships within hospitals, clinics, and senior-service organizations to drive business growth and meet census goals.

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, 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.
• Utilize company resources effectively 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 measurable goals.
• Develop and maintain relationships with a growing base of referral sources to ensure a consistent flow of quality referrals (95% of time allocated to external sales development).
• Actively seek and identify new referral sources to achieve census objectives.
• Utilize CRM tools to maintain accurate and up-to-date information on referral sources.
• Maintain thorough knowledge of the center’s products, services, capabilities, and physician relations.
• Participate actively in business meetings, including weekly meetings with the Administrator and department heads to discuss marketing opportunities, concerns, and solutions.
• Meet regularly with nursing staff 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.
• Performance evaluated on total revenue, quality mix (Private, Medicare, Insurance), total occupancy, Medicare-Private conversions, and sales calls meeting or exceeding goals.
• Use electronic admission tools to manage referral source sales and maintain up-to-date customer profiles.
• Conduct lead-generating seminars targeting potential quality inquiries, schedule and lead effective presentations, and follow 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 resources effectively to build relationships and gain prospective customers’ commitment to admission.
• 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 or required.

Requirements

• Bachelor’s Degree in marketing, healthcare, or a 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