Market Director, Business Development

About the Role

The Director of Business Development is responsible for developing and implementing business and marketing plans for the Rehabilitation Hospital. This position establishes strategic marketing plans in collaboration with senior leadership to achieve the facility's objectives. The role involves designing and maintaining systems for strong relationships with Managed Care Providers, Medicare, Case Managers, other payers, and hospital personnel to build a successful patient referral network and beneficial reimbursement arrangements. The Director oversees the Marketing and Admission Team and drives growth for two free-standing inpatient rehabilitation hospitals in the Cleveland, Ohio market.

Responsibilities

• Implements a comprehensive business plan to meet or exceed Census and Mix Forecasts, including internal and external targets, insurance rate goals, and action plans to evaluate the Clinical Liaison Team's effectiveness.
• Gathers and analyzes external market, customer, and competitor information on an ongoing basis.
• Manages the clinical liaison and admissions teams, ensuring strong performance in all business development roles.
• Develops and manages the marketing department's operating budget.
• Creates and maintains a database system for decision support, including community needs, demand forecasting, competitive analysis, and medical staff utilization trends.
• Serves as a liaison between Financial Services, Information Systems, and Business Development for data gathering and distribution.
• Designs control systems to measure market development and penetration effectiveness.
• Assists patients and families in making informed admission decisions and ensures appropriate patient selection.
• Develops and implements annual marketing plans and programs to meet facility goals.
• Compares local, regional, and national data to identify cost and quality improvement opportunities.
• Establishes planning links with other healthcare organizations to gather research and evaluate joint or shared program opportunities.
• Interfaces with managed care providers, physicians, and program delivery personnel to develop business plans and feasibility studies.
• Engages with Referral Sources, Case Managers, and Managed Care Providers to maximize revenue while maintaining quality care.
• Maintains a tracking system for timely reports and presentations on performance metrics.

Daily Tasks

• Send dashboards to the team.
• Participate in daily operations calls for both hospitals and send good morning emails.
• Handle urgent data requests from the regional team.
• Oversee 40/60 compliance.
• Assist with staffing and internal advocacy for complex admissions.
• Support bed management for patient admissions.

Weekly Tasks

• Participate in Level 10 calls with the regional team for both facilities.
• Review indicator reports for both facilities.
• Prepare volume projections for both facilities.
• Attend leadership meetings for both facilities.
• Prepare and conduct marketing meetings.
• Create and post social media content for both facilities.
• Conduct bi-monthly 1:1 meetings with both CEOs.
• Cultivate physician relationships through weekly touchpoints.
• Perform chart audits on ACTs, high OIs, etc.

Monthly/Bi-monthly Tasks

• Complete Monthly Operating Reports (MOR) for both facilities.
• Complete quality spreadsheets for both facilities.
• Analyze insurance denials for both facilities.
• Complete clinical liaison bonus files for both facilities.
• Attend in-services and marketing lunches in both markets.
• Screen and interview candidates.
• Attend town hall meetings for both facilities.
• Conduct 30/60/90 day meetings and reviews with new staff.
• Review and approve bi-monthly timesheets for employees.
• Complete and review bi-monthly projections for both facilities.
• Conduct bi-monthly ACT meetings.
• Meet regularly with Lead Clinical Liaisons.

Quarterly Tasks

• Complete Quarterly Operating Reports (QOR) for both facilities.
• Review marketing strategic plans and data with each Clinical Liaison.
• Conduct rounding with Clinical Liaisons.
• Complete clinical liaison bonus files for both facilities.
• Prepare Board meeting volume reports for both facilities.
• Complete IU collaborative reports and meetings.
• Participate in Community Executive Leadership Team partner reports and meetings.
• Attend compliance and quality meetings for both facilities.

Yearly Tasks

• Develop business and strategic plans for both facilities.
• Analyze denials and delays in admissions for both facilities.
• Review policies for both facilities.
• Review job descriptions for both facilities.
• Prepare budget presentations for both facilities.
• Conduct mid-year reviews for both facilities.
• Develop marketing and collateral materials.
• Review and update websites (ongoing).
• Conduct annual performance appraisals for employees.

Company-Specific Responsibilities

• Adheres to dress code and maintains a neat, clean appearance while wearing appropriate identification.
• Completes annual health, safety, and education requirements and maintains professional growth.
• Maintains confidentiality of all patient and employee information.
• Demonstrates knowledge of growth and development principles across the lifespan.
• Reports to work on time and adheres to absence notification policies.
• Attends all mandatory in-services and staff meetings.
• Represents the organization positively and professionally.
• Complies with all organizational policies regarding ethical business practices.
• Communicates the mission, ethics, and goals of the hospital and department.
• Maintains current licensure or certification, if applicable.
• Demonstrates guest relations skills with all stakeholders.
• Follows departmental and hospital health, safety, security, and hazardous materials policies.
• Conducts job responsibilities in accordance with HIPAA privacy laws and hospital confidentiality policies.
• Adheres to Kindred's Code of Conduct, policies, and applicable federal/state laws.

Qualifications

• Bachelor's Degree in Business, Marketing, or a Clinical discipline.
• MBA preferred.
• Minimum of 5 years' experience in healthcare management.
• Strong skills in forecasting, market-based planning, communications, and public relations.
• Valid driver's license and clean driving record.

Skills

• Excellent communication skills in English, both verbal and written.
• Additional languages preferred.
• Basic computer knowledge.
• Knowledge of basic equipment.
• Strong telephone communication skills.

Physical and Safety Requirements

• Ability to communicate clearly and effectively with all constituents.
• Willingness to work beyond normal hours when necessary.
• Ability to drive, stand, bend, lift, and move intermittently throughout the day.
• Ability to cope with mental and emotional stress.
• Must possess sight and hearing senses or use prosthetics to enable adequate functioning.
• Reasonable accommodations may be made for individuals with disabilities to perform essential functions without compromising patient care.