SUMMARY:
This positon manages Center''s census by establishing and maintaining referral relationships with hospitals, physicians, insurers, and community organizations for the purpose of generating consistent admissions of appropriate residents to the Center, maintaining acceptable census levels, and development and dissemination of marketing materials to referral organizations and the community.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Directs sales activities to all current and potential referral sources.
- Develops and executes tactics to maximize admissions of residents requiring a sub-acute level of care, including regular contact with potential referral sources, including hospitals, physicians, insurers, case management companies, and health care agencies.
- Develop and implement a marketing strategy for the center that reflects service opportunities, competition, and potential market area changes.
- Develop and implement special events and presentations targeted at community education and establishing and maintaining referral sources.
- Maintains an adequate conversion ratio form referrals to admissions to exceed budget expectations.
- Serves as the key member of the center sales team.
- Conducts industry analysis yearly and local market analysis quarterly.
- Completes the business development tool (sales plan) weekly.
- Ensures consistent and effective process for coordination of admissions with appropriate departments and staff.
- Contacts local community agencies to generate a positive image and encourage word-of-mouth referral activities.
- Maintains up-to-date knowledge of current regulations governing Medicare/Medicaid and private insurance company reimbursement processes.
- Ensures assigned percent of time is spent outside the building on sales activity.
Required Skills
PHYSICAL DEMANDS AND ENVIRONMENT:
- Occasionally lift medium to heavy objects, including assisting with the movement of residents.
- Frequent walking, reaching, climbing, bending, lifting, grasping, fine hand coordination, pushing, and pulling.
- Must be capable of performing the Essential Job Functions of this position, with or without reasonable accommodation.
- Must be able to relate positively and favorably to residents, families, and outside agencies and to work cooperatively with other associates.
- Willing to work beyond normal working hours and during disastrous circumstances, as needed.
- Ability to present to groups.
- Ability to remain calm under stress.
- Ability to communicate with local staff, remote staff and outside agencies.
OTHER REQUIREMENTS:
- Practice universal precautions at all times.
- Understand, comply with, and promote rules regarding resident''s rights.
- Maintain confidentiality in accordance with HIPAA guidelines.
- Maintain an orderly, confidential, and safe work environment.
- Adhere to all Company and departmental policies and procedures.
- Perform other duties as assigned.
Required Experience
QUALIFICATIONS:
- Minimum of a four (4) year degree or equivalent experience in sales and marketing required.
- Minimum of five (5) years'' experience in health care sales/marketing/insurance, with a basic understanding of sales and marketing processes preferred.
- One (1) year of management experience required, with two (2) years'' preferred.
- Must be able to travel on day trips to local healthcare institutions.
- Must be familiar with medical terminology or be able to learn it.
- Must be proficient with Microsoft Office products (Word, Excel, and PowerPoint).