Business Development Specialist

Job Purpose:

Provide potential customers with facility related information via outside sales calls, conversations, education and follow-up. This should result in meeting or exceeding maximum census for the facility by increasing inquiries and increasing our referral base. To grow a new base of business while retaining existing business, and to look for niche marketing opportunities that aren’t being met in the community.

Make sales calls outside the facility to medical professionals, senior organizations, appropriate special interest groups, hospital staff, and other community contacts. Develop and maintain relationships to advise them of bed availability and services, efficiently meeting the daily needs of the community at large.

Responsible for knowing bed availability at all times. Ensure that responses to inquiries are handled properly and timely, and with appropriate follow‑up. Demonstrate sense of urgency; re: census/premium mix enhancement and management.

Monitor inquiry, admission and census trends as part of a CQI. Prepare the Monthly Inquiry Summary Report, a daily inquiry log, daily voicemail reports, and other reports as required; monitor all active and inactive inquiries as well as resident discharges. Complete and submit sales tracking reports to the Regional Business Development Consultant, VP of Business Development and Administrator in a timely manner.

Intake information from referral sources and client/patients in a professional, knowledgeable, and courteous manner.

In conjunction with Administrator, train and coordinate appropriate in‑house staff to serve as main source and backup for inquiries, tours, admissions, and admissions paperwork.

Maintain a close working relationship with the DON, Facility Controller, and Administrator to assure appropriate and efficient decisions about prospective admissions.

Maintain a working knowledge of federal and state regulations and reimbursement (Medicare and Medicaid).

Have a strong working knowledge of the managed care referral process.

Monitor competition, what programs they have, contract, appearance, census, etc.

Maintain a database of medical contacts/community resources along with knowledge of industry trends and legislative/regulatory issues; communicate this information with facility staff and community contacts.

Assist in development of facility materials like brochures, press releases, and advertisements that describe the facility’s services.

Develop and implement special events and presentations targeted at community lay and professional education, establishing and maintaining status for the facility as the expert on skilled nursing and rehabilitation care in the community. Train other staff to assist at exhibits.

Serve as a member of the Leadership Council whose purpose is to enhance facility and community relations, attend weekly meetings, and assist in implementation of quarterly marketing plan, monitor budgets, and track results.

Monitor and evaluate customer satisfaction. Audiences might include new admissions, post‑discharge, current residents and facilities, community sources and inquiries who we were unable to admit. Share results with the management team, CQI committee and others as appropriate to develop action plans as needed.

Participate in all company committees when requested.

Other duties as assigned.

Works in a climate‑controlled and well‑litured environment. Works in an office and throughout the building daily. Has Category 1 risk of exposure to infectious diseases, but receives training in handwashing practices and Universal Precautions and has access to personal protective equipment if direct exposure is anticipated. Is subject to interruptions, noise, and odors daily.

Walking, reaching, climbing, bending, lifting, grasping, fine hand coordination, pushing and pulling, ability to distinguish smells, tastes and temperatures, ability to communicate…