Business Development Director- Long Term Care

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Required Qualifications

A bachelor's degree from an accredited college or university is preferred; or,

an unencumbered nursing license in the state.

• Valid driver’s license in the state.
• Must have, as a minimum, three (3) years of experience with demonstrated success in census development and occupancy management in a nursing home, or other related health care facility.
• Knowledgeable of nursing and medical practices and procedures, as well as laws, regulations and guidelines pertaining to long-term care.

Major Duties and Responsibilities

• Plans, develops, organizes, and implements an individual external sales strategy with a scheduled program of daily activities designed to achieve facility census goals while also maintaining compliance with current state and federal laws and regulations.
• Plans, develops, and implements an external census sales strategy to personally build and maintain strong relationships with referral sources such as hospitals, physicians, senior centers, department of human resources, home health agencies, hospice, etc.
• Identifies opportunities with new referral partners / sources and develops sales strategies to build relationships and communicate the facility’s services and offerings.
• Submits monthly calendar to supervisor of events, visits, face to face, or personal activities by other means demonstrating the implementation of the census strategy / plan.
• Provides weekly documentation of the monthly calendar execution to supervisor.
• Develops and implements a sales strategy that leads to the conversion of referrals to admission status.
• Schedules routine events / activity with identified referral partners / sources and reports results to the Admissions Director.
• Identifies opportunities for additional partnerships with entities such as physicians, community-based agencies, hospitals, hospices, etc.
• Maintains a current, updated listing of referral partners / sources, locations, and personal assignments.
• Tracks his / her personal close ratio and reviews with Admissions Director weekly and as requested.
• Utilizes a customer retention management system to establish accounts and contact information.
• Conducts presentations of services to health providers, community groups, and potential residents.
• Monitors and self-evaluates outcomes of his / her efforts and communicates recommendations to overcome identified obstacles to Admissions Director.
• Accepts direction from the Admissions Director regarding necessary changes and additions to daily, planned activities and overall strategy.
• Maintains a working knowledge of the facility’s support and services.
• Maintains a working knowledge of Medicare, Medicaid, and other insurances for short- and long-term care services.
• Knows the status of each referral in his / her territory.
• Understands the facility’s clinical capabilities as reflected in the most recent Facility Assessment.
• Is cross trained in all aspects of the admissions office.
• Utilizes a computer, phone, electronic medical record, referral tracking program daily.
• Ensures his / her behavior is aligned with facility goals for occupancy and customer service.
• Informs the Administrator of obstacles or barriers to admitting residents and recommends solutions to such obstacles and barriers.
• Maintains knowledge of pertinent information such as anticipated discharges, potential admissions, hospital discharges and available beds listing related to working his / her current referrals.
• Communicates with internal admissions coworkers and external referral partners / sources to coordinate pending admissions.
• Demonstrates interpersonal relationship skills by developing and maintaining trust with coworkers and referral partners / sources.
• Resolves customer concerns and complaints in a timely and satisfactory manner.
• Speaks effectively in private and public situations and may be called upon to deliver information about the facility to various media outlets.
• Reports at least weekly and monthly on the status of achieving census goals to the Admissions Director and / or Administrator when indicated.
• Participates in facility assessment activities as needed, such as carrying out duties assigned as part of a performance improvement committee.
• Collaborates with members of the interdisciplinary team, physicians, consultants, and community agencies to identify and resolve issues that improve the admissions process.
• Promotes teamwork, mutual respect, and effective communication.
• Successfully executes census development strategies and plans.
• Participates in the facility’s plan of correction response to an inspection survey and implements any follow-up as designated by the Admissions Director or Director of Nursing.
• Promotes safe work practices, safety rules, and accident prevention procedures to prevent employee injury and illness.

Additional Tasks

• Adheres to all facility policies and procedures.
• Treats all residents and staff with dignity and respect. Promote and protect all residents’ rights.
• Reports to Director of Nursing or Administrator any allegations of potential abuse or neglect, or misappropriation of resident property and participates in the investigative process as needed.
• Complies with standards of business conduct, and state / federal regulations and guidelines.
• Reports noncompliance with policies, procedures, regulations, or breaches of confidentiality to appropriate personnel.
• Reports any occupational exposures to blood, body fluids, infectious materials, and / or hazardous chemicals / equipment in accordance with facility policy.
• Reports work-related injuries and illnesses immediately to supervisor.
• Follows established infection control policies and procedures.
• Maintains confidentiality of protected health information, including verbal, written and electronic communications.
• As a condition of employment, completes all assigned training.
• Participates in all life safety and emergency drills and trainings.

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