What are the responsibilities and job description for the Director of Sales and Marketing position at Consulate Health Care?
Job Overview
Director of Sales and Marketing
Purpose of Your Job Position
The primary purpose of your job position is to manage the facility census by opening and maintaining the accounts with insurers, community organizations and hospitals, which generate patient referrals and admissions. You are entrusted to provide innovative, responsible healthcare with the creation and implementation of new ideas and concepts that continually improve systems and processes to achieve superior results.
Duties and Responsibilities
Evaluate and coordinate admissions for multiple care centers with appropriate center staff. Maintain effective communication with company personnel, as assigned.
Achieve facilities census goals and annual budget projections through on site visits at the hospital to promote physician and patient education and referral conversions to admissions.
Act as the liaison between the company and the community we serve.
Notify Regional Director of Business Development for denial requests of any patient.
Create and manage a fluid target list of contacts and decision makers in assigned hospitals and community. Develop relationships, provide excellent customer service and educate referral sources on services provided by Consulate.
Problem-solve service issues with tact and resourcefulness. Demonstrate positive referrer satisfaction and account retention.
Complete pre-admission assessments and appropriately assign admission for centers with communication and confirmation of availability and proper equipment/services addressed with nursing designee, admissions personnel, or Executive Director. Begin process of pre admit Medicaid questionnaire form where applicable to consider financial issues as well as discharge disposition of patient. Collect and or arrange for delivery of hard scripts where necessary, PASRR, and pre admit insurance authorization/notification where necessary. Foster teamwork throughout entire process.
Educate potential patients and families on sub acute rehabilitation expectations utilizing therapy outcomes, Quality Measures, including but not limited to the following: Physician/Nursing/Therapy Services, pharmacy services/expectations, discharge management, Return to Hospital process, in house programing and services available (i.e. x ray, laboratory services, beautician, etc.), and the benefits of programs and the option of LTC where appropriate.
Develop strategies to maximize admissions including daily contact with potential referral sources including but not limited to hospitals, physicians, insurers, case management companies and health care agencies. Grow market share in core business lines in assigned hospitals.
Recommend through Regional Director of Business Development changes to schedule that enhance the efficiency and volume of admissions, including program expansion, to assigned hospitals.
Maintain knowledge of current regulations governing Medicare, Medicaid and private insurance company reimbursement.
Collect appropriate data, prepares and submits required reports/logs to Regional Director of Business Development as assigned.
Attend and participates in weekly admissions/operations meetings, conference calls, as assigned by Regional Director of Business Development.
Continually strives to improve and develop the Nurse/Care Liaison program, regularly identifying improvements and suggests changes as needed. Supports team members in the field.
Work with local community agencies to generate a positive image and encourage referral activities.
Participate in industry trade shows and business development activities, as assigned.
Conduct admission screening of potential patients, determine level of care, services required, equipment needs and insurance coverage, as indicated. Ensures appropriate clinical acceptance in a timely manner.
Decide acceptance of patients and coordinates admissions with appropriate staff.
Promote Consulate Health Care and participates in contract closings and price negotiations with insurance companies, as assigned.
Daily follow up of Consulate patients returned to the hospital with communication to the Director of Clinical Services regarding admission to acute care setting and next steps. Any customer service issues are documented and provided to Executive Director and a copy to the Regional Director of Business Development.
Participate in the facility quality improvement process by identifying customer service issues and reporting these issues to the Executive Director and Regional Director of Business Development.
Access continuing education opportunities appropriate to discipline and responsibilities as approved by Regional Director of Business Development.
Conduct oneself with the highest degree of honesty and integrity in every interaction.
Demonstrate a passion for caring as evidenced by interactions with co-workers, residents, families and visitors.
Must be knowledgeable in duties and responsibilities of Business Development Coordinator and my be assigned duties as needed.
Participate in weekend on-call/work schedule as assigned.
Performs other duties, as assigned.
Education
Secondary Education Degree required.
Nursing degree preferred.
Current state license, as appropriate.
Experience
Three (3) years experience in business development.
Managed care/insurance preferred.
Experience with public and commercial payers sources preferred.
Experience working independently.
Excellent verbal, written and interpersonal communication skills.
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