Business Development Director- Long Term Care

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. Provides information to clearly share the services and offerings of the facility.

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. Follows the established geographic territory as outlined by the Admissions Director.

Identifies opportunities for additional partnerships with entities such as physicians, community- based agencies, hospitals, hospices, etc. Develops and implements a sales strategy accordingly. Communicates and reviews this strategy with the Admissions Director as weekly, monthly, and as requested.

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. Keep information current and up to date.

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.Consults with internal support team members as needed.

Knows the status of each referral in his/her territory.

Understands the facility’s clinical capabilities as reflected in the most recent Facility Assessment.Consults with Admissions Director or Director of Nursing as needed.

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.
• Follow appropriate safety and hygiene measures to protect residents and themselves.
• Reports noncompliance with policies, procedures, regulations, or breaches of confidentiality to appropriate personnel.Report any retaliation or discrimination to HR or the compliance officer.
• Reports any occupational exposures to blood, body fluids, infectious materials, and/or hazardous chemicals/equipment in accordance with facility policy.
• Follow appropriate safety and hygiene measures.
• 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.Fulfill responsibilities as assigned during implementation or activation of the facility’s emergency plan.

Personal Skills and Traits Desired/ Physical Requirements/Working Conditions

• Reads, writes, speaks, and understands the English language.
• Exemplifies teamwork.
• Makes independent decisions when circumstances warrant such action.
• Deals tactfully with personnel, residents, family members, visitors, government agencies/personnel and the public.
• Possesses leadership, supervisory ability, and willingness to work harmoniously with and supervise other personnel.
• Successfully follows oral and written instructions.
• Must have patience, tact, and willingness to deal with difficult residents, family, and staff.
• Successfully relays information concerning any given situation.
• Does not pose a threat to the health and safety of other individuals in the workplace.
• Willing to move intermittently throughout the workday.
• Willing to cope with the mental and emotional stress of the position.
• Meets general health requirements according to facility policy, including medical and physical exams and checking immunity status to various infectious diseases.
• Willing to assist in evacuation of residents during emergency situations.
• Willing to push/pull, bend, stoop, kneel, crouch, and perform overhead lifting and other common physical movements as needed for the position.
• Communicates professionally and often with medical and nursing staff, and other departments.
• Willing to be called back during emergency conditions.
• Subject to injury from falls, burns, odors, reactions from dust, disinfectants, tobacco smoke, and other air contaminants.
• Subject to exposure to infectious waste, diseases, conditions, etc.
• May be subject to handling of and exposure to hazardous chemicals.
• Works in office and throughout the facility.
• Willing to work to complete tasks despite frequent interruptions.
• Subject to hostile and emotionally upset residents, family members, personnel, and visitors.
• Works beyond normal working hours and on weekends, holidays when necessary. On call 24 hours per day, 7 days per week.

Compliance as a Condition of Employment and Performance Appraisal

Agreement to abide by all standards, policies, and procedures of the facility, including the facility’s compliance and ethics program, is a condition of employment. Compliance will be a factor in evaluating job performance. Violations, including failure to report violations, will result in disciplinary action, up to and including termination.

This job description is intended to convey the general scope of the major duties and responsibilities inherent in this position. Other tasks not listed here may be assigned by the Administrator. Periodic revision may be necessary to reflect changes in expectations placed on long term care by various governmental agencies. This job description will be reviewed and/or revised annually and as needed.

Individual performance will be evaluated using the following scale:

1. Unsatisfactory: Achieves results which are far less than the standards identified for the performance factors rated.
2. Needs Improvement: Achieves results which are less than the standards identified for the performance factors rated. Exhibits the potential to become a competent performer. May be new to job or need skill development.
3. Meets Standards: Achieves results which meet the standards identified for the performance factors rated. This rating is the expected level of performance.
4. Exceeds Standards: Achieves results which usually exceed the standards identified for the performance factors rated.