Healthcare Sales Liaison

We Are Inspired to Serve. Join us! This position is responsible for generating appropriate referrals leading to admissions and to direct the daily referral and admission workflow of the Skilled Nursing Facility. This role combines sales with managing the admission process on campus.

The Admissions & Healthcare Navigator will leverage their sales/clinical expertise to increase referrals and admissions to designated healthcare products. This individual reports directly to the Healthcare Administrator and will also work closely with the Sales team in the marketing and sales of Health Care services to prospective patients. The position works in cooperation with the National Director of Healthcare Sales and the Director of Admissions and Customer Experience.

Approximately 70% focus will be on sales and 30% focus will be on admissions and referral management.

In performance of duties, the Admissions & Healthcare Navigator is entrusted with the following

responsibilities:
PROFESSIONAL REFERRAL SALES & COMMUNITY OUTREACH

• Develops and maintains key external relationships with referral sources including but not limited to: professional, clinical, governmental and community agencies to maintain and exceed sales goals.
• Lead outreach visits to targeted referral sources and referral influencers in the medical, professional and general community with the assistance of other members of the healthcare team.
• Leads large and small group presentations, assesses customer needs, outcomes, builds professional relationship and conducts one-to-one sales presentations of CRC products and services.
• Provides follow-up to inquiries. This follow-up may include phone contacts, letters, and personal visits with interested parties. This may involve hospital visits.
• Plans and conducts tours in Health Care with prospective patients, responds to questions, and explains policies.

PLANNING

• Reviews key competitors’ service offerings and market position annually. Ensures a timely response to trends that may impact the CRC market space.
• Develops and executes a census development plan incorporating key healthcare sales tactics in partnership with healthcare administrator, key campus stakeholders, National Director of Healthcare Sales and Director of Admissions and Customer Experience.

DOCUMENTATION

• Accesses, maintains and analyzes daily CRC–approved customer relationship management (CRM) software for sales activities and outcomes, prospective leads, and referral source management. Submits monthly outcome reports to healthcare administrator and National Director of Healthcare Sales.
• Ensures that all applicable campus healthcare products are receiving and admitting the right payer mix of customers to exceed census revenue and occupancy targets in collaboration with the healthcare admissions coordinator.
• Coordinates the admission procedure for all new patients/residents with the appropriate departments. Ensures that all rooms are in appropriate condition.
• Facilitates completion of all necessary screening, verifications, approvals, and notifications. Coordinates the completion of records and files paperwork relating to the admission of each resident according to outlined procedures. Utilizes the all applicable and required admissions tools, process and policies.
• Maintains communication with the Business Office, Social Services, Medical Records Department and any other necessary staff member regarding the residents’ primary payment source, and assures the residents’ records are up-to-date with this information.

COMMUNICATION

• Obtains information from the referral source related to resident care needs, acuity, etc. to make quick and informed decisions if admission is granted. Coordinates admission process as requested.
• Communicate throughout the hospital system. Perform bedside visits and/or assessments of potential residents to assure appropriateness for skilled care. Evaluate in collaboration with clinical and administrative personnel that campus can meet the health care needs of potential residents if necessary.
• Answers questions of prospective and current residents or family members and direct them to appropriate resource.
• Offers alternative suggestions to inquiries if a different type of living arrangement other than what the campus is able to offer is needed.
• Maintains confidentiality regarding all resident and applicant information.
• Maintains a good relationship with discharge planners and other health-related professionals in the community for referrals.

Performs other duties as assigned.

QUALIFICATIONS:
1. Education: Bachelor’s degree or equivalent work experience required.
2. Demonstrated marketing and sales ability required.
3. RN/LVN strongly preferred.
4. A minimum of one (1) year health care related experience in social services or a related field is preferred. Previous experience with older adults in a long-term care setting is preferred. Medicare, Public Aid, Managed Care and Insurance knowledge required.
5. The person must have good interpersonal skills, project a friendly personality, and understand customer service and sales and marketing concepts. Demonstrates the ability to handle the public graciously, is understanding of the needs of older adults, guards with confidentiality resident personal information, and exercises good judgment. The person must be able to work independently, have good organizational skills with particular attention to detail and
accuracy, the ability to follow through on assigned tasks, and demonstrates initiative.
6. This individual must also demonstrate an ability to work under time-sensitive conditions that require flexibility and to adapt to changing needs. They must be able to effectively multi-task.

7. Additional Requirements:
a. Valid driver’s licenses with trusted means of transportation
b. Ability to demonstrate excellent verbal and written skills, in English, with tact, poise, and confidence in the personal contact customers.
c. Ability to travel within assigned market space (up to 90% of time.)
d. Ability to work varied hours and some weekends as necessary.
e. Individual must be able to work independently, have good organizational skills with particular attention to detail and accuracy, the ability to follow through on assigned tasks, and demonstrates initiative.
f. Advanced computer skills are required. Use of Microsoft office suite products, CRM software, electronic medical record systems critical for success in this role.
g. Must be able to read and write English with the ability to articulate clearly and audibly.

For full time employees, we offer a generous benefits package that includes:
Medical, dental and vision insurance
Employer paid group term life and disability
Paid Time Off (PTO) & six paid holidays
403(b) with a 3% employer match
Fitness center use at most facilities.

Various voluntary benefits:
Life, AD&D
Tuition assistance and scholarships
Employee assistance program
Legal services, home/auto insurance, discount purchasing program
Pet Insurance
For more information about Covenant Living and CovenantCare at Home, please visit www.covliving.org or www.covenantcareathome.org .

Covenant Living and CovenantCare at Home are equal opportunity employers. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, or any other characteristics protected by local laws, regulations, or ordinances.