Description

SUMMARY:

The Liaison is responsible for establishing relationships with physicians in the local market, recruiting physicians to the local hospitals, and supporting CEOs-Marketing Team in establishing relationships with local Hospitals, key departments, administration and medical leadership.  The  liaison is actively involved in communicating, educating, and serving as the conduit of information in assisting the facility with the placement of patients requiring rehabilitation.   

The purpose of this position is to manage and increase a facility's census by establishing, developing and maintaining relationships with hospitals, physicians, insurers, and community organizations that generate resident admissions.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

            May include, but is not limited to the following:

Job Functions:

• Participates in planning and creating the market’s strategic, operational, service design and other organizational plans and policies to achieve the mission and vision of the local market in concert with the DBD.
• Assists DBD in identifying special projects including but not limited to: physician recruitment and retention, marketing issues, new program implementation and adjustments to regulatory modifications.
• Assists DBD with the development and execution of the Hospital specific Physician Development Plans.
• Works collaboratively with DBD in targeting the appropriate physicians and organizing the efforts in the acute care hospitals.
• Assists DBD in developing business terms of transactions. Assist in performing feasibility studies of research, field, and internal levels, including working with management for project sign off.
• Identifies and develops relationships with key physicians and other potential leadership.
• Develops rapport with local hospital management and local decision makers.
• Ensures 80% of time is spent outside the building on census development in the local market.
• Coordinates with departments responsible for development of financial proformas, marketing in the local hospitals and developing relationships with local healthcare stakeholders to assist with program development and physician recruitment/retention.
• Maintains and updates presentations, proposal content and contracts consistent with the company's development and operational initiatives.
• In accordance to facility and district sales plans, must develop and execute tactics to maximize admissions of residents requiring a sub-acute level of care including regular contact with potential referral sources including hospitals, physicians, insurers, case management companies and health care agencies.
• Maintains an 80% conversion ratio from referrals to admissions.
• Serves as a key member of the facility sales team by assisting other members with coordination of sales calls to key accounts
• Conducts industry analysis annually and local market analysis quarterly. Completes the business development tool (sales plan) weekly.
• Effectively manages territory.
• Effective account planning and management.
• Ability to accomplish plan goals within outlined timeframes.
• Pre-assesses and screen patients to determine if patient is clinically appropriate for rehab level of care consistent with required criteria.
• Proficient with pre-admissions screening as directed by regulatory agencies and/or facility.
• Facilitates patient admission through assessment collection, communication, and coordination of information.
• Comprehensively review a medical record for acute inpatient rehabilitation medical necessity.
• Completes pre-call planning on minimum of 95% of activities (as described in the RDS Sales Cycle)
• Results and post call follow-up entered on minimum of 95% of all activities.
• Communicates with many diverse audiences - professional and non-professional.
• Conduct facility tours

Job Function:

• Completes pre-admissions screening on potential patients.
• Marketing to Physicians, case managers, hospitals and physician offices.
• Assists with the development and execution of the Hospital specific Physician Development Plans.
• Works collaboratively with in targeting the appropriate physicians and organizing the efforts in the acute care hospitals.

Qualifications

Education

• Associates degree in a health science field 
• Bachelor’s degree or Master's in Healthcare or Business preferred.

License/Certification

 Valid drivers license. Must maintain licenses throughout employment.

Experience

• One to Three (1-3) years’ experience in health care, long-term care industry or insurance sales/marketing
• One (1) year experience with proposal development process
• Public relations experience, preferred
• Registered Nurse Preferred, but position may be filled by LPN/LVN
• RN must have one (1) year experience in patient/resident assessments; LPN/LPN must have a minimum of two (2) years’ experience in patient/resident assessments.

SUPERVISORY RESPONSIBILITIES:

N/A

Other Requirements:

Participates in or conducts company-wide sponsored training to safeguard against improper use and disclosure of patient’s protected health information.  Monitors and ensures compliance with company policies, procedures, state and federal regulations and Accreditation Standards.

Company Specific:

• Adheres to dress code, appearance is neat and clean and wears appropriate identification while on duty.
• Adheres to all smoking or tobacco regulations established by corporate building owners, state, or federal laws.
• Completes annual health, safety, and education requirements.  Maintains professional growth and development.
• Maintains confidentiality of all patient and/or employee information to assure patient and/or employee rights are protected.
• Demonstrates knowledge of the principles of growth and development and the skills necessary to provide age appropriate care to the patient population served.
• Reports to work on time as scheduled; adheres to policies regarding notification of absence.
• Attends all mandatory in-services and staff meetings.
• Represents the organization in a positive and professional manner.
• Complies with all organizational policies regarding ethical business practices.
• Communicates the mission, ethics, and goals of the hospital, as well as the focus statement of the department.
• Maintains current licensure/certification for position, if applicable.
• Consistently demonstrates superior customer service skills to patients, physicians, visitors, employees, and any other individuals with whom they may come in contact.
• Consistently follows departmental and hospital Health, Safety, Security, Hazardous Materials policies and procedures.
• HIPAA: Conduct job responsibilities in accordance with HIPAA privacy laws, follow hospital policy in provision of patient confidentiality. Able to identify patient confidentiality issues and reports to proper hospital personnel immediately.
• Compliance: Conducts job responsibilities in accordance with standards set forth in Code of Conduct, policy and procedures, applicable federal and state laws, and applicable standards.

Core Values:

Professionalism –To always maintain the highest standard and regard for others.  Keep skills, competencies and required licensures/certifications current; displays mastery over attitude and behavior and pride in appearance. Consistently performs duties to the best of abilities.

Exceptional Care—Go above and beyond expectations by providing exceptional care to WOW our customers—patients, family, physicians, and each other.

Respect – Treating others as they would like to be treated; valuing others. Acknowledges the worth of others through professional greetings, proper telephone etiquette, patience, and common courtesy.

Fun - Having fun and celebrating small successes in our journey to achieve big.  Always demonstrates a positive attitude toward work and devotion to our passion and task at hand.

Teamwork –To function as a unit, with common goals, recognizing we can achieve far more as a team than as individuals.  Cooperates with co-workers while performing duties leading to everyone being able to achieve success and giving recognition where it is due.

Integrity – To always be honest and trustworthy in all our relationships.  Demonstrates adherence to a strict moral or ethical code in performance of duties by always seeking to do the right thing.

Accountability -- Responsibility of our actions that influence the lives of our customers and fellow workers.  Takes ownership of all aspects of duties shown through reliable, timely performance and responsibility.

Responsibility – Maintains accountability by doing what is expected or beyond; assuring the appropriate tasks and project items are completed. Takes ownership of all aspects of duties shown through reliable, timely performance and accountability.

Knowledge/Skills/Abilities:

• Ability to function independently in all aspects, including project identification, evaluation, contract negotiations, and coordination with management and internal departments.
• Ability to represent the company in a confident, persuasive and positive manner.
• Good interpersonal, verbal and written communication skills.
• Ability to work under stress and respond quickly in emergency situations.
• In-depth knowledge of operational, clinical and referral development systems.
• Proven track record in project identification, contract negotiations and sales in a healthcare environment.
• Ability to work effectively within a complex matrix organization.