Hours: Monday to Friday - 8am to 5pm
Summary and Objective
The Associate Director of Business Development is responsible for maintaining and growing the Agency’s client base through strategic sales planning, marketing, identifying and creating business opportunities on behalf of CHS Home Health. Responsible for developing and executing a comprehensive sales plan for the assigned region in conjunction with the Home Health Executive Director and Director of Business Development. The Associate Director of Business Development will work closely with external referral sources to facilitate the growth of business for Catholic Home Health Services. The ADBD will work in conjunction with the Clinical Intake Managers (CIMs) to execute and ensure that leads are capitalized on. Will assist the Director of Business Development in continuously monitoring performance, identifying opportunities for improvement, and recruiting and training high-performing staff with the primary goals of achieving CHS’s budgeted census and admissions. Serve as the Agency’s representative in the community to promote a positive image of the Company and to promote interest in the Agency’s various product lines.
Essential Functions
- Partner with the Director of Business Development and Executive Director to develop, execute, and monitor a Regional Business Development and Marketing Plan for the assigned region/campus.
- Be responsible for census and admission growth and maintaining a budgeted census for assigned region
- Review and analyze sales performance against referrals, admissions and customer feedback.
- Maintain a current level of understanding of industry trends and technical developments that effect target markets.
- Evaluate continually the Agency’s marketing strategies and advise management on effective strategies and any necessary changes
- Maintain a consistent presence in priority-identified referral sources; establish critical relationships with physicians, hospital case managers, health system leaders, and other referral sources to drive business to Home Health and working closely to cross refer to CHS SNF, IRF, and ALF service lines.
- Work very closely with a team of CIMs, ensuring timely response and information transfer among team members and referral sources to facilitate admission to CHS Home Health.
- Communicate and educate patients and families with information about Home Health, post-acute care options, benefits, and potential outcomes.
- Analyze sales and marketing outcomes and trends to explore current and new opportunities for admission and census growth for team improvement and engagement.
- Consistently manage the collection and entry of data and information in the sales CRM and ensure the assigned CIM team is sharing required information and communicating in a timely manner for seamless admissions.
- Serve as the liaison between referral sources, HH team, CHS intake and patient navigation center.
- Develop reports and use data to monitor the effectiveness of sales activities, identify new opportunities in the market, and communicate data effectively with the CIM’s, HH team, and intake to achieve and improve census, admissions, and goals.
- Assist the Director of Business Development in continuously monitoring performance, identifying opportunities for improvement, and recruiting and training high-performing staff.
- Develop physician relationships and business opportunities via personal meetings, networking, referrals, and focused marketing strategies.
- Represent CHS at conferences, marketing events, and health fairs to generate opportunities.
- Develop a culture of communication and teamwork among CHS facility leadership, the CIM team, and the patient navigation center to seamlessly facilitate admissions; identify areas of opportunity and develop mitigation strategies to improve the efficiency of the referral-to-admission process.
- Participates in marketing efforts for the purpose of educating the healthcare community about home health programs, including physician calls, lunch and learns.
- Represent CHS’s brand in the community.
- Note: Reasonable accommodations may be made to enable individuals with disabilities to perform the position’s essential functions.
Other Duties
- Promote positive employee engagement, teamwork, mutual respect, and safe work practices.
- Provide onboarding and orientation to new employees as well as ongoing training to all staff.
- Maintain all required licensure, certifications, and training.
- Comply with all CHS policies and local, state, and federal laws and regulations.
Supervisory Responsibility
- This position will report to the Executive Director in conjunction with Director of Business Development and potentially supervise a team of two CIM’s.
Physical Requirements
- Must be able to lift and/or move up to 25 pounds and occasionally lift and/or move up to 50 pounds, walk, climb stairs or ladders, stand on feet for extended periods of time, etc.
- Works in an office environment with a moderate to loud noise level
- Subject to frequent interruptions
- Works a schedule that may include working beyond typical schedule, including weekends and holidays
- Requires hand dexterity for data entry on keyboard, including finger dexterity and eye-hand coordination
Knowledge and Experience Requirements
- Bachelor’s degree (BA or BS) in a field related to healthcare (preferred)
- Home Health sales experience required.
- Five years of experience developing and implementing a data-driven strategic sales plan in the Home Health or Post-Acute market
- Intimate knowledge of the South Florida market, hospitals, physicians, ALFs, post-acute facilities, payers, and business opportunities to expand CHS’s reach
- Knowledge and experience in state and federal laws and regulations applicable to home health care
- Experience collecting, analyzing, and trending data and creating reports and business correspondence
- Experience with insurance processes and clinical documentation requirements
- Strong communication & interpersonal skills, including negotiations and presentations
- Knowledge of computer office/clinical software and business intelligence reporting; proficiency in using healthcare software and electronical medical record systems
- Self-directed and able to work autonomously with minimal supervision
- Ability to read, write, and understand the English language
- Current valid State of Florida driver’s license
Disclaimer
The job description is not designed to cover or contain a comprehensive listing of activities duties or responsibilities that are required of the employee. Other duties, responsibilities, and activities may change or be assigned at any time.
EEOC Statement
CHS provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
