Business Development Specialist - Balch Springs Nursing Home

Job Purpose:

Provide potential customers with facility related information via outside sales calls, conversations, education and follow-up. This should result in meeting or exceeding maximum census for the facility by increasing inquiries and increase our referral base. To grow a new base of business while retaining

existing business. To look for niche marketing opportunities that aren’t being met in the community.

Essential job Duties and Responsibilities:

Marketing:

Make sales calls outside the facility to medical professionals, senior organizations, appropriate special interest groups, hospital staff, and other community contacts. Develop and maintain relationships to advise them of bed availability and services, efficiently meeting the daily needs of the community at large.

Responsible for knowing bed availability at all times. Ensure that responses to inquiries are handled properly and timely, and with appropriate follow-up. Demonstrate sense of urgency; re: census/premium mix enhancement and management.

Monitor inquiry, admission and census trends as part of a CQI. Prepare the Monthly Inquiry Summary Report, a daily inquiry log, daily voice mail reports, and other reports as required; monitor all active and inactive inquiries as well as resident discharges. Complete and submit sales tracking reports to the Regional Business Development Consultant, VP of Business Development and Administrator in a timely manner.

Intake information from referral sources and client/patients in a professional, knowledgeable, and courteous manner

Facility:

In conjunction with Administrator, train and coordinate appropriate in-house staff to serve as main source and back-up for inquiries, tours, admissions, and admissions paperwork.

Maintain a close working relationship with the DON, Facility Controller, and Administrator to assure appropriate and efficient decisions about prospective admissions.

Regulations:

Maintain a working knowledge of federal and state regulations and reimbursement (Medicare and Medicaid).

Have a strong working knowledge of managed care referral process.

Competition:

Monitor competition, what programs they have, contract, appearance, census, etc.

Maintain a database of medical contacts/community resources along with knowledge of industry trends and legislative/regulatory issues; communicate this information with facility staff and

community contacts.

Collateral:

Assist in development of facility materials like brochures, press releases, and advertisements that

describe the facility’s services.

Develop and implement special events and presentations targeted at community lay and professional education, establishing and maintaining status for the facility as the expert on skilled nursing and rehabilitation care in the community. Train other staff to assist at exhibits.

Other Job Functions:

Department Support Function:

Serve as a member of the Leadership Council whose purpose is to enhance facility and community relations, attend weekly meetings, and assist in implementation of quarterly marketing plan, monitor

budgets, and track results

Customer Satisfaction:

Monitor and evaluate customer satisfaction. Audiences might include new admissions, post- discharges, current residents and facilities, community sources and inquiries who we were unable to admit. Share results with the management team, CQI committee and others as appropriate to

develop action plans as needed.

Committee Function:

Participate in all company committees when requested.

Other Duties:

Other duties as assigned

Physical and Sensory Requirements (with or without the aid of mechanical device):

Works in a climate-controlled and well-lighted environment.. Works in an office and throughout the building daily. Has Category 1 risk of exposure to infectious diseases, but receives training in handwashing practices and Universal Precautions and has access to personal protective equipment if direct exposure is anticipated. Is subject to interruptions, noise, and odors daily

Walking, reaching, climbing, bending, lifting, grasping, fine hand coordination, pushing and pulling, ability to distinguish smells, tastes and temperatures, ability to communicate with residents and employees, ability to understand and follow training, ability to instruct staff in service education, and the ability to remain calm under stress.

Qualifications:

Previous health care community sales relations experience preferred. Sales and community relations experience preferred.

Excellent presentation and Organizational skills required. Good listener.

Knowledge of reimbursement programs from payor sources preferred. Personal computer skills at a level commensurate with position.

Must have proven skills in working independently; self-motivated, self-directed, goal-directed, and goal-oriented.

Formal sales training, adult training and team building skills preferred. Understanding of advertising, collateral material design/layout/production preferred. Must relate professionally to other Associates at all levels.

Must be capable of maintaining regular attendance.

Must be capable of performing the Essential Job Functions of this job, with or without reasonable accommodation.

Ability to communicate effectively, both orally and in written format.

Ability to attend meetings, make presentations, and meet prospective referrals outside of facility. Ability to establish and maintain working relationships with multiple and various people and organizations internally and externally.

Ability to be creative. Demonstrates self-confidence.

Ability to work flexible hours, as sales responsibilities may indicate.

“At Will” Statement:

This job description provides guidelines only and none of its provisions are contractual in nature. The Job Description does not guarantee employment for any specific period of time or any specific terms or benefits of employment. All employment with the Company is “at will,” meaning that you or the Company may terminate the employment relationship at any time, with or without notice or cause. No member of the Company’s management staff has the authority to make oral or written promises of employment that are inconsistent with the policy of at-will employment. The at-will nature of employment may only be modified through a written employment agreement signed by the head of

the Company’s governing body and the team member.

Health Insurance Portability and Accountability Act (HIPAA):

Our Facility is committed to protecting the privacy, security and integrity of individually identifiable health information received from or on behalf of our employees. The Facility adheres to the highest standards of integrity in the performance of its business and is prepared to maintain compliance with HIPPA and other regulatory requirements by adopting and adjusting policies and processes as

necessary. All employees are required to adhere to all HIPPA regulations