Marketing Representative / Home Care Liaison - Visiting Angels Columbus West

About the job

Visiting Angels Columbus West is a well-established business that has been serving Columbus, Ohio and its western suburbs for over 20 years. The agency has consistently exemplified an excellent reputation as one of Americas top choices in home care. It was recently recognized in the “top 100, Best of Home Care” 2022. The agency also received all 3 Home Care Pulse Awards, “Leader in Excellence”, “Provider of Choice” and “Employer of Choice” in 2021, 2022 and 2023, respectively.

Build and Maintain Relationships with Referral Sources for the Nation’s Leading Provider of Home Care Services as a Business Development / Home Care Liaison for Visiting Angels.

Are you a dynamic sales/business development professional with stellar Emotional Intelligence (EQ)? If this sounds like you, consider joining our team. This is a role with exciting opportunities and the ability to grow and expand.

Consider just a few of the advantages of this role:

• You will make a visible impact and be able to showcase your skills in multiple areas, including sales, relationship building, and more. This is an excellent role for a go-getter who is energized by a changing and complex environment with a lot of moving parts.
• As a mission-driven organization, you will enjoy the satisfaction, autonomy and fulfillment that comes with knowing that you are positively influencing our patients, clinicians and health care community as a whole. We will look to you to continue to cultivate and foster a positive, transparent and “people-first” environment. We have high but reasonable standards and you’ll be working with a team of exceptional professionals.
• Pivotal to your success will be your ability to establish credibility and build trusted relationships with a variety of colleagues, referral sources, external stakeholders and other key contacts.

Position Summary

You will be responsible for building and maintaining referral relationships, acquiring new clients, ensuring overall satisfaction with Visiting Angels services, and coordinating with local teams to ensure the provision of high-quality service. You will be the face of Visiting Angels in the communities as you also serve as an advocate for older adults. Your referral sources will include the Healthcare ecosystem with contacts such as senior living communities, geriatric care managers, skilled nursing facilities and hospitals. The remainder of your time will be spent with sources in the Legal/Financial world including elder law/estate planning attorneys, wealth advisors, fiduciaries and conservators, corporate bank trustees and long-term care insurance advocates. As you can see, there’s a wide net of referral sources and stakeholders that you will need to interact with daily.

This is a purposeful role, and your activities will help our clients improve service delivery to patients, enhance quality of life and improve outcomes.

You will be responsible for maintaining a book of business that meets and exceeds established revenue and client acquisition targets. You are stepping into an established market and your goal will be to continue to re-win relationships / business and pursue new referral accounts.

To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. More specifically, your essential duties and responsibilities will include:

• Building and maintaining relationships with referral sources in the community to build brand awareness and new clients for Visiting Angels. Ensuring the satisfaction of the referral sources worked with to generate ongoing, long-term business
• Building priority lists, advancing relationships, tracking personal activity effectively and completing all the other necessary steps of successful referral marketing as outlined by the Business Development Process
• Representing Visiting Angels in networking groups, at events, on committees and in other community settings
• Responding to prospective client inquiries, whether in-person, via phone or web form, and ensuring they receive the information they need
• Learning the assessment process and conducting assessments with prospective clients as needed, addressing their questions and concerns, building relationships with their families and converting them into long-term clients
• Communicating effectively within the team to ensure that the care plans meet the clients’ needs, that stakeholders and referral sources are satisfied, and that relevant information is communicated in an effective and timely manner
• Providing active relationship management when needed for existing referral cases – this may include home visits, referral meetings, family meetings, and more.
• Providing after-hours support as needed for referral partners, prospective clients, and active clients (incl. evenings and weekends) – this support may include e-mail, telephone and/or home visits
• Helping team to ensure that client accounts are up-to-date – especially when referrals are received from clients’ legal/financial advisors, coordinating with the finance/billing team, and communicating with families and/or financial managers when needed
• Maintaining a working knowledge of Visiting Angels requirements and obligations where licensed as a Home Care Agency, including the obligations to clients and caregivers
• Maintaining a pulse on the strategic position of Visiting Angels within the market, identifying new opportunities to enhance our reputation or build the referral base, helping to implement new programs and national/regional initiatives, and helping the team members to better understand the competitors and potential new team members as relevant.

The ideal candidate

The requirements listed below are representative of the knowledge, skill, and/or ability required. To be a good fit for this opportunity you will have:

• Minimum two year of sales experience preferably in health care, home care, or related field.
• Excellent customer service and sales skills.
• Computer proficiency and ability to document sales activity timely and accurately in the Wellsky platform.
• Familiarity with video conferencing, social media platforms and Google products.
• The ability to use market intelligence, analytics, and data to make informed decisions throughout the sales cycle.
• Current driver’s license and proof of insurance; ability to travel 80 % of the time in the field.
• Flexibility and adaptability to thrive in a fast-paced environment in which change is the norm.
• Attention to detail and a commitment to producing accurate, high-quality work, balanced by a down-to earth approach.
• An entrepreneurial spirit, drive, and goal-oriented work ethic.
• High energy and a positive attitude, with the ability to excel under pressure.

Success Factors

To excel in this role you will be passionate about creating awareness about long term care services in the local communities you serve. The ideal candidate for this position has deep emotional intelligence and a personal commitment to always doing the right thing.

It’s important to note that this is a challenging, nuanced sale with a long, consultative cycle. The right professional will view this as an exciting opportunity versus a challenge. Since you aren’t selling a tangible product, you will need to “tell a story” and leverage your proven influencing skills to educate our clients and ensure they understand the full value that our services provide.

In addition to establishing rapport with external referral sources, your success in this role will also rely on your ability to establish strong working partnerships with your internal care coordination team. So much of this sale is in partnership with the Client Care Team, and other contacts and it requires an entire team approach to execute a sale. You’ll need the ability to navigate through tough conversations with multiple stakeholders, decision makers and family members involved. In a nutshell, you will be the liaison between the referral source, customer and internal team; navigating and driving synergy between each of these key contacts.

You will know you're succeeding if you have hit the following KPIs/goals: activity, leads and revenue / client starts.

Benefits For Full Time Employees

• Medical/Dental/Vision Insurance
• 401(k) 
• PTO Plan 
• Holidays and Floating Holidays