Business Development Manager, Hospice
Presbyterian Communities and Services - Dallas, TX

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Responsible for the development of the Strategic Business Development Plan that supports FPH business objectives and achieves Average Daily Census Growth.

Supports and coordinates with Executive Director all corporate business development activities within FPH and partners with CCRC sales team and CCRC Executive Directors.

Analyze sales and market statistics to determine business growth potential.

Ensures market protection by maintaining knowledge of competitive activities and industry products and services.

Develop and implement effective business development plan for achieving budgeted census, patient mix, referral, and contact objectives timely and appropriately

Actively identify and follow-up on opportunities to increase profitability, efficiency and market share

Develop and implement Community Liaison Productivity Metrics to ensure achievement of Budget Objectives.

Identify, establish and maintain physician network and relationships that support FPH business development objectives

Maintain knowledge of and effectively promotes programs and internal resources.

Provides leadership for the day-to-day operations of the sales and business development team, while maintaining focus on the strategic goals.

Oversees and/or develops, maintains, and improves business relations with all customers

Oversees and/or participates in targeting new customers and new sales opportunities, initiates action plan to approach and secure new business. Collaborates with CCRC Business Development Manager / CCRC Executive Directors.

Visit referring hospital(s) with current Community Liaisons a minimum of once per quarter.

Coordinates business development opportunities with other departments and PC&S entities which may include PR, Advertising, events, direct mail, online, newsletters, etc.

Participates in the planning and development of marketing and communication materials

Establish and maintain a consistent brand image throughout all materials and marketing activity

Submit client contracts to FPH Executive Director for approval and ensure all required documentation and client files are maintained

Conduct sale’s calls on existing and potential referral sources to maintain a constant flow of referrals and perform problem solving as necessary

Develop and maintain key accounts with key expansion accounts within new territories.

Ensure customer satisfaction through responsiveness to customer needs and/or service concerns

Follow – up and resolve any internal and external problem(s) as related to referral/admission process to ensure rapid solutions

Oversees all hiring, training, performance management and general supervision of Community Liaisons involved in sales and business development.

Establishes performance goals for Community Liaisons and monitors performance on a continual basis.

Maintain appropriate statistics and generate report(s) as required by FPH standards.

Review and provide written analysis of denial tracking on a monthly basis to Executive Director and recommend plan of action.

Monthly review and analysis of marketing contacts with recommendations and action plan.

Review and provide written analysis of referrals and admissions by physicians, Hospitals, and payer source with recommendation and action plan.

Submit and review Marketing Contracts and conversion rate(s) weekly with Vice President of Operations and PC & S site leadership

Conduct meeting with assigned Community Liaisons/Clinical Liaisons weekly, with a minimum of a monthly meeting

Develop/coordinate presentations for in-service to various groups internally and externally as needed or assigned or required per client agreement

Actively and regularly communicate with the Admissions Department to facilitate timely relaying of information planning and problem solving.

Assist with updating, revising, formulating related policies and procedures with assistance from Executive Leadership as appropriate

Participate in Department Meetings for the purpose of education, skills growth, program planning, evaluating the quality of patient care and department functioning.

Conduct and oversee sales and business development training for liaisons, admissions and leadership staff with entity specific focus

Assist in supervising an effective territory management plan that promotes the achievement of individual performance goal(s),

Participate in management training and development

Provide support and assistance to staff during illness, resignation, and/or vacation.

Accurately appraises the strengths and development of others

Build high performance culture by attracting highly skilled people and through continual coaching and feedback.

Employ good business sense and achieves business results

Model and foster open communication between departments, teams, and individuals

Ensures projects are completed on time and within budget

Exhibit diplomacy and team building skills in accomplishing responsibilities.

Effectively, ethically, and professionally promote FPH and PC & S as requested at conventions, seminars, professional meetings

Actively schedule and conduct presentations that promote FPH entities as a needed community service to referral sources, professionals, and family members.

Actively implement new ideas to promote facility and the service(s) provided.

Ensure all representations of FPH and PC & S are consistent with philosophical and cultural standards set by PC & S

Maintain and promote good public relation(s) with community by actively participating in opportunities to promote and market PC&S services

Complies with Company rules, policies and procedures

Perform other duties as assigned by the Executive Director

Required Skills

Bachelor’s degree required with related experience in Marketing, Health Administration or Business Administration preferred.

Five years of Hospice, strategic planning and business development experience with a multi-facility system

Five years of management experience and strong background in the healthcare service or hospital industry preferred.

Must have a proven track record in developing product/service lines.

High energy level, abundant self-confidence, need to succeed

Proven leadership ability to influence, develop, and empower teammates to attain objectives with a team approach

Well-established knowledge of industry with ability to identify customer needs and expectations and ability to identify and create market opportunity

State of mind that regards each objection, resistance or obstacle as a challenge.

Effective analytical and problem solving skills

Ability to maintain a high level of performance in an environment of frequent demands and changes

Ability to perform Essential Duties and work tasks within the Physical Demand Requirements as outlined below

Genuine caring for and interest in the care of mature adults, handicapped people and hospice Patients

Ability to comply with the Dying Persons of Rights and the Employee Responsibilities

Ability to comply with organizational and departmental safety policies and procedures

For additional information contact Stefanie Pennington:

Required Experience

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