Responsibilities place this individual as a vital member of the given hospice executive team Will participate in weekly/biweekly hospice executive staff meetings (in-person) and monthly/quarterly broader hospice strategy and operational reviews (from a distance). Presents reports on performance as requested by the Vice President of Home Health and Hospice. Reviews and endorses or revises budget proposals received from direct reports. Coordinates and collaborates with other departments, including but not limited to HR, AP/AR, IT, marketing, etc, in establishing and carrying out responsibilities. Selects and maintains qualified personnel in all positions reporting directly and recommends compensation for them. Involved when requested and is necessary in the recruitment of other key personnel. Identifies training needs, initiates development of subordinates, recommends effective personnel action. Seeks mutual agreement on problems involving coordination. Collaborates with local SNF facilities, support personnel, and other organizational resources. Consults with all segments of management responsible for policy or action. Ensures compliance within area of responsibility. Approves budget/credit card expenses for all immediate reports. Be a role model for adhering to our Mission, Vision and Values. Attends key meetings in various regions to ensure compliance and quality Contributes to developing overall hospice strategic and financial plan and budget and managing implementation Manages the training process for business development teams, including Hospice Care Consultants, Liaisons, Managers, and/or Directors Understands and conveys clearly the services and programs that Curatas Hospice offers and consultatively engages and makes recommendations to prospects and customers Leads out on the care management process for the agency/region Reviews monthly volumes, financials, and operational metrics to enssure that quality patient care is delivered in the most cost-effective manner Works with internal stakeholders to develop business development activities that align with operational and clinical goals Accompanies the Region's Operations Directors, Clinical Managers/Directors, Administrators/Nurses, and/or Business Development staff in customer calls, program/project implementations Maximizes all opportunities in the process of closing a referral resulting in market share growth Tracks and analyzes market and performance trends of the business development teams to identify and proactively capitalize areas of opportunity and improve upon weaknesses Foster internal relationships between business development, clinical and operational teams to enhance teamwork and generate referral relationships Identifies and builds effective centers of influence, networking with hospitals, skilled nursing facilities, assisted living facilities, independent senior buildings, physicians, community organizations, and other professionals to maximize revenue Creates and implements mechanisms for reporting sales strategy and progress to leadership team • Promotes relationship building, sales, and marketing efforts through public speaking engagements Represents the organization in targeted local and state professional organizations, conferences, trade shows, and other activities Fosters, develops and maintains positive and effective relationships with the media, community leaders, churches, and other potential referral sources, along with traditional referral sources Identifies and facilitates implementation of marketing-related events for assigned region, both internal and external, such as health fairs and other community events on a regular basis to foster positive community relations and to provide service to the geriatric community. Oversees assigned business development teams, provides support, training and technical assistance to business development teams, hospice care consultants, and others toward the achievement of customer satisfaction, revenue growth, and long-term account goals, in line with company core mission and values. Directs and coaches business development team members throughout the assigned market to meet or exceed their sales goals, including their activity, conversion, admission and sales growth goals - is accountable for these goals Defines, establishes and promotes performance expectations for direct reports to understand and demonstrate excellence through high quality and consistent performance Creates training programs and teaches a repeatable, successful sales process to all business development teams, through needs-based selling techniques to include creative lead follow-up, advancement of sales, and handling objections. Continually analyzes markets to determine changing sales potential, ensuring business development teams are adapting to meet the needs of these changes Creates positive culture of growth and development on sales team for the purposes of retention Provides overall support to operations as it pertains to business development, region goals and overall company goals. Contributes to the development of annual sales plan forecasting and overall business plans of assigned region Identifies areas where cross functional team members can partner to enhance the overall business development process through solution-based approach Provides support and training on customer service in alignment with Curatas Hospice Ensures referral to admission process is being followed and implemented by all teams All other duties as assigned
