Works under the supervision of the Regional Director Sales. Provides Home Health Coordination: responsible for arranging for transition of patients from facilities to Well Care. Responsible for implementing the sales and marketing plan in their designated region. Participates in the development of the sales and marketing plan. Responsible for achieving or exceeding budgeted level of admissions in all programs through effective sales techniques, identifying new sources of referrals and opportunities in the territory, developing relationships with referral sources, increasing public awareness of the agency. Represents the agency in community events. Works with Account Executive (AE) to provide effective service to referral sources. Provides direct education regarding home health services to referral sources, physicians, and the community. Serves as a resource for staff. Performs other duties as assigned.
PRIMARY JOB DUTIES
Works closely with AEs assigned to top target hospital accounts on Friday to ensure proper hand off on pending referrals and increase visibility for weekend referrals.
Make rounds at local top target hospital accounts on Saturday and Sunday to increase visibility on weekends, make welcome visits to new referrals, and check in on all hospitalized patients over the weekend.
Provide completed new referral packets for all weekend referrals in assigned territory.
Update transfer log 2x per day to ensure accurate tracking of pending referrals and hospitalized patients.
Assist with pending reports sent out by Team Assistant’s, by calling any patients we were unable to reach during normal operating hours to help increase admissions and conversion rates.
Alert hospital of Well Care patients who are admitted to the hospital over the weekend to ensure we are properly following our current patients and not losing them to competition on the weekend.
Make welcome calls for all weekend referrals.
Verify PCP for all weekend referrals.
Take all BD/Referral related calls for the weekend for assigned branch.
Attend morning Huddle calls on Monday and Friday.
Be available for FCR with sales managers on Friday or Monday.
Attend any in-person sales meetings scheduled on Friday or Monday
Provide coverage for PTO scheduled on Friday or Monday in assigned territory.
1.0 40% QUALITY OF WORK:
1.1 20%
Increases public awareness of the agency as evidenced by:
Implementation of the marketing and sales plan for the prescribed territory including facilities, physician practices, residential communities, and the public.
Cultivate referral sources, build, and develop relationships, identify needs, and develop strategies to meet needs of the territory.
Represents the agency at community events, fairs, expos, and agency sponsored events.
Educates the referral sources and general public on agency services via presentations, visits to organizations, group meetings and direct mailings.
Works with Account Executive to maintain effective, productive relationships with territory referral sources.
Works with referral sources to maintain communication, solve problems, identify needs.
Demonstrates a current working knowledge of Medicare, Medicaid, and other payor guidelines. Assists in educating others in those guidelines.
1.2 20%
Increases active client count, hours of home health services and number of patient admissions evidenced by:
Assists with the development and implementation of the Marketing and Sales plan for the territory.
Responds to referral sources for home health coordination for patients to be discharged to the agency and ensures safe discharge. Collects all necessary clinical and demographic information, meets with the patient and/or family to make arrangements, coordinates with agency staff to facilitate admission.
Develops and maintains referral contact lists.
Informs case managers/discharge planners of agency’s patients’ admissions to their facilities.
Keeps Account Executive informed on a regular basis of information about referral sources – problems, staff changes, needs, etc.
2.0 40% PRODUCTIVITY/USE OF TIME:
2.1 30% Organizes and performs work effectively and efficiently as evidenced by:
Achieves territory admission goals, in conjunction with Account Executive assigned for that territory. Admission goal is achieved at or above 95%.
Responds to emails and voicemails within 2 hours time.
2.2 10% Maintains and adjusts schedule to enhance team performance as evidenced by:
Proactively scheduling and reporting a minimum number of sales calls, lead generation activities and educational activities per week, to be determined by Regional Director Sales and Account Executive.
Actively participating in weekly feedback reporting to Regional Director Sales and Business Development team.
Attend bi-weekly or monthly Business Development team meetings, calls, training and/or events.
Reporting to work on time and returning promptly from errands, breaks, and meals.
Managing personal work schedule and time off to promote smooth agency operations.
Assisting other team members to ensure completion of all work assignments. Cross training with Intake and other marketing team members.
Demonstrating flexibility with changing workload/assignments.
Does not exceed accrued PTO or qualified leave of absence(s). *
3.0 20% TEAM WORK, MISSION, VISION, VALUES:
3.1 20% Demonstrates positive interpersonal relations in dealing with all members of the team (i.e., co-workers, supervisors, physicians, etc.) as evidenced by:
Effectively demonstrates the mission, vision, and values of the agency on a
daily basis.
Responding to all customers in a courteous, sensitive, and respectful manner.
Communicates daily with department staff and clinical staff to provide information regarding the status of pending new admissions.
Maintains confidentiality in all professional areas and considers the needs of clients and their families, other employees, physicians, visitors, and all members of the community in an informative, courteous, and compassionate manner. Complies with the Well Care HIPAA Policies and Procedures.
Managing stress and personal feelings without a negative impact on the team.
Completing the review period without any formal disciplinary action. *
Presenting a clean and neat appearance in personal attire and one’s work area.
* Not exceedable
JOB SPECIFICATIONS
1. Education: HS Diploma. Associate or bachelor’s degree preferred.
2. Licensure / Certifications: LPN or RN license preferred.
3. Experience: One year marketing experience preferred. Prior experiences encompassing customer service, community relations or physician relations would be advantageous.
4. Essential Technical / Motor Skills: Current knowledge of home health practice and Medicare coverage guidelines preferred. Ability to speak clearly and effectively before small and large groups. Ability to communicate, both orally and in writing, and be literate in the English language. Hand/eye coordination to drive automobile, must be able to write, use the telephone and read.
5. Interpersonal Skills: Must possess excellent oral communication and effective listening skills. Ability to develop and maintain working relationships with patients, staff, and the public.
6. Essential Physical Requirements: Extensive walking in facilities. Ability to sit/stand for extended periods of time. Must be able to stoop, bend, sit, drive an automobile, and withstand extreme temperature changes.
7. Essential Mental Abilities: Working knowledge of Medicare/Medicaid guidelines and ability to interpret, agency, state, and federal regulations. Ability to deal effectively with stressful situations. Ability to organize and prioritize, learn new skills and techniques in patient care delivery. Able to learn and use supportive services.
8. Essential Sensory Requirements: Must be able to see, hear, and speak to effectively communicate.
9. Exposure to Hazards: Infrequent exposure to blood/body fluids. Exposure to allergies such as dust, smoke, cigarette smoke, fumes. May encounter temperature changes and weather extremes. Potential for traffic hazards while en route to referral sources, presentations, group meetings, etc.
10. Hours of Work: Full-time, Friday – Monday, hours normally 8:00 a.m. to 5:00 p.m. Occasional need for flexible hours.
11. Population Served: Adolescents, adults, geriatrics, and pediatrics.
12. Must have a valid North Carolina driver’s license and an operational vehicle.