National Director of Admissions

4 weeks ago

Glencoe, United States The Goodman Group Full time
National Director of Admissions & Business Development-Skilled Nursing
Mission

To create and manage living environments that emphasize quality of life and enable residents and staff to achieve an optimum level of wellbeing.
Summary

Provide national leadership, support, and vision to our health care and rehabilitation (skilled nursing) communities striving to achieve and/or exceed established occupancy goals; to be a diligent student of changing and highly competitive marketplaces where we need to identify and cultivate key referral relationships; monitor and analyze information from key performance indicator (KPI) reports to assess challenges and opportunities in each primary market area (PMA); engage training and support for admissions CRM platform; work closely with the Marketing Communications (MarComm) team on tactical marketing deliverables, brand building, and media relations; and to be able to travel to various communities within the enterprise to support site leadership and admissions teams.
Essential Job Functions, Duties, and Responsibilities

Admissions Management
  • Support site admissions teams with the goal of attaining and exceeding budgeted monthly census.
  • Establish the national skilled nursing business development strategy.
  • Collaborate with the National Director of Payer Contracting to seek out new contract opportunities to help drive revenue
  • Work closely with internal teams, including operations, clinical, and finance, to ensure alignment and support for business development and marketing initiatives.
  • Collaborate with facility-level business development and admissions teams to establish goals, track performance, and provide guidance to improve results.
  • Monitor activity in CRM and hold admissions teams accountable to accurate data entry and tracking progress of referrals.
  • Assist facilities in interviewing and hiring admissions and business development team members.
  • Assist in training admissions team members in group and individual training sessions on:
  • The Goodman Group's proprietary sales training system for all new and existing admissions team members.
  • Mentoring to build relationships, discovery of needs, wants and interests, presenting our "value proposition" (products/services/staff/residents), overcoming objections, closing, and follow-up.
  • Training and use of CRM platform in Point Click Care to track all referrals and admissions. Will be responsible for generating and interpreting admission KPI reports.
Collaborate with the Regional Directors of Operations and Regional Health Services Directors to establish various effective community relations and networking programs, as needed. Review results of annual mystery shops and develop coaching plans for admissions team members as needed.

Marketing
  • Use all available resources to develop comprehensive, innovative, and cost-effective "rolling" 90-day marketing plans designed to establish solid referral sources for each facility.
  • Oversee the development and execution of marketing initiatives, such as digital campaigns, collateral, events and CEUs, and public relations efforts to increase brand awareness.
  • Maintain contracts with referral sources, C-Suite of acute care systems, and other potential PMA business development opportunities.
  • Monitor monthly marketing budget expenditures per community, making adjustments as needed.
  • Conduct annual competitive market survey for PMA of each facility. As needed, gather information on new developments and operators in the PMAs.
Qualifications

Must possess the ability to make independent decisions, follow instructions, and accept constructive criticism. Must be able to deal tactfully with personnel, residents, family members, visitors, government agencies/personnel, and the general public. Must be able to speak, write and understand English in a manner that is sufficient for effective communication with supervisors, employees, residents, and families.
Education and Experience
  • Formal Education: BS/BA Degree
  • Experience: 3-5 years sales experience in related industry managing multiple locations and business units. Minimum four years admissions or business development experience within skilled nursing facilities.
  • Job-Related Skills/Knowledge: Excellent written and oral communicator. Windows environment computer skills (Microsoft Word, Excel, etc. preferred). Ability to facilitate complex problem solving. Competency and user knowledge of Point Click Care.
  • Demonstrated success in cultivating effective relationships with hospital systems, health care providers, site leadership teams and individual sales/admissions managers and staff.
  • Be able to cultivate relationships in the C-suite level with acute care providers.
  • Must be available to travel (up to 75%) to all health care and rehabilitation facilities.
Platinum Service®

Platinum Service® is characterized by a high level of responsiveness delivered in a flawless, timely and caring way. Employees commit to providing courteous, responsive, and quality service to our residents by following the principles of our Platinum Service® program.
Additional Information

All employees are expected to follow all facility policies and procedures. These policies and procedures can be found in the employee handbook, department policy and procedure manuals and with your supervisor.

This position may be required to work beyond normal work hours, additional shifts, weekends and holidays when necessary. This position is subject to call-back during emergency conditions (e.g. severe weather, evacuation, post-disaster, etc.).
Resident Rights

We are committed to a resident's right to fair and equitable treatment, self-determination, individuality, privacy, property and civil rights are followed in accordance with state and federal guidelines and established facility policies. All employees need to review the policy on Resident Rights and how it applies to the position.
Conclusion

This job description is intended to convey information essential to understanding the scope of the position and it is not intended to be an exhaustive list of skills, efforts, duties, responsibilities or working conditions associated with the position. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.
Acknowledgment

I understand this job description and its' requirements, and that I am expected to complete all duties as assigned. I understand the job functions may be altered from time to time.

I have noted below any accommodations that are required to enable me to perform these duties. I have also noted below any job responsibilities or functions which I am unable to perform, with or without accommodation.

Name:

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