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Senior Healthcare Sales Navigator

2 months ago

Evanston, United States Covenant Living Full time
We Are Inspired to Serve. Join us
Part of a nation wide family of Continuing Care Retirement Communities is seeking a Healthcare Navigator. This position is responsible for generating appropriate referrals leading to admissions/move-ins for designated campus healthcare products: skilled nursing, assisted living and/or, if applicable, memory care assisted living.

In this role, the Healthcare Navigator will:
  • Directs and maintains key external relationships with referral sources including but not limited to professional, clinical, governmental and community agencies to maintain and exceed sales goals.
  • PROFESSIONAL REFERRAL SALES & COMMUNITY OUTREACH

    Directs and maintains key external relationships with referral sources including but not limited to professional, clinical, governmental and community agencies to maintain and exceed sales goals.
  • Leads outreach visits to targeted referral sources and referral influencers in the medical, professional and general community with the assistance provided by other members of the healthcare team.
  • Performs bedside/home visits and/or assessments of potential customers to assure appropriateness for skilled care or assisted living levels of care.
  • Leads large and small group presentations, assesses customer needs, outcomes, builds professional relationship and conducts one-to-one sales presentations of Covenant Living products and services.
  • Develops lead generation events in the healthcare care offerings with prospective customers, referral partners, adult children, and other applicable parties.
  • Generates interest and brings prospects from inquiry to commitment utilizing the CRM and Covenant Living sales process and tools.
  • Manages sales and admission team follow-up to inquiries. This follow-up may include phone contacts, letters, and personal visits with interested parties, digital referrals via E.H.R.
  • Reviews key competitors' service offerings and market position annually. Ensures a timely response to trends that may impact the Covenant Living market space.
  • Manages all applicable community-based healthcare products are receiving and admitting the right payer mix of customers to exceed census revenue and occupancy targets in collaboration with the healthcare customer experience specialist.
  • Develops and executes a census development and sales plan incorporating key healthcare sales tactics in partnership with healthcare administrator, sales team, national healthcare sales team.
  • Oversees community-controlled marketing budget, and applicable budgets, financial stewardship of organization resources
  • Accesses, maintains and analyzes team performance daily utilizing organization-approved customer relationship management (CRM) software for sale activities.
  • Reviews all applicable admission documentation is completed and received in compliance with state/federal, organization guidelines including all necessary screening, payor verifications, approvals, and notifications.
  • Obtains information from the referral source related to customer care needs, acuity, etc. to make quick and informed decisions if admission is granted.
  • Maintains communication with the assisted living director, healthcare administrator, clinical, business office, social services, medical records and any other necessary staff member regarding prospective customer's needs.
  • Evaluate in collaboration with customer experience specialist clinical and administrative personnel that community can meet the health care needs of potential customers if necessary.
  • Answers questions of prospective customers or family members and directs them to appropriate resources.
  • Offers alternative suggestions to inquiries if a different type of living arrangement other than what the Covenant Living community can offer is needed.
  • Maintains confidentiality regarding all customer information. Is part of the community transition meeting. Maintains a good relationship with discharge planners and other health-related professionals in the community for referrals.
  • Manages customer experience specialist for skilled care and assisted living. Key leadership role in community.
The ideal candidate will have:
  • 8+ years health care related experience in related field is preferred.
  • Previous experience with older adults in a long-term care setting is preferred.
  • Medicare, Public Aid/Medicaid, Managed Care and Insurance knowledge / experience required.
  • R.N. or L.P.N. (L.V.N.) licensure may be a consideration for role but not required.
  • Proven and effective sales experiences, from lead generation, education to clients, B2B sales strategies, follow up with leads and strong closing skills.
  • Strong preference given to candidates operating in a sales function in a healthcare related organization, with an understanding of post-acute, hospital/clinical settings.
  • Knowledge or understanding of Medicare (Part A & B), and managed care.
  • Valid driver's licenses with trusted means of transportation
  • Ability to demonstrate excellent verbal and written skills, in English, with tact, poise, and confidence in the personal contact customers.
  • Ability to extensively travel within assigned market space (up to 90% of time.)
  • Ability to work varied hours and some weekends as necessary.
  • Individual must be able to work independently, have good organizational skills with particular attention to detail and accuracy, the ability to follow through on assigned tasks, and demonstrates initiative.
  • Advanced computer skills are required. Use of Microsoft office suite products, CRM software, electronic medical record systems critical for success in this role.
  • Must be able to read and write English with the ability to articulate clearly and audibly.
For full time employees, we offer a generous benefits package that includes:
  • Medical, dental and vision insurance
  • Employer paid group term life and disability
  • Paid Time Off (PTO) & six paid holidays
  • 403(b) with a 3% employer match
  • Fitness center use at most facilities.
  • Various voluntary benefits:
    • Life, AD&D
    • Tuition assistance and scholarships
    • Employee assistance program
    • Legal services, home/auto insurance, discount purchasing program
    • Pet Insurance


For more information about Covenant Living and CovenantCare at Home, please visit www.covliving.org or www.covenantcareathome.org.

Covenant Living and CovenantCare at Home are equal opportunity employers. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, or any other characteristics protected by local laws, regulations, or ordinances.