Associate Director of Post-Acute Business Development

2 weeks ago

Duarte, California, United States HumanGood Full time
Job Summary

We are seeking a highly skilled and experienced Associate Director of Post-Acute Business Development to join our team at HumanGood. In this role, you will be responsible for supporting business development planning and direction for post-acute healthcare services across the enterprise.

Key Responsibilities
  • Support community teams with the adoption of efficient and effective Referral Intake Processes to include timely response to incoming referrals, referral review processes, financial qualifications, obtaining authorizations for applicable insurances, confirm admission qualifications by utilizing the admission "green, yellow, red" decision tree, admission accept or deny communication in portal, and/or with discharge planners.
  • Support community teams in management of referral data to optimize referral intake volumes, performance and conversation rates;
  • Prepare reports regarding referral statistics;
  • Support community teams with adoption of systems for timely completion of admission contract packets and related forms, compliance with signing in for admission/move in, admission related phone calls, tours, IDT communication about new admits, bed management/room readiness, welcoming patient, setting up new patient in EHR, and other related tasks;
  • Facilitate onboarding plans for all new Post-acute Liaisons, Admission Counselors and Admission Coordinators, including on-on-one training onsite related to referral intake and helps to ensure team member success and retention;
  • Support community teams with impactful hospital beside assessment methods;
  • Conduct referral intake processes as needed, at times of community positional vacancy;
Analytics and Market Intel
  • Assist Senior Director of Post-Acute Business Development in support of interpreting and utilizing data-driven business analytics and outcomes for short-stay population with a particular focus on Medicare, Managed A, commercial as well as private partnership reimbursement opportunities;
  • Support community teams with obtaining insights around local trends and issues, including new physicians, case managers and health system ownership/leadership, risk holders, new payors, along with local competitor approaches;
  • Support with providing community leadership community teams updates from external strategy work, to help the team understand the trends and changes occurring in the acute and post-acute healthcare environment;
  • Assist community teams with data-driven market positioning statements and key messaging to demonstrate competencies and value;
  • Coach admissions teams on business development and Baseline Selling principles.
Business Development
  • Assist Senior Director of Post-Acute Business Development in support of community teams with development and deployment of business development strategy, including high community adoption of a post-acute CRM systems;
  • Assist with interpretation and strategy related to CRM dashboard metrics and reports;
  • Support community teams with weekly and monthly business development focused on priority setting and measuring impact;
  • Support community teams to develop and foster relationships with hospitals, key physician groups, assisted living, home health and other community-based service providers;
  • Assist Senior Director of Post-Acute Business Development with Baseline Selling training and adoption of concepts and techniques to enhance relationship status, outreach approaches, community presence, adding value to partners and understanding partner's needs;
  • Assist with Baseline Coaching applications for proactive relationship development work, to move prospects, clients and business partners fully through the business development/sales process;
  • Support community teams with distribution of marketing materials and preparation and facilitation of marketing events on and off campus;
  • Support community teams with cross-community collaboration approaches for full LPC occupancy strength;
  • Support community teams with preparation and attend when advantageous, face-to-face meetings with key local external stakeholders including discharge planners, local hospital groups, and physician groups;
  • Support community teams with preparation and conducting various types of marketing and outreach endeavors, including hospital visits, lunch and learns, and provider presentations;
  • Visit at least top referring hospitals and major SNF competitors in each market annually (selected based on percentage of short-stay volume in the local market) for each of our communities;
  • Support onboarding plans for new Post-acute Liaisons/Admission Counselors with onsite outreach and marketing role modeling and filed work observation/feedback;
Revenue Optimization
  • Understand and interpret for others evolving Value-Based Healthcare and Accountable Care Partnership financial drives and PDPM Medicare Rate Methodology;
  • Assist Senior Director of Post-Acute Business Development with Medicare Advantage contract management, new and renegotiated contract market positioning, and with adoption of contract management systems;
  • Assist with providing guidance to community teams on case-by-case rate negotiations;
  • Assist Senior Director of Post-Acute Business Development with utilizing systems to monitor and interpret occupancy and revenue per payor specific volumes, rates and trends;
Requirements
  • Bachelor's degree preferred with a major in a discipline such as business, MSW, therapy (PT, OT, ST), nursing, public health or a related field;
  • 3+ years of experience working in a field related to acute or post-acute care; or any equivalent combination of training and experience which provides the required skills, knowledge and abilities;
  • Valid Driver's License;
  • Ability to travel 50% of the time;
What's in it for you?

As the largest nonprofit owner/operator of senior living communities in California and one of the largest in the country, we are more than just a place to work. We are here to ensure that all we serve are provided with every opportunity to become their best selves as they define it, and this begins with YOU.

At HumanGood, we offer the opportunity to be part of something bigger than yourself on top of an incredible package of benefits and perks for our part-time and full-time Team Members that can add up to 40% of your base pay.

Full-Time Team Members are eligible for the following:

  • 20 days of paid time off, plus 7 company holidays (increases with years of service);
  • 401(k) with up to 4% employer match and no waiting on funds to vest;
  • Health, Dental and Vision Plans- start the 1st of the month following your start date;
  • $25 + tax per line Cell Phone Plan;
  • Tuition Reimbursement;
  • 5 star employer-paid employee assistance program;
  • Find additional benefits here:

Compensation: 85-99k depending on experience + performance-based bonus

Location: this position is hybrid; 50% remote work-from-home, 50% travel to communities. Candidates must reside in a state in which HumanGood operates, preferably on the West Coast

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