Director of Business Development

Summary:     Develops, coordinates, directs and administers facility’s marketing and public relations programs and services so as to ensure full occupancy.  Integrates new residents seamlessly into the facility.

Essential Duties and Responsibilities:

1.      Demonstrates commitment to company’s mission, values and standards of ethical behavior.

2.      Models a positive and professional image that emulates the organization's mission and encourages a spirit of cooperation with co-workers. Provides assistance to co-workers and promotes teamwork by sharing information useful to achieving desired results.

3.      Complies with all company and departmental policies and procedures.

4.      Plans, develops, organizes, implements, evaluates, and directs the facility's marketing and public relations programs and activities in order to maintain and increase our census and to provide the community with information relative to our facility, its programs, services, and practices.

5.      Promotes the facility and its services to outside sources such as physicians, discharge planners, insurance, financial, legal and medical professionals, senior organizations, appropriate special interest groups, members of the community, churches and schools providing adult education.

6.      Maintains a thorough knowledge of facility's admission requirements, services and programs, and admissions policies and procedures.  Conducts tours for members of the community as well as families, conducts pre-admission interviews with prospective resident/guarantors and explains all services of the nursing facility.

7.      Maintains ongoing communication with the media and contacts them when new programs, promotions, etc., are implemented within facility.  Develops and regularly updates current file of media contacts.  

8.      Keeps Administrator informed of newspaper, radio and television accounts of noteworthy items of general interest that may have an impact on facility or regulations that govern facility.       

9.      Ensures that public information (brochures, information packets, press releases, advertisements etc.,) is accurate and fully descriptive of facility’s services and accomplishments.  Works with design and printing companies in development of facility brochures, newsletters, publications, etc.  Ensures that there is an adequate supply of brochures, and other printed material readily available.

10.   Plans and implements special events that serve to advance staff, resident, and community relations.

11.   Participates in community service and civic groups to obtain information and seeks support of these groups.

12.   In coordination with the Administrator, develops and implements long range plans for the facility in its effort to establish and maintain marketing and public relations programs.        

13.   Maintains up-to-date information on overall product trends and competitors including pricing, product information, bed availability, and marketing strategies.

14.   Assists in the development, implementation, and tracking of customer satisfaction surveys.

15.   Reviews referral source tracking with the Administrator to evaluate success of marketing program.

16.   Maintains schedules for all marketing and public relations programs.      

17.   Assists in the development and maintenance of volunteer program.        

18.   Supervises ongoing community service projects.

19.   Maintains liaison with families, residents, and community and civic leaders.

20.   During emergencies, establishes a public relations area to assure that release of information is accurate and within scope of our established policies governing release of information during emergency conditions.                  

21.   Provides training to staff regarding internal marketing.

22.   Organizes and implements continuing internal communications through use of bulletin boards, house organs, committee meetings, public announcements, etc.

23.   Provides creative support for activity and social services departments in developing resident programs, publications, etc., as necessary.       

24.   Develops and maintains written policies and procedures that govern release of information concerning residents, employees, and/or facility in accordance with current Privacy Rules and Regulations and ensures adherence. 

25.   Budgets and purchases promotional items for physician offices and discharge planners.

26.   Establishes and maintains a constant working relationship with all potential referral sources and advises Administrator of any issues that require personal visits.

27.   Receives and reviews all inquiries regarding facility admissions via telephone, email, fax and in person. Extracts information from referral and completes information sheet for team review.

28.   Reviews admissions for suitability with Administrator, Director of Nursing and Business Office Manager, as appropriate, for admissions decision.

29.   Makes all necessary arrangements with discharge planners, families and physicians to accomplish admissions to facility.

30.   Arranges for appropriate greeting of residents and family members on day of admission including placement of admission, welcome card and inspection of resident's room.

31.   Explains facility’s care philosophy, room rates and billing procedures to resident or responsible party providing proper orientation through conversation and/ or brochure. 

32.   Reviews or reads admission packet to new admit and/or responsible party, assists with completion of admission packet and obtains signatures on all necessary forms within 24 hours of admission. Reports delays to Administrator and/or Business Office Manager with date of projected completion.

33.    Escorts resident and family on facility tour explaining operation of facility including procedures, use of common areas and amenities. Introduces key facility personnel, delineating areas of responsibility.

34.   Prior to Stand Up, visits new arrivals for three consecutive days post arrival to ensure that needs are being met. If unable to do so personally, ensures a qualified designee performs this function.

35.   Maintains current and accurate knowledge of actual and pending admits and discharges and communicates to department heads on a daily basis at Stand Up.

36.   Transmits daily census information to Corporate prior to 9:00 a.m. each weekday. (Weekends are to be included on Monday’s submission.)

37.   Maintains documentation of discharge dates and times from facility.

38.   Communicates each day with potential referral sources as to availability.

39.   Follows up on all pending Admissions daily or as directed by Administrator.

40.   Completes costing of resident including communicating with pharmacy and other service/product providers to ensure costing is complete and accurate.

41.   Checks Common Working File for Insurance/Payment accuracy.

42.   Obtains Administrator signatures on completed Admissions Packet as necessary and prepares file for distribution to Nursing and Business Office.

43.   Prepares and maintains weekly referral reports in accordance with company standards for discharges, admissions and referral sources.

44.   Responsible for initiating appropriate denial protocol and issuance of Medicare denial letters.

45.   Sends thank-you cards to referral sources and families.

46.   Advises Administrator of reason when an acceptance has been given and resident is not received into facility.

47.   May perform screening evaluations, insurance verification and coordination of treatment plans with other key facility personnel.

48.   Monitors payment status and insurance reimbursement issues as required.

49.   Stays abreast of industry trends and legislative and regulatory issues; communicates this information to community contacts.

50.   Ensures adherence to state and federal regulations and company policies and procedures: HIPAA confidentiality standards of resident and facility information; Infection Control, Universal Precautions, OSHA and safety standards; established safety precautions and regulations in the performance of tasks and the use of equipment and supplies.

51.   Oversees the planning, developing, and directing of department.  Sets departmental standards, develops departmental objectives and constantly strives to improve procedures. Reviews department policies, procedures, and manuals on a regular basis and makes or recommends changes.  Assists in standardizing methods by which work will be accomplished and quality will be evaluated.

52.   Assumes responsibility for selecting, training, directing and motivating competent department personnel.  Provides proactive support to staff, removing obstacles and providing solutions as needed.  Evaluates employee performance, and provides input concerning wage and salary adjustments, counseling and disciplinary actions, termination, transfers, etc. Supervises assigned personnel and ensures that policies and procedures are followed.

53.   Demonstrates knowledge of facility and departmental quality improvement activities and/or participates in quality improvement meetings.  Recommends any equipment and supplies needed for the department as well as any departmental improvements.  Confers with department personnel to solicit input on improving service and addressing problem areas.

54.   Assists in development of department budget and ensures expenses are within budgeted parameters.  May maintain records of expenses and submit reports to Supervisor or Administrator as required.  Ensures staff is utilizing most efficient, safe and cost-effective techniques and methods, and that supplies are used in most efficient manner to minimize waste.

55.   Works with facility consultants as necessary and implements recommended changes as required. Ensures outside services are properly supervised and completed in accordance with contracts/work orders.

56.    Keeps abreast of current federal and state regulations, as well as professional standards, and makes recommendations on changes in policies and procedures to Supervisor or Administrator.  May participate in workshops and seminars to stay current with changes in field, as well as to maintain professional status.

57.   Maintains reference material necessary for complying with current standards and regulations and maintaining quality service.

58.   Makes written or oral reports and recommendations to Administrator concerning operation of department and in response to concerns or complaints.

59.   Interprets department policies and procedures to personnel, residents, visitors, family members, etc., as necessary.

60.   Performs other related duties as required.

The above listing of duties and responsibilities is not intended to be all-inclusive but rather to serve as a description of the range of duties and general nature of the position.  Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Education and Work Experience:

1.      2-4 years’ experience in marketing/public relations in health care setting required; previous supervisory experience preferred.

2.      Bachelor’s degree from accredited college with specialization in marketing, communications or equivalent preferred

Knowledge and Skills:

1.      Must possess a thorough knowledge of principles of effective communication, mass media, advertising, community relations, etc., as they relate to nursing facility operations       

2.      Ability to make direct sales calls, and to organize and deliver public presentations

3.      Must possess ability to establish, implement and maintain effective marketing and public relations program.          

4.      Must possess thorough understanding of healthcare reimbursement programs

5.      Commitment to St. Joseph Transitional Rehabilitation Center mission to consistently delivering high quality, person-centered care with dignity, respect, compassion and integrity and enriching and enhancing every life we touch

6.      Embracing of St. Joseph Transitional Rehabilitation Center values of care & compassion, community, honesty & integrity, teamwork, innovation and safety

7.      Commitment to St. Joseph Transitional Rehabilitation Center to consistently deliver high quality, person-centered care with dignity, respect, compassion and integrity, and to enrich every life we touch.  Embracing of St. Joseph Transitional Rehabilitation Center values of care & compassion, community, honesty & integrity, teamwork, innovation and safety

8.      Ability to represent Company in an ethical and professional manner, and to maintain accountability

9.      Ability to interact tactfully, effectively, and professionally with other employees, residents, family members, visitors, government agencies/personnel and the general public, as needed

10.   Must be able to relate to and work with physically and/or mentally ill, disabled, elderly, emotionally upset, and at times hostile people within facility and treat them with respect and consideration regardless of their cognitive or functional level

11.   Willingness and ability to function as an effective team member through good communication and cooperation to meet departmental goals

12.   Must demonstrate flexibility and ability to adapt to change

13.   Ability to organize, prioritize and meet deadlines

14.   Ability to maintain confidentiality and be discreet

15.   Must be able to multi-task and handle pressure

16.   Must be able to follow instructions and to accept feedback

17.   Must successfully pass background check, health exams, and any other pre-employment requirements

18.   Must be able to operate departmental equipment, as appropriate

19.   Willing to work beyond normal working hours, weekends, holidays, and/or on other shifts and in other positions, when necessary

20.   Must be able to read, write and speak the English language sufficiently and comprehensibly enough to perform the essential functions of the job

21.   Sufficient computer skills including proficiency in Microsoft Office, Outlook, and /or Internet to perform required duties

22.   Knowledge of standard office practices

23.   Ability to understand and follow applicable regulations, policies and procedures fully and consistently

24.   Sound knowledge of basic mathematical concepts and tools

25.   Good grammatical, punctuation and spelling skills

26.   Strong detail orientation and high accuracy level

27.   Must be knowledgeable of nursing/medical practices and procedures, and/or terminology, laws, regulations, and the guidelines that pertain to long-term care

28.   Strong communication skills, both one-on-one and in a group, and ability to listen and respond to questions effectively

29.   Creative problem-solving abilities

30.   Ability to inspire trust and respect, and mobilize others

31.   Ability to lead and motivate staff to achieve desired results

32.   Supervisory skills including ability to delegate, resolve conflict and respect diversity; ability to train and mentor adults

33.   Ability to exercise discretion and independent judgment, and reach logical, practical decisions

34.   Ability to think strategically, master change, and maintain future orientation

Certificates, Licenses, Registrations:

    None.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee must be able to:

·        Remain in a stationary position 80 % of the time.

·        Occasionally moves about inside the office to access file cabinets, office machinery, etc.

·        Constantly operates a computer and other office machinery, such as a copy machine and printer.

·        Frequently communicates with Interacts with customers, families, visitors, center and facility subsidiary personnel;

·        Frequently moves 5 up to 40 pounds from one office to another, etc.