Primary Responsibilities

The primary purpose of your position is to manage the facility census by acting as the liaison between external referral sources and the internal facility and central admissions operations. This position is responsible for identifying, developing, securing, and growing new and existing accounts and customer opportunities by building a strong network within the hospital(s) assigned, as well as supporting the coordination of services among the areas’ providers (e.g., managed care organizations, physicians, etc.). You will conduct on- site referral screenings at assigned hospitals and will be evaluated based on your performance of the tasks listed in this job description. In addition, this position is to provide an accurate assessment and communication with the appropriate building information regarding expected or pending admissions. This is a sales and clinical position that requires a valid and clear RN/LPN/LVN/ RRT certification.

Essential Functions

• Manages key accounts (may include hospitals, centers, physician offices, residential care centers, assisted living centers, home health, senior living or anywhere) as assigned by the Regional Director of Sales and Business Development, Corporate Director of Sales Management or the SVP of Business Development in a set geographic market
• Develops and utilizes existing tools and resources to grow and manage the relationships of each account by completing the Clinical Liaison 3-tiered market plan monthly and as necessary
• Identifies program development opportunities to increase new admissions
• Makes daily sales calls to assigned accounts such as hospital case managers, social workers, physicians, hospital discharge planners and administrators, professional organizations, home health agencies, families, etc. to understand the need for program services and to communicate services offered which meet these needs to obtain referrals of patients with the goal of developing new business
• Completes daily rounds in designated hospitals and other assigned accounts obtaining referrals and screening patients to evaluate care needs prior to admission, identify new patients and direct to appropriate center by utilizing the facility clinical and financial grids
• Responds to calls and/ or inquiries from hospitals and assigned accounts regarding potential admissions and respond to these calls within 30 minutes
• Communicates information to case manager and facility sales/admissions teams, Central Admissions, Administrator or Director of Nursing when applicable and helps coordinates patient’s smooth transition into the facility
• Obtains accurate information from physicians, patient, and referral source regarding the expected discharge plan and communicates this information to the sales/admission team
• Assists potential patients in selecting post-acute placement to Regency facilities or ancillary service lines when applicable by performing on-site referral screenings
• Identifies appropriate facility placement utilizing facility clinical and financial grids recognizing:
  • Referral’s clinical needs;
  • Availability of necessary services, programming and clinical competencies;
  • Customer insurance and/or financial resources;
  • Family and/or responsible party needs; and
  • Bed availability
• Secures appropriate admissions in the field and coordinates admission with facility personnel
• Obtains appropriate clinical documentation to support services and/or reimbursement level
• Allocates 100% of time (i.e. majority) in the field traveling between key accounts as indicated by direct report
• Uses Referral Screening form to screen residents; ensure PASSR is completed upon admission
• Completes Customer Service QA form and provides to appropriate facility, regional and corporate teams when complaint from assigned account including but not limited to case managers, social workers, physicians, patients and family members of patients
• Completes Daily Clinical Liaison Report
• Coordinates marketing visits with facilities, Regional Director of Sales and Business Development, Corporate Director of Sales Management or SVP of Business Development along with other company staff members
• Participates in the planning and organizing of the territory’s sales plan. Implements assigned portions of the plan
• Provides SVP of Business Development, Corporate Director of Sales Management, Regional teams and Facility teams with information and feedback from the providers in the territory
• Adheres to established HIPAA confidentiality standards of patient/resident and client location information
• Develops referrals from hospital social services and discharge planning departments, physicians, case managers, insurance companies and new referral sources
• Demonstrates growth in hospital referrals, as reflected in an increase of overall occupancy and quality mix in Regency facilities and ancillary service lines
• Decides acceptance of patients and coordinates admission process with facility staff by utilizing the facility clinical and financial grids
• Read and familiarize self with State and Federal Nursing Facility regulations
• Read and familiarize self with Nursing Facility 5-Star program along with Regency facility ratings and understand how to respond to referral sources/ family members/ potential patients about ratings
• Stay current and familiarize self with current healthcare and community trends including but not limited to Alternative Payment Models and changes in accounts, competitors or healthcare community
• Participates in off hour and weekend on call duty as assigned
• Other duties as assigned

Licensing Requirements

• LVN or RN

Experience Requirements

• Strong medical assessment skills
• Prior hospital, ICU, LTACH experience is a plus
• Former or current skilled nursing ADONs and DONs are encouraged to apply
• Must possess strong oral and written communication skills.
• Previous sales experience is preferred

Physical Demands

The physical demands described here are representative but not necessarily all inclusive of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to effectively communicate. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.