Market Director, Business Development

JOB SUMMARY:
The Director of Business Development is responsible for the development and implementation of business and marketing plans for the Rehabilitation Hospital. Candidate will establish strategic marketing plans in collaboration with senior leadership to achieve the facility's objectives. This position designs and maintains a system for strong relationships with Managed Care Providers, Medicare, Case Managers, other payers, and appropriate hospital personnel to accomplish the development and maintenance of a strong and successful patient referral network, and beneficial reimbursement arrangements. The Director of Business Development is responsible for the overall management of the Marketing and Admission Team. Market Director of Business Development position open for the Cleveland, Ohio market.  Responsible for two free-standing inpatient rehabilitation hospitals growth, volume and field liaison team.  Must have development experience, management experience and ability to analyze data to drive the volume goals.  
QUALIFICATIONS:
♦ Bachelor’s Degree in Business, Marketing or Clinical discipline.
♦ MBA preferred.
♦ Minimum of 5 years’ experience in healthcare management preferred.
♦ Excellent skills needed in forecasting, market based planning, communications and public relations.
♦ Valid driver’s license and clean driving record
ESSENTIAL FUNCTIONS:
Job Specific:
♦ Implements a comprehensive business plan to ensure Census and Mix Forecasts are met and/or exceeded. The business plan will include and identify internal and external targets (by specific referral groups and percentages); insurance rate targets (averages) and action plans to evaluate the effectiveness of the Clinical Liaison Team. The business plan will be accessed and updated no less than quarterly to ensure that all business indicators are met.
♦ Ensures comprehensive external information is gathered on a continual basis with regard to markets, customers and competitors.
♦ Will be the managing director over the clinical liaison and admissions teams.
♦ Must have a strong understanding and ability to work in all business development roles, as needed.
♦ Develops and manages the marketing department's operating budget.
♦ Develops, organizes and maintains a data base system for decision support information including identification of community needs; demand forecasting; utilization of programs and services; competitive analysis; medical staff utilization trends. Utilizes software tools including the Kindred
Hospital information systems together with internal data and external data base information for statistical analysis.
♦ Serves as a liaison between Financial Services, Information Systems, and Business Development as it relates to internal data gathering and distribution of demand and utilization data. Designs control systems to measure effectiveness and results of market development and penetration.
♦ Ensures appropriateness of patient selection; assists patients/families in making informed admission decisions.
♦ Create and implement comprehensive marketing plans and programs annually and on an as needed basis for the facility's long and short term goals.
♦ Compares research findings on local, regional and national data in order to identify areas for potential cost and quality improvement by product-line and physician practice patterns.
♦ Establishes planning links with other health care organizations and agencies in order to obtain research information. Evaluates opportunities for joint or shared programs, coordinates written data-oriented external agency surveys to gather best local information available.
♦ Interfaces directly with managed care providers, key physicians and other program delivery personnel providing expertise in the development and implementation of business plans, situation analysis documents and feasibility studies to evaluate opportunities for new joint or shared program and/or service offering, and new product-line development, product enhancement and product differentiation in the competitive market environment.
♦ Consistently interfaces with Referral Sources, Case Managers and Managed Care Providers to create to achieve maximum revenue generation for the hospital while maintaining environment of quality care for the patient.
♦ Maintains a measure and tracking system delivering timely reports and presentations on a regular basis. Provides specific feedback to CEO/COO on performance achieved on a monthly and quarterly basis.
Daily:
♦ Send dashboards to team
♦ Call into daily ops for both hospitals and send good morning emails
♦ Daily/urgent data requests from regional team
♦ 40/60 compliance oversight
♦ Staffing of complex cases as needed
♦ Internal advocacy/accommodations for admissions on complex cases as needed
♦ Assist with bed management as it relates to patient admissions
Weekly:
♦ Level 10 call with regional team for both facilities
♦ Review of indicator report for both facilities
♦ Volume projections for both facilities
♦ Attend leadership meetings for both facilities
♦ Preparation of marketing meetings
♦ Social Media creation and posts for both facilities
♦ Bi-monthly 1:1 meetings with both CEOs
♦ Cultivation of physician relationships/weekly touch base
♦ Chart audits on ACTs, high OIs, etc.
Monthly/Bi-monthly:
♦ Complete MOR for both facilities
♦ Complete quality spreadsheet for both facilities
♦ Insurance denial analysis for both facilities
♦ Complete clinical liaison bonus files for both facilities
♦ Attend any in-services/marketing lunches in both markets
♦ Screen and interview candidates
♦ Attend all town hall meeting for both facilities
♦ 30/60/90 day meetings and reviews with all new staff
♦ Review and approval bi-monthly times cards for employees
♦ Complete and review of bi-monthly projections for both facilities
♦ Bi-monthly ACT meetings
♦ Regular meetings with Lead Clinical Liaisons
Quarterly:
♦ Complete QOR for both facilities
♦ Review of all marketing strategic plans and data with each Clinical Liaison
♦ Rounding with Clinical Liaison
♦ Complete clinical liaison bonus files for both facilities
♦ Complete Board meeting volume reports for both facilities
♦ Complete IU collaborative report/meetings
♦ Community Executive Leadership Team partner reports/meetings
♦ Attend compliance meetings for both facilities
♦ Attend quality meetings for both facilities
Yearly:
♦ Business and Strategic plans for both facilities
♦ Analysis of denials for both facilities
♦ Analysis of delays in admissions for both facilities
♦ Policy review for both facilities
♦ Job Description review for both facilities
♦ Prepare budget presentation for both facilities
♦ Mid-year review for both facilities
♦ Development of marketing/collateral materials
♦ Website reviews/updates (ongoing)
♦ Annual performance appraisals for employees
Company Specific:
♦ Adheres to dress code, appearance is neat and clean and wears appropriate identification while on duty
♦ Completes annual health, safety, and education requirements. Maintains professional growth and development.
♦ Maintains confidentiality of all patient and/or employee information to assure patient and/or employee rights are protected.
♦ Demonstrates knowledge of the principles of growth and development over the life span and the skills necessary to provide age appropriate care to the patient population served.
♦ Reports to work on time as scheduled; adheres to policies regarding notification of absence.
♦ Attends all mandatory in-services and staff meetings.
♦ Represents the organization in a positive and professional manner.
♦ Complies with all organizational policies regarding ethical business practices.
♦ Communicates the mission, ethics, and goals of the hospital, as well as the focus statement of the department.
♦ Maintains current licensure/certification for position, if applicable.
♦ Consistently demonstrates Guest Relation’s skills to patients, physicians, visitors, employees, and any other individuals with whom they may come in contact.
♦ Consistently follows departmental and hospital Health, Safety, Security, Hazardous Materials policies and procedures.
♦ HIPAA: Conduct job responsibilities in accordance with HIPAA privacy laws, follow hospital policy in provision of patient confidentiality. Able to identify patient confidentiality issues and reports to proper hospital personnel immediately.
♦ Compliance: Conducts job responsibilities in accordance with standards set forth in Kindred’s Code of Conduct, Kindred policy and procedures, applicable federal and state laws, and applicable standards.
Language Skills:
♦ Able to communicate effectively in English, both verbally and in writing.
♦ Additional languages preferred.
Skills:
♦ Basic computer knowledge.
♦ Knowledge of basic equipment.
♦ Appropriate telephone communication skills.
Physical and Safety Requirements:
♦ Ability to clearly and effectively communicate with all constituents (patients, families, peers, and other healthcare team members) as needed.
♦ Willingness to work beyond normal working hours when necessary.
♦ Must be able to drive, stand, bend, lift and move intermittently throughout day.
♦ Must be able to cope with the mental and emotional stress of the position.
♦ Must possess sight/hearing senses, or use prosthetics that will enable these senses to function adequately, so that the requirements of this position can be fully met.
♦ Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the position without compromising patient care.

About UsLifepoint Health is a leader in community-based care and driven by a mission of Making Communities Healthier. Our diversified healthcare delivery network spans 29 states and includes 63 community hospital campuses, 32 rehabilitation and behavioral health hospitals, and more than 170 additional sites of care across the healthcare continuum, such as acute rehabilitation units, outpatient centers and post-acute care facilities. We believe that success is achieved through talented people. We want to create places where employees want to work, with opportunities to pursue meaningful and satisfying careers that truly make a difference in communities across the country. About the TeamWe employ and provide care to people from all walks of life. We are committed to promoting healing, providing hope, preserving dignity and producing value with an inclusive workforce in which diversity is leveraged, respected, and reflective of the patients, family members, customers and team members we serve.