Director of Business Development

Under the director of the Chief Business Development Officer, the Director of Business Development -Hospital Programs is responsible for the overall strategic growth, operational performance, and clinical effectiveness of Gilchrist’s Hospital based programs and partnerships. The Director provides leadership, oversight and development of Clinical Nurse Liaisons and hospital-based referral teams while serving as the primary strategic relationship manager for hospitals programs. The position is accountable for developing and executing hospital growth strategies that increase referrals, admissions, market share, and access to hospice services. The Director ensures exceptional customer and patient experience, regulatory compliance, quality outcomes and achievement of organization growth initiatives while supporting MHRT clinical excellence within all hospital-based programs. Under limited supervision, responsible for the management of patient care delivery and referral source relationships through oversight of hospital based liaison nurses, and hospital liaison leads. Works with business development manager colleagues to ensure the achievement of Gilchrist marketing goals and objectives. Direct supervision and management of Hospital Liaisons conducting Mobile Hospice Response referrals and admissions. Ensure staff members establish and nurture external professional relationships, maintain awareness of local medical markets, provide clinical assessments of prospective patients when necessary, and represent all Gilchrist programs and services in a competent, professional manner consistent with the organization’s goals. Manages the human, fiscal and communication resources to facilitate exceptional customer service to ensure the successful hospital referral process and admission of our patients.

Education

• Bachelor’s degree required. Bachelor’s degree in nursing, Health Related Field, Marketing. or equivalent.
• Master’s degree preferred.

Experience

• 7-10 years progressive healthcare leadership experience

• 3-5 years progressively responsible management experience preferred Previous marketing and sales experience

• 5 years’ experience in caring for terminal patients and their families preferred

Knowledge, Skills & Abilities

• Advanced knowledge of all aspects of home health care and hospice
• Strong presentation and public speaking abilities
• Skill in data analysis and interpretation
• Strong problem resolution skills
• Knowledge of healthcare regulatory agency standards for hospice/ health care organizations.
• Knowledge of Community Health Accreditation Partner (CHAP) and CMS principles and standards.
• Familiarity with Part A Hospice Medicare and insurance coverage processes preferred.
• Ability to operate independently and to balance multiple priorities.
• Strong leadership, interpersonal, and influencing skills necessary to interact effectively with physicians, payers, regulatory agencies, staff, and other health professionals.
• Analytical skills necessary to organize and oversee the work of others and to administer sound policies, procedures, budgets and clinical practices.
• Ability to market to and deal tactfully with customers (e.g. physicians, social workers, nurses, etc.), other possible referral sources, and the community.
• Executive relationship management skills
• Strong computer skills including e-mail, EMR, Word, Excel and PowerPoint applications.

Licensures, Certifications

• Current Maryland state license as a Registered Nurse preferred
• Valid driver’s license and automobile insurance required

Principal Duties and Responsibilities

Hospital Liaison Operations

• Directly supervise Clinical Nurse Liaison staff, including establishment and reporting of performance metrics and accountability standards
• Conducts recruitment – with support of talent acquisition team – onboard, retention, engagement and success planning activities.
• Conduct annual and 90-day evaluations as well ongoing performance coaching.
• Provides expertise and consultation to Clinical Nurse Liaison staff including goals of care conversations, MHRT workflow, hospice eligibility determinations and overall reduction of barriers to hospice services.
• Review and follow up on all hospital referral Unable to Serve cases.
• Monitor and complete Biweekly Leadership GEMBA for Better Health Admissions
• Routine visitation at each hospital within the region monthly and providing support and feedback to Chief Access Officer and Business Development team.
• Monitor, analyze and present referral/admission data at each monthly meeting, should be a standard part of each departmental meeting
• Facilitation of Liaison staff meetings and huddles
• Coaches Hospital Liaison Nurses on effective marketing and liaison visit scheduling techniques.
• Educates teams on changes in program offerings and eligibility requirements of all organization programs. 
• Works with the EPIC team to maximize the use of all EPIC tools and functionality.   
• Ensures that the Liaison Nurses performs the functions of Hospice Liaison RN as necessary to meet customer needs as outlined in Hospice Liaison RN Job Description
• Can present on the services of the organization to large groups of health care professionals.
• Oversight of Mobile Hospice Response referral and admission standard work and training for all Liaison staff

Strategic Hospital Growth and Business Development

• Develop and leads the comprehensive hospital growth strategy for Gilchrist Hospice
• Identify opportunities for expansion within existing health system partnerships
• Develop high level relationships with hospital executive leadership
• Lead quarterly and annual business reviews with hospital partners
• Utilize referrals, admission, market share, and utilization data to drive growth strategies
• Achieve annual referral, admission, census and market share goals
• Serve as a visible ambassador for Gilchrist with healthcare organizations and COMM Assists with program development as appropriate
• Collaborate with Chief Access Officer to manage the budget of the hospital liaison staff in collaboration with Chief Access Officer.
• Develops annual marketing plan to meet established referral and admissions budget from hospital referral sources.  Monitors ongoing compliance with plan.
• Assists with the development of the department’s operating budget and makes recommendations for capital budget expenditure in collaboration with Chief Access Officer
• Maintains ongoing analyses of department supply costs and services.
• Ensures accounts payable issues are managed appropriately.
• Processes payroll for assigned areas
• Reviews staffing and productivity regularly to ensure appropriate use of resources. Meets all referral, admissions and staffing projections as outlined in the organization’s annual budget.
• Collaborates with the home care, RCC and IPU teams to ensure that the patients admitted have all necessary components for a safe transfer, positive customer service experience, while also meeting all regulatory and accreditation guidelines.

Regulatory Compliance/Quality Improvement

• Ensure compliance with CMS, Medicare, CHAP, Joint Commission and organizational requirements
• Monitor quality indicators associated with referral management and admissions
• Participate in quality and performance improvement efforts, evaluates, with the assistance of managers, the effectiveness of patient care and desired outcomes. 
• Oversees staff involvement in quality control and improvement efforts, general safety, and infection control procedures.
• Measures and monitors patient and family, physician and referral source satisfaction, modifies and implements changes as necessary to meet service excellence goals.
• Creates a culture of safety in all supervised work environments.

Human Resource Functions

• Manages human resources within established productivity guidelines and the personnel budget.
• Facilitates Liaison training and development efforts.
• Assists with maintenance of employee competencies
• Interviews and selects staff as needed, ensures competency and compliance of assigned staff, monitors and reviews work performance of staff.

Service Excellence

• Monitors, investigates and responds to customer feedback, modifying systems/processes as needed.
• Recognizes the role of insurers and the importance of their relationship to their assigned operations.
• Measures and monitors patient and family, physician and referral source satisfaction. Modifies and implements changes as necessary to meet service excellence goals.
• Establishes and maintains effective vendor relationships to compliment/enhance the hospice team. (i.e. pharmacy and DME services).
• Meets or exceed department metrics and goals. 

All roles must demonstrate GBMC Values

Respect

I will treat everyone with courtesy. I will foster a healing environment.

• Treats others with fairness, kindness, and respect for personal dignity and privacy
• Listens and responds appropriately to others’ needs, feelings, and capabilities

Excellence

I will strive for superior performance in every aspect of my work. I will recognize and celebrate the accomplishments of others.

• Meets and/or exceeds customer expectations
• Actively pursues learning and self-development
• Pays attention to detail; follows through

Accountability

I will be professional in the way I act, look and speak. I will take ownership to solve problems.

• Sets a positive, professional example for others
• Takes ownership of problems and does what is needed to solve them
• Appropriately plans and utilizes required resources for various job duties
• Reports to work regularly and on time

Teamwork

I will be engaged and collaborative. I will keep people informed.

• Works cooperatively and collaboratively with others for the success of the team
• Addresses and resolves conflict in a positive way
• Seeks out the ideas of others to reach the best solutions
• Acknowledges and celebrates the contribution of others

Ethical Behavior

I will always act with honesty and integrity. I will protect the patient.

• Demonstrates honesty, integrity and good judgment
• Respects the cultural, psychosocial, and spiritual needs of patients/families/coworkers

Results

I will set goals and measure outcomes that support organizational goals. I will give and accept help to achieve goals.

• Embraces change and improvement in the work environment
• Continuously seeks to improve the quality of products/services
• Displays flexibility in dealing with new situations or obstacles
• Achieves results on time by focusing on priorities and manages time efficiently

Pay Range

$102,875.17 - $185,175.30

Final salary offer will be based on the candidate's qualifications, education, experience and alignment with our organizational needs.

Equal Employment Opportunity

GBMC HealthCare and its affiliates are Equal Opportunity employers. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, mental or physical disability, genetic information, veteran status, or any other status protected by federal, state, or local law.