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GBMC HealthCare

Not-for-profit health system operating hospitals

Director of Business Development and Hospital Programs

Business Development & PartnershipsConfirmed live in the last 24 hours
Full-timeHunt Valley, Cockeysville, MD, USA$102.9k - $185.2kIn-person

About the Job

Requirements

  • A bachelor's degree in nursing, a health-related field, marketing, or equivalent is required.
  • Seven to ten years of progressive healthcare leadership experience is required.
  • Advanced knowledge of all aspects of home health care and hospice is required.
  • Strong presentation and public speaking abilities are required.
  • Skill in data analysis and interpretation is required.
  • Knowledge of healthcare regulatory agency standards for hospice and health care organizations is required.
  • Knowledge of Community Health Accreditation Partner and Centers for Medicare & Medicaid Services principles and standards is required.
  • The ability to operate independently and balance multiple priorities is required.
  • Strong leadership, interpersonal, and influencing skills for interacting effectively with physicians, payers, regulatory agencies, staff, and other health professionals are required.
  • Analytical skills to organize and oversee others' work and administer policies, procedures, budgets, and clinical practices are required.
  • The ability to market to and deal tactfully with customers, referral sources, and the community is required.
  • Executive relationship management skills are required.
  • Strong computer skills, including email, electronic medical records, Word, Excel, and PowerPoint, are required.
  • A valid driver's license and automobile insurance are required.

Responsibilities

  • Provide leadership, oversight, and development for Clinical Nurse Liaisons and hospital-based referral teams, and serve as the primary strategic relationship manager for hospital programs.
  • Develop and execute hospital growth strategies to increase referrals, admissions, market share, and access to hospice services.
  • Ensure customer and patient experience, regulatory compliance, quality outcomes, and organizational growth initiatives, while supporting clinical excellence within hospital-based programs.
  • Manage patient care delivery and referral-source relationships through oversight of hospital-based liaison nurses and hospital liaison leads.
  • Work with business development manager colleagues to achieve marketing goals and objectives.
  • Directly supervise Hospital Liaisons conducting Mobile Hospice Response referrals and admissions.
  • Ensure staff establish and nurture external professional relationships, maintain local medical market awareness, provide clinical assessments when necessary, and represent organizational programs and services professionally.
  • Manage human, fiscal, and communication resources to support customer service and successful hospital referrals and admissions.
  • Establish and report performance metrics and accountability standards for Clinical Nurse Liaison staff.
  • Recruit, onboard, retain, engage, and plan for the success of staff with support from talent acquisition.
  • Conduct annual and 90-day evaluations and ongoing performance coaching.
  • Provide expertise and consultation to Clinical Nurse Liaison staff on goals-of-care conversations, Mobile Hospice Response workflows, hospice eligibility, and reducing barriers to hospice services.
  • Review and follow up on hospital referral cases that could not be served.
  • Monitor and complete biweekly Leadership GEMBA for Better Health Admissions.
  • Visit each hospital in the region monthly and provide support and feedback to the Chief Access Officer and Business Development team.
  • Monitor, analyze, and present referral and admission data at monthly meetings.
  • Facilitate liaison staff meetings and huddles.
  • Coach Hospital Liaison Nurses on marketing and liaison visit scheduling techniques.
  • Educate teams on changes to program offerings and eligibility requirements.
  • Work with the EPIC team to maximize use of EPIC tools and functionality.
  • Ensure Liaison Nurses perform Hospice Liaison RN functions as needed to meet customer needs.
  • Present organizational services to large groups of health care professionals.
  • Oversee Mobile Hospice Response referral and admission standard work and training for liaison staff.
  • Develop and lead the comprehensive hospital growth strategy; identify expansion opportunities within existing health system partnerships; develop relationships with hospital executive leadership; and lead quarterly and annual business reviews with hospital partners.
  • Use referral, admission, market share, and utilization data to drive growth strategies and achieve annual referral, admission, census, and market share goals.
  • Represent Gilchrist with healthcare organizations and assist with program development as appropriate.
  • Collaborate with the Chief Access Officer to manage the hospital liaison staff budget, develop the department operating budget, and recommend capital expenditures.
  • Develop an annual marketing plan to meet referral and admission budgets for hospital referral sources and monitor compliance with the plan.
  • Analyze department supply costs and services, manage accounts payable issues, and process payroll for assigned areas.
  • Review staffing and productivity to ensure appropriate resource use and meet referral, admission, and staffing projections in the annual budget.
  • Collaborate with home care, RCC, and IPU teams to ensure safe patient transfers, positive customer experiences, and compliance with regulatory and accreditation guidelines.
  • Ensure compliance with Centers for Medicare & Medicaid Services, Medicare, Community Health Accreditation Partner, Joint Commission, and organizational requirements.
  • Monitor quality indicators related to referral management and admissions; participate in quality and performance improvement; and evaluate patient care effectiveness and outcomes with managers.
  • Oversee staff involvement in quality control and improvement, general safety, and infection control procedures.
  • Measure and monitor patient, family, physician, and referral-source satisfaction, and implement changes to meet service-excellence goals.
  • Create a culture of safety in supervised work environments.
  • Manage human resources within productivity guidelines and personnel budgets; facilitate liaison training and development; and assist with maintaining employee competencies.
  • Interview and select staff, ensure staff competency and compliance, and monitor and review work performance.
  • Monitor, investigate, and respond to customer feedback, modifying systems and processes as needed.
  • Recognize insurers' roles and the importance of relationships with them.
  • Establish and maintain effective vendor relationships to complement and enhance the hospice team.
  • Meet or exceed department metrics and goals.

Desired Qualifications

  • A master's degree is preferred.
  • Three to five years of progressively responsible management experience is preferred.
  • Previous marketing and sales experience is desired.
  • Five years of experience caring for terminal patients and their families is preferred.
  • Familiarity with Part A Hospice Medicare and insurance coverage processes is preferred.
  • A current Maryland state Registered Nurse license is preferred.

About the Company

GBMC HealthCare

Not-for-profit health system operating hospitals

GBMC HealthCare owns and operates Greater Baltimore Medical Center (GBMC), a regional community hospital in Towson, Maryland. It also includes GBMC Health Partners, a network of more than 300 primary care providers and specialists; Greater Baltimore Health Alliance; the GBMC Foundation; and Gilchrist, Maryland’s leading nonprofit provider of serious illness and end-of-life care. The organization coordinates hospital care, outpatient services, and support through its network to deliver medical services to the community. It aims to educate the next generation of clinicians while pursuing high-quality, patient-centered care for every patient and family, aligning care with what the patient would want for their loved ones. Its goal is to improve health outcomes for the community by providing comprehensive medical care, education, and support across its facilities and programs.

Company size
Not listed
Company stage
Not listed
Total funding
Not listed
Headquarters
Baltimore, MD
Founded
1960

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