Director of Business Development - Kentucky

The Director of Business Development, based at one of our Long Term Acute Care Hospitals in Kentuckey, oversees the efficient operation of the Clinical Liaisons function for their assigned hospitals (Corbin, KY, Madisonville, KY and Paducah, KY). Under the guidance of the hospital CEOs and RVP, this role directs and supervises community relations liaison functions, including program development and implementation to ensure appropriate patient selection and admissions. Collaborating with corporate and hospital leadership, the Director builds and maintains relationships with key community and facility stakeholders. They also analyze referral, admission, and payor data across all markets.

The Director continually evaluates and enhances operational performance through data analysis and sustainable performance improvement initiatives. They establish qualifications, competence, and performance expectations for community relations staff and provide orientation, onboarding, and training. This role interacts with both corporate and hospital leadership.

Responsibilities of Director of Business Development

• Relationship Building: Establish and maintain positive and collaborative relationships with the ContinueCARE Hospital leaders and sales team
• Develop and nurture professional relationships with physicians, discharge planners, payers, and other clinicians in acute care hospitals and other referral sources
• Work alongside the Clinical Liaisons in the field to achieve shared goals.

Strategic Planning & Goal Achievement:

• Work with the team to develop quarterly and weekly plans for assigned territories.
• Monitor and track progress towards key performance indicators, including volume, case mix growth, payor mix percentages, functional outcomes of patients, and average length of stay compliance for licensure.
• Collaborate with hospital leaders and Clinical Liaisons to develop and implement effective admissions strategies and overcome barriers to patient admissions and discharges. Work directly with payors on barriers.

Regulatory Compliance & Best Practices:

• Stay informed and up-to-date on federal and state regulations, healthcare law (including LTACH-specific requirements), and industry best practices.

Reporting & Administrative Duties:

• Complete all required reports, including metric reviews for monthly referrals, admissions, conversion ratios, liaison territory development, ride-alongs, clinical assessment competencies, and annual reviews.
• Serve as a resource for WellSky and data audits.
• Provide overall direction for all admission and referral processes.

Upholding Organizational Values:

• Support and promote the mission, vision, and values of Community Hospital Corporation
• Perform other duties as assigned.

Supervisory Responsibilities

• Supervises the Clinical Liaisons for business development and admissions for assigned hospitals to exceed budgetary targets for admissions, census, payor mix, and revenue growth.
• Leads and supports the team by providing guidance, removing obstacles, and investing in ongoing training and development. Addresses performance issues timely.
• Develops messaging and materials for liaisons to enhance understanding and promote our specialized level of care.
• Ensures accurate census and insurance data for payor eligibility.
• Analyzes data to understand hospital and market trends, and advises teammates and referring entities on best practices.
• Collaborates with hospital leadership on market opportunities, threats, and obstacles to growth.
• Works with managed care companies (Case Managers, UR) on care transitions and outcome presentations.
• Provides insights and recommendations for program development and quality improvement initiatives related to customer service, referrals, admissions, and patient and referral source satisfaction.
• Upholds company values and mission, ensuring community relation employees' behavior and performance align with company standards and meet performance metrics.
• Enforces CHC and Post-Acute Services division policies and practices.

Requirements

Education/Experience:

• Bachelor's degree preferred, clinical experience preferred.
• Requires 5 years or more of healthcare sales/marketing experience.
• Experience working with multi-site locations required.

Skills and Knowledge

• Advanced knowledge of healthcare regulatory standards
• Demonstrated knowledge of PPS payment/reimbursement systems and DRG's/case weights and health ca