JOB DESCRIPTION 

POSITION TITLE:  BUSINESS DEVELOPMENT DIRECTOR

POSITION SUMMARY:

This position is responsible for establishing and executing new business development strategies that result in an increase in lead generation and community census. Develop and execute effective short and long term sales strategies for identifying and securing prospective residents. Develop, plan and implement monthly prospect and professional referral source events both onsite and in the community.  Maintain professional referral source profiles in CRM. Support on-site sales to increase occupancy to budgeted levels. Sales support includes but not limited to conducting SWOT Analysis, preparing Bi-Annual Competitive Analysis, assist in contacting prospects, closing sales and documenting activities related to leads in the CRM.

REPORTS TO:                       EXECUTIVE DIRECTOR

POSITION RESPONSIBILITIES:

External Marketing- 90% of time external/ 10% internal

- Supports the Executive Director to achieve occupancy, move in, and revenue targets for the community.

- Acts as a liaison between community resources and the community.

- Responsible for the formulation of the quarterly marketing/selling plan and budget. Is also accountable to maintain projected budget by using Marketing Spend down tool. Marketing plan to be updated monthly.

- Attend networking events, local chamber and civic group meetings, develop strong referral source relationships with healthcare community and other healthcare providers in surrounding area.

              - Collaborates with CRD, Activities Director, Executive Director and Dietary team to plan monthly onsite prospect events.

<           - Plan and execute monthly Professional Referral Source events. May be onsite or off- site.

              - Develops inquiries and move ins through increased awareness and participation in outside events, professional groups, and community involvement in the local market.

              - Provide information to referral sources of resident’s progress as appropriate within HIPPA guidelines

              - Provides on going updates of any resident’s that may be in a short term acute setting to HSD and ED.

               - Coordinates and participates in presentations about the facility or other appropriate healthcare topics to hospitals, rehabs, senior centers, physicians and other potential referral sources

               - Facilitates sales opportunities for public relations by identifying, initiating, nurturing and maintaining contact with physicians, churches, local businesses, skilled nursing facilities, short term acute care facilities, rehabs, ect. as it relates to community, including presentations in groups and individual settings; work with Executive Director to follow up as needed.

 - Review performance statistics including customer flow, pending and lost inquiries, and denials weekly with CRD to maximize external marketing efforts

Utilize sales processes, systems, and forms for external and internal sales to perform job duties, track information, compile data and reports, and achieve desired community occupancy goals.

Daily documentation in CRM

- Maintains annual market competitive analysis. To be updated twice a year.

- Reviews sales activities and barriers to generating new leads with RDSM

- Support to Internal Community Relations Director

- Respond promptly to every internet, telephone call or in-person inquiry from all referral sources, prospective residents, and families. Responsible for being the single point of contact for referral agencies.

- Close sales by assisting prospective residents, their family members, and/or advisors in the decision-making process by understanding their needs and educating them about services and programs that can meet their needs.

- Develop and maintains relationships with and generates leads through resident, family, and professional referral sources on a weekly basis.

- Work flow to ensure timely response during weekend and holidays can be rotated between the CRD and BDD.

- Coordination

- Works with the Executive Director and the Regional Director of Marketing & Sales to understand marketing/selling/closing needs within their communities.

- Collaborate with the Executive Director, CRD, and RDSM to develop and execute marketing plans.

EMPLOYMENT REQUIREMENTS:

- Ability to adhere to assisted living principles.

- Ability/willingness to perform all position responsibilities adequately.

- Ability to communicate and work within all levels of the company while following reporting paths.

- Ability to recognize and communicate problems appropriately.

- Ability to relate to the public, Residents, families, staff, and other professionals appropriately.

- Ability to teach/train other effectively.

- Ability to work flexible hours, including weekends and holidays, to meet the requirements of the job.

- Ability to travel.

- Maintains car in good working order, current driver’s license, and current auto insurance.

- Ability to maintain accurate records and provides information as requested/required.

TRAINING AND EXPERIENCE:

1-3 years experience in B2B healthcare marketing. Successful experience in marketing/selling/closing sales of assisted living, housing community-based care, health care, etc.

EDUCATION:

High school diploma required, College Degree with a concentration in Marketing is preferred or equivalent Sales Experience. Maintain CPR/First Aid certification. Attendance at mandatory in-service training. Meet continuing education requirements on job classification and position.