Primary Responsibilities
As the Admissions Director, this position will manage the admission systems through oversight of the Admissions Coordinator, management of the facility or multi facility sales and business development teams as well as building a strong working relationship with the hospital liaison. The Admissions Director is responsible for promoting the services of the facility to generate inquiries, gathering and communicating information necessary for the interdisciplinary team to determine appropriate admissions.
Essential Functions
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The Admissions Director is responsible to build and grow revenue through inquiry and census growth
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Responsibilities include ensuring a smooth patient transition to the facility, overseeing the timely and accurate completion of admission agreements and welcome packets, accurate communication to the clinical team and other department heads
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Develop and maintain relationships with existing customers within the general community and develop new referring relationships within the medical professional community to include but not limited to area physicians, social service departments, hospital discharge planners, governmental agencies, and other professionals or groups that may influence inquiries
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Communicate with same for the purpose of educating and building awareness of the facility's scope of services
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Responsible for directing facility sales and business development efforts, including chairing the Internal Business Development Committee meetings
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Manage and train the internal backup sales/admission team on inquiries, tours and closing skills and customer-oriented completion of the Admissions Agreement and Welcome packet
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It requires the management and oversight of the marketing budget, sales and business development planning meetings and all marketing events
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Promote facility services, including nursing and therapy services
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Conduct facility tours when in the facility or by appointment
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Develop and document the results from monthly community education/awareness programs
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Participate in morning department head meeting by providing the team information regarding admission/readmission information and upcoming promotional activities, community education/awareness programs
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Develop 30/60/90 days sales call calendar (in person) to include but not limited to hospitals, telephone call to a former referral source who stopped referring, physicians, home health, hospice, assisted livings, retirement communities, adult day care, independent living, housing authorities, etc.
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Follow company sales cycle process
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Cold call/ Make appointments to potential referral sources – close the call/follow up plan
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Must be out of the facility 75% conducting sales calls, attending business development events and screening referrals for potential admission
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Product, Service and Benefit Knowledge: must understand and be able to explain products, services and benefits offered by facility to referral sources, potential residents family members and other inquirers
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Skills for Assessing Residents for Admission: be able to review a potential resident’s chart and explain to a licensed nurse some of the reasons the facility would or would not be able to admit the potential resident
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Read and familiarize self with Nursing Home regulations
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Read and understand the past facility surveys and 5-star rating system and be able to explain to the Administrator how you would explain the survey process and results along with the 5-star rating system to both a potential resident family and also to the referral source
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To able to understand and explain financial eligibility to a referral source, potential referral or a family member
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Develop and update a weekly a 30/60/90-day Sales and Business Development Plan: to be able to show Administrator, RDA, RVP and Corporate Sales team a written marketing plan that outlines at least the following areas:
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A list of current referring hospitals and potential hospitals to target in sales plan
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A listing of current competition and our comparison (strength/weaknesses) to them
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Plans for at least quarterly community special events for the next 3 quarters
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A plan for increasing or maintaining overall census, M2 census and referral relationships
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Tentative plans for a specialty program within the facility
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To be able to screen a potential referral utilizing the clinical and financial grids
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Uses Referral Screening form to screen residents; ensure PASSR is completed upon admission
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The sales staff should be responsive to calls from hospitals regarding potential admissions and respond to these calls within 30 minutes
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Referral Special Events at Referral Location or at Facility
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At least quarterly, a referral special event should be provided to a referral group that would include a meal/refreshment and a brief tour presentation. These special events should include the Administrator and DON
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Development of policies and procedures pertaining to inquiries, tours, admissions
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Completes Customer Service QA form and provides to appropriate facility, regional and corporate teams when complaint from assigned account including but not limited to case managers, social workers, physicians, patients and family members of patients
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Be an active member in community clubs or association specific to facility resident population. Such groups include but are not limited to Alzheimer’s, Arthritis, Cancer, Heart Association, Blind, Deaf, Community Information networks, Chamber of Commerce, Continuity of Care, Senior Citizens Centers
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The sales team should plan on at least one community invited special event each quarter. This can be a scheduled resident activity that is open to the community and not just for resident families.
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Stay current and familiarize self with current healthcare and community trends including but not limited to Alternative Payment Models and changes in accounts, competitors or healthcare community
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Reviews list of unoccupied beds and make preadmission reservations according to the type of case and accommodations required daily and unnecessary
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Ensures that a model room is maintained in the facility and that the facility is tour ready, notifying appropriate departments when areas are deficient
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Responsible in the absence of an Admissions Coordinator for the completion of Admissions Surveys and scorecard.
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Assisting with maintaining and implementation of the facility customer service program and objectives to include but not limited to customer service orientation for new and current employees
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Attend daily huddle calls with regional team
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Input demographic, financial and waitlist information into Electronic Medical Director for all referrals
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Maintain and update Admissions Team Meeting form daily in the absence of an Admissions Coordinator
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Participates in off hour, holiday and weekend on call duty as assigned
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Other duties as assigned.
Educational/Training Requirements
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High School diploma, Bachelor's Degree in Marketing, Business, or other related field is desired.
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Must possess excellent customer service and interpersonal skills.
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The ideal candidate will have problem solving and decision making abilities.
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Will possess the ability to work well with an interdisciplinary team.
Licensing Requirements
Experience Requirements
Physical Demands
The physical demands described here are representative but not necessary all inclusive, of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to effectively communicate. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Action
Rarely
Occasionally
Frequently
Pushing/Pulling - 1-25 lbs
X
Pushing/Pulling - 25-50 lbs
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Pushing/Pulling - 50+ lbs
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Sliding/Transferring - 1-25 lbs
X
Sliding/Transferring - 25-50 lbs
X
Sliding/Transferring - 50+ lbs
X
Turning/Twisting/Leaning
X
Regency Integrated Health Services is an Equal Opportunity Employer. Regency does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability status, national origin, veteran status or any other basis covered by appropriate law. All employment decisions are based on legitimate, non-discriminatory criteria.
