Business Development Director

at  Encompass Health

MINIMUM QUALIFICATIONS:

Minimum 2 years experience as a marketing representative, or nurse liaison in a healthcare environment.
Bachelor’s degree in related area preferred.
Successful track record in leading, managing or direct sales and marketing, preferably in Healthcare environment.
Physician relations, Case manager, Managed care, knowledge of local healthcare market preferred.

ABOUT US

As a national leader in post-acute care, Encompass Health (NYSE: EHC) offers facility-based patient care through its network of inpatient rehabilitation hospitals. With a national footprint that spans 157 hospitals in 37 states and Puerto Rico, the Company is committed to delivering high-quality, cost-effective rehabilitation. Encompass Health is ranked as one of Fortune’s 100 Best Companies to Work For and Modern Healthcare’s Best Places to Work.

Reviews, evaluates, and monitors critical numbers and progress towards goals.
o Takes actions to reverse negative admission and discharge volume trends.
o Implements plans to ensure marketing effectiveness.
o Uses monthly data to measure progress towards goals.
o Monitors and measures volume, case mix growth, CMS %, payer mix %, and functional outcomes of patients to ensure quality product lines.
Understands the volume impact on EBITDA to meet the financial of the business.
Understands the operational and financial metrics.
Communicates opportunity and threats in the marketplace to senior management.
Manages all marketing operations, including hiring and recruiting staff.
o Educates marketing staff on tools, budget, sales skills, and territory management to achieve volume goals.
o Effectively and appropriately communicates financial data and operational indicators to marketing and other relevant staff.
Understands and manages admission processes.
o Manages insurance verification, pre-certification requirements, bed control, hospital discharges, and barriers.
o Understands and uses clinical knowledge and resources to determine appropriateness of admission.
Understands and manages the reimbursement system.
o Manages the reimbursement system as it relates to volume impact, appropriate utilization of resources, and LOS management to promote quality outcomes.
Identifies new and repackaging existing product lines in collaboration with hospital leadership.
Assigns territories to marketing team and realigns as indicated by key performance indicators.
o Drives grass roots efforts as deemed necessary to industry conditions.
Communicates effectively with referral sources to market and educate product lines.
o Differentiates Company services from competition.
o Develops marketing collateral and advertises in conjunction with corporate support that meets the needs of the market.
Plans and coordinates marketing, media coverage, and public relations functions to increase volume.
Uses CRM for creating, tracking, and monitoring liaison territory management, referrals and activities.
Completes mandatory training and courses required by completion date.
Builds 30 days of activities in advance.
Completes pre-call planning on minimum of 95% of activities (as described in the RDS Sales Cycle).
Results and post call follow-up entered on minimum of 95% of all activities.