Sr Director Referral Operations/Business Development

Summary

The Senior Director of Referral Operations and Business Development ensures Spaulding Rehabilitation meets its IRF/LTAC and SNF admission targets by designing and implementing effective referral programs and customer service strategies. This role oversees the inpatient admission process, trains, and develops the hospital-wide liaison teams, Spaulding community liaisons, and Spaulding Regional Directors of Continuing Care. As a senior leader the role serves as a key link between Spaulding Senior Leadership and MGB (Mass General Brigham) Case Management Leadership, facilitating smoother admissions and resolving challenging cases. By implementing referral development strategies and collaborating with executive leadership the director maximizes patient volume across all service areas.

Key Responsibilities

• Reviews, evaluates and monitors critical numbers and progress towards goals. Takes actions to reverse negative admission trends, Implements plans to ensure marketing effectiveness. Uses monthly data to measure progress towards goals. Monitors and measures volume, case mix growth, payer mix and patient outcomes.

• Communicates opportunities and threats in the marketplace to senior management.

• Manages all marketing operations, including participating in the hiring and recruitment of staff.

• Understands and manages insurance, precertification requirements, bed control and barriers to admission.

• Understands and uses clinical knowledge to determine appropriateness of admission at all levels of care.

• Understands the complex reimbursement system.

• Acts as a conduit between Spaulding Rehabilitation and Mass General Brigham on complex patients.

Education/Degree

Required: Bachelor's Degree in Business, Marketing or related field required

Experience

Required:

• Minimum of 5 years of Sales/Marketing experience.

• Minimum of 3 years' experience at a management level within a hospital or healthcare setting.

• Minimum of 5 years' experience in the rehabilitation environment IRF/LTAC/SNF.

Preferred: Clinical background as a Registered Nurse, Physical Therapist, Speech Language Pathologist, Occupational Therapist or Social Worker strongly preferred.

Skills (Specific learned activity gained through training (e.g. computer skills, keyboarding, presentation, CPR, ACLS, etc.)

Required:

• Proven ability to manage a large budget.

• Proven ability to develop a strategic sales, volume growth plan.

• Proven track record in marketing and sales.

• Proven track record in strategic business development within a health care environment.

• Knowledge of post-acute provider referral and admitting processes, Medicare and managed care reimbursement.

• Computer proficiency required. Microsoft office applications preferred with ability to learn new software.

Preferred:

• Ability to develop, implement and maintain referral relations with a variety of customers,

• Comfortable with public speaking.

• Highly developed communications and interpersonal skills, working with diverse population.

• Work independently, be self-directed and contribute as a member of a team.

• Anticipates challenges and develops and implements strategies for addressing them.

• High level of service delivery. Demonstrate initiative with ability to prioritize work, meet deadlines and adapt to changing situations.

• Attention to detail.