Job Description

Job Description

Responsibilities

JOB TITLE: Business Development Representative

JOB SUPERVISOR: Director of Business Development

JOB PURPOSE OF MISSION: The Business Development Representative provides Marketing Outreach and responsible for the effective management of marketing and public relations to maximize patient referrals and positive community awareness of Diamond Grove Center.

ESSENTIAL JOB FUNCTIONS include, but are not limited to:

* Performs Service Excellence
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* Represents the hospital in a manner, which conveys a professional, courteous, caring, and cooperative attitude. Is professional in image. Represents the hospital well as a professional in attitude and work. Makes a positive first impression.
* Is knowledgeable of Patient Rights and Psychiatric Mental Health Standards of Care and treats all patients with dignity and respects in a consistent, caring manner. Turns negative services into positive attitude. Able to reserve outcomes by looking for positive approaches.
* Understands the need for and maintains appropriate confidentiality at all time when interacting with patients, families, visitors and all other contacts. Treats others as guest. Acts as a host and greats others with a welcoming style.
* Exhibits excellent customer relations skills as evidenced by supportive and constructive communication with all contacts including coworkers, patients, visitors, families and referral sources. Is an effective communicator. Sees that customers, doctors and others at the hospital are appropriately informed and takes directions well.
* Utilizes an open non-judgmental, non-discriminatory, professional and therapeutic approach to treatment with all patients.
* Demonstrates professional behavior and interpersonal skills reflective of Diamond Grove Center mission statement and philosophy. Practices teamwork with fellow employees. Works with common vision and goals. Demonstrates a cooperative work style.
* Complies with hospital, departmental, safety and human resources policies.
* Promotes a safe work environment for self, patients and co-workers by complying with the environment of care, safety, infection control and standard precautions guidelines.
* Maintains a neat, professional appearance consistent with the hospital's dress code.
* Maintains scheduling requirements, attendance and punctuality in accordance with hospital and department policies.
* Follows unit assignment sheet completing assigned task designated by charge nurse.
* Understands the need for appropriate patient/staff boundaries and maintains a strict therapeutic relationship during active treatment. Discontinues communication with patients upon discharge. Informs supervisor of any contact after discharge.
* Seeks out sources to address ethical concerns as they relate to patient care issues.
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* Equal Employment Opportunity

* Diamond Grove Center is committed to the principle of Equal Employment Opportunity for all employees and applicants. It is our policy to ensure that both current and prospective employees are afforded equal employment opportunity without consideration of race, religious creed, color, national origin, nationality, ancestry, age, sex, marital status, sexual orientation or, disability in accordance with local, state and federal laws.
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* Americans with Disabilities Act

* Applicants as well as employees who are or become disabled must be able to perform the essential job functions either unaided or with reasonable accommodation. The organization shall determine reasonable accommodation on a case-by-case basis in accordance with applicable law.

3. DEVELOPS and maintain census goals through referral development

* The Account Manager directly serves as the liaison between the facility, the community, and referring agencies. The Account Manager is directly responsible for creating demand for the facility's services through the effective application of ethical marketing principles and sales methods.
* In collaboration with the Director of Business Development and Business Development Team, the Account Manager presents a positive and professional public image of the facility within the community.
* The Account Manager is responsible for the implementing the facility's strategic sales plan, enhancing the facility's brand/image, effectively managing their assigned territory and accounts, and works to achieve departmental and facility business development goals. The Account Manager must be able to demonstrate tact, resourcefulness, patience and dedication in a fast-paced environment.
* Hours are based on departmental and facility needs and may include day, evening and weekend hours, as directed by the Director of Business Development.

4. Represents Business Development/Marketing/Outreach.

ESSENTIAL FUNCTIONS:

Business Development Representative

* Effectively demonstrate and implement Sales Excellence and Service Recovery standards.
* Acts as liaison between the facility and referral sources and implements service-oriented action plans responsive to referral source needs, serves as a resource and representative to the community and, conducts facility tours to key stakeholders.
* Attends and actively participates in the Business Development team meeting and provides appropriate marketing reports, updates, and Service Recovery opportunities to the Director of Business Development on a timely basis.
* Maintains documentation of assigned top accounts, key contacts, planning reports, client profiles, competitive profiles, and updates as required by Director of Business Development.
* Builds and maintains positive and productive relationships with existing referral sources and shows ability to identify additional referral sources.
* Effectively maximizes field-based time while maintaining a daily average of 8-10 individual, face-to-face contacts with assigned referral sources concerning facility programs, philosophies of treatment, and clinical outcomes and satisfaction data.
* Demonstrates ability to develop and communicate appropriate sales messaging for each program offered and for each target audience.
* Demonstrates skills in identifying and building a strategic sales plan for existing and potential referral sources within assigned territory and target markets; effectively incorporates relevant research findings in identifying contacts.
* Assesses, develops and implements sales activities, as approved by the Director of Business Development, to achieve maximum market penetration among assigned accounts and to identify potential accounts in targeted market segments.
* Daily monitors referral inquiries and admissions statistics. Conducts an ongoing analysis to insure appropriateness and effectiveness of weekly sales action plans.
* Maintains current awareness of industry and anticipates changes or trends in target market and utilizes this information in developing and modifying weekly sales action plans, as well as providing recommendations to overall business development planning strategies.
* Facilitates positive, timely, and accurate communication. Encourages cooperation and utilizes problem-solving skills to build and secure relationships among the facility, the referral source, the patient, their family and the community.
* Responsible for maintaining up-to-date information in MedSeries 4/MIDAS/MEDIK, including documentation of daily contacts and accurate account information. The Account Manager will display proficiency in utilizing proprietary reports to appropriately plan sales activity.
* Completes all required reports and requests for information in a timely manner. This includes, but is not limited to expense reports, sales call plans and post-call follow-up reports.
* As required by Director of Business Development and facility needs, participate in off-hours sales and community activities.
* Acts as a liaison with media consultants/representatives in developing and implementing advertising campaigns.
* Actively monitors and reports on the effectiveness of advertising and other media activities.
* Promptly informs the CEO of any events, accidents, and incidents, which may cause adverse media coverage of the Center or any member of the Center's staff.
5. Market/Program Knowledge

* Develops and maintains comprehensive knowledge of each of the facility's programs and services, including Inpatient, Residential and Outpatient programs; the assessment process and, transportation services.
* Develops and maintains a comprehensive knowledge of the facility's admission criteria and exclusionary criteria as it applies to inpatient, residential and outpatient programs.
* Develops and maintains an understanding of voluntary and involuntary admissions status and the facility's procedures regarding processing these admissions.
* Regularly attends in-services and program development meetings held by the clinical staff to remain informed of current program issues and programmatic changes or updates.
* Develops and maintains a current knowledge of general economic and business status of the behavior healthcare market within the marketplace and provides Business Development Director with relevant information and strategic plans, as appropriate.
* Contributes to the analysis of facility's competitors within the , including programs, bed availability, SWOT, go-to-market strategy and, parent company, if applicable.
* Contributes to the knowledge of the status of UHS-facilities within the including programs, bed availability, SWOT, and go-to-market strategy.
* Contributes to the development of the departmental Quarterly Strategic Plan specific to development strategies to grow service lines in assigned territory.
* Maintains a demonstrable working knowledge of the target markets utilized for referrals, as well as comprehensive knowledge of the status of specific target markets.
* Develops and maintains relationships with key leadership and physicians at facility and includes them, as necessary, in sales activities and facility tours.

Qualifications

Education: Bachelor's degree in marketing, business or related field required. Experience may be evaluated on a case-by-case basis in lieu of a degree.

Experience: Prior marketing and/or sales experience within a behavioral healthcare setting preferred. Three years minimum documented experience in referral development, account management, sales growth, and physician relationships preferred.

Licensure/Certification: Must possess a valid Driver's License

Knowledge: Prefer knowledge of the behavioral health marketplace, insurance plans, target markets and referral sources, psychiatric and chemical dependency treatment and, age-specific programming. Must possess demonstrated business development concepts, sales abilities, competency in computer usage, and excellent written and oral communication skills; knowledge of and skills in application of marketing and sales principles; creativity and flexibility; skills in data collection analysis and interpretation; record of adherence to deadlines; customer service skills; willingness to travel, including overnight travel as required.

Environmental Conditions: Possible exposure to psychiatric patients who may exhibit violent/aggressive behavior; potential exposure to communicable diseases, blood/body fluids and, other hazardous waste.

Physical Requirements: The physical requirements described here are representative of those that

must be met by an employee to successfully perform the functions of this job in a general office

environment.